Every sales manager likes to think that he or she is doing the absolute best job possible, but in many cases short sightedness and the lack of a strategic plan are costing the company money. The fact is that all too many sales managers and sales forces are so focused on the short term that they fail to look at the long term success of the company and the long term plan for their sales careers.

There are many reasons why there is so much focus on short term sales at the expense of long term strategic planning. In many ways this is simply the nature of the world in which we live. With many Wall Street investors looking only as far as the next quarterly income statement it can be quite difficult for company managers to take a step back and see the big picture. No matter how short sighted investors may be, however, it is essential for sales professionals to see the long term as well as the short.

In many cases sales managers can help foster this type of strategic thinking through the rewards they provide to their star performers. While short term goals and the associated rewards are important motivators, the best sales managers will also provide long term coaching in order to help every member of the team contribute to the best of their abilities. Coaching and mentoring are essential parts of any sales management position, and it is important for the company to provide long term goals as well as short term ones. Creating an annual or semi-annual award for performance is a great way to provide sales professionals with a goal to shoot for. Another great way to foster long term thinking is to create awards for the best year over year sales increases. This forces the sales force to focus on the big picture and look for the best and most consistent customers. This focus on the long term is a great way to grow sales and enhance bottom line performance.