Many years ago, I had the good fortune of hearing Harvey MacKay speak. He is a New York Times bestselling author, sales speaker, and founder of a 100-million-dollar envelope company in Minneapolis, Minnesota.
Harvey shared many great insights, however, one that really stuck with me over the years is his MacKay 66 customer profile. It is a profile containing 66 things you research and record about people in your network. It’s 66 questions that salespeople should be able to answer about their prospects and customers.
This is pre-call planning at its finest!
I also believe this tool--or some form of it---could and should be incorporated into your sales management practices.
After all, members of your sales team are your most important people in your network. They are your most important customers.
Think about the deeper relationships, improved communication and trust that would develop if you were intentional about learning more about each person on your team.
Here’s a few questions from the MacKay 66 profile that have been tweaked to help you design your sales management profile.
1. What is your salesperson most proud of achieving? And why?
The answer to this question may give you additional information around your salesperson’s core values. It could give you insights into adversity this person has faced and overcome.
2. What is this salesperson’s long-term objectives, both personally and professionally? What is this salesperson’s short-term objectives, both personally and professionally?
The answer to both questions help you set-up a more powerful coaching conversations around current and future aspirations. It helps you hone-in on how to better support and encourage that salesperson.
For example, I have two colleagues in this profession of sales training and consulting that left their first employer and started their own businesses.
It wasn’t because they didn’t like their boss or the company. They really did like them.
They left because they couldn’t get a discussion started around how they could continue to contribute and grow within the organization.
3. What is this salespersons hobby or recreational interest?
We’ve all heard the expression, “People don’t care unless they know how much you care.” When sales managers know the answer to these questions, they show they care by supporting this salesperson in interests outside of work.
One of my very good sales managers knew his salesperson’s daughter was involved in figure skating. When the Ice Capades came to town, tickets to the show were sitting on the salespersons desk. The look on his face exceeded any provided by a commission check.
4. Who was/is a great mentor for your salesperson?
The answer to this question often provides intel around what a person values in relationships. It can give insights into how this person’s preferred communication and management style.
For example, if a salesperson answers, “I really value the relationship I had with my first boss. She believed in me before I believed in myself.”
Listen closely because what you are really hearing is, “I’m confident, however, sometimes need others to show confidence in my abilities.”
Another salesperson might have an entirely different answer. “My Uncle Richie. That guy doesn’t beat around the bush. He tells you the truth, even when it stings.” This salesperson is telling you that he grew up receiving feedback and values direct feedback.
Again remember, your salespeople are the most important people in your network. They are your most important customers.
MacKay 66 your sales team and learn more about each person on your team. Build relationships and you will build results.