Anshul Khetarpal of Shasta County, California, has worked in the healthcare sales industry for some years, growing in knowledge and experience on how to successfully run a sales organization. He’s helped his company, Pain & Function Solutions (P&FS), successfully partner with other firms that innovate in the biotechnology and diagnostics industries.
“We bring their cutting edge medical products to healthcare providers nationwide,” he says. “With over twelve years of medical experience … I am tasked with developing strategies, training and coaching the sales organization to execute in the field.”
Like many successful sales professionals, Khetarpal understands the characteristics that lead to effective sales management. These qualities are explained below.
Too many sales managers rely on deadlines and metrics to spur performance, forgetting the essential aspect of leadership. Effective sales managers have to find ways of motivating and rewarding their teams in a manner that bring out the best in them.
Hiring the right talent
Highly effective sales managers are committed to bringing in the best talent. If you want the best results, commit to hiring the best. It will save you time and resources while shielding you from failure months down the road. Hiring good talent will cost you up front, but pays off in the long run.
A sales organization thrives when all the aspects of the sales process are consistent. Where sales managers have the tools to track performance and get quick feedback, results are positive. When sales reps feel they can get instant feedback on their work, they can incorporate their managers’ comments to great success.
Coaching is one of the aspects neglected by many sales executives because it requires them to set aside time in their busy schedules. Sales managers who prioritize coaching can build confidence faster in their teams, which results in better production. Anshul Khetarpal knows this, which is why he regularly coaches his teams on how to get better in the field. The Shasta County-based professional has successfully guided teams in launching various medical products that bring real returns in a matter of months.