When making sales decisions, getting input from your sales team allows you to make the best decision for your company.
It may have been a while since you’ve been on the front lines, so getting perspective from someone who will be affected by your decisions every day is not only more informative, it adds a level of transparency that makes your team more comfortable.
When was the last time you spent an hour observing in the sales department? When was the last time you sold one of your own products? It’s easy to feel well informed when getting reports from your managers. That’s part of their job after all. But we all know a good manager filters out what you need to know from everything else that’s going on.
The most important part of making a good decision is having the information on which to base those decisions. No matter how unfiltered or over-informing your managers may be, it’s in their best interest to not bring any issues to your attention unless they absolutely need to. If your software for tracking clients and sales were inadequate, would your manager tell you?
Involving even a couple of your star salespeople in decisions which affect the department allows your team to have the most effective tools available to them. The opportunity to feel involved will increase morale among your salespeople.
Having your team involved in commission discussions is a tactic few companies use. When Salesforce tried involving their sales team in the commission discussion, the team arrived at the same conclusion the manager did about how commissions should be paid. Since they were involved, they understood the hows and whys. In turn, they could explain this better to the new team members. Everyone was happier.
Regardless of what the decision is, involving your sales team will have a positive impact. The decision will be more informed. The end result will likely be better for the sales team and the company. Your team will be happier and more comfortable with the transition. Next time you are faced with a decision, involve the people whom it affects. Everyone will be better off for your consideration.