300310 what makes a great sales manager
DESCRIPTION
How to be a great sales manager. What works and why it works.TRANSCRIPT
Steve Herzberg, NRG Solutions
30th March, 2010
What makes a great sales manager?
“A sales managers job is not to grow
sales, it is to grow sales people”
Who is Steve Herzberg?
“There is a small difference in
people which makes a big
difference.
The small difference is attitude.
The big difference is whether it is
positive or negative”
What do you think makes a great sales manager?
What sales managers say?
1. Fair, honest, product knowledge
2. Ability to motivate team members to do their best
3. Sets obtainable goals for each sales person
4. Uses positive reinforcement
5. Loves to compete
6. Possesses strong selling skills which can be passed to others
7. Allows people to discover what they need to learn by making
mistakes and solving their own problems
What sales people say makes a great sales manager?
1. Someone who has sold successfully
2. Wishes to see success in others
3. Is a good coach, motivator, leader - friend
4. Hands off – not hands on
5. Empowers sales people to go out and get the job
done
6. Stands behind sales reps decisions
What traits would you see in a great sales manager?
Relationship skills
Leadership and
Motivational
Coaching
Self and data
management
Uses systems to follow up
Results focussed
Wants to get better and
develop team
Recruitment and
Selection
Empathetic not
sympathetic
3 key traits in great sales managers
Recruitment and
Selection
Data managemen
tLeadership
What would you have done?
“I don’t want to see it
again”
My former sales
manager, Cadbury
Schweppes
Sales Management on one hand
Attitude
Future
Fear
Relationships
Little things
Winning new business
Prospects
Referrals
Customers
Clients
Great sales managers know how to get the balance right
Questions a sales manager should be asking their reps?
?
3 different types of field calls
1. Joint calls – Both are experts
2. Training call – SM does call – rep gives
feedback
3. Coaching call – rep does call – coach
invisible
TASK RELATIONSHIP
FAST
SLOW
DRIVER
PROMOTER
ANALYST
SUPPORTER
More Assertive / Extroverts
Less Assertive / Introverts
What do you think makes a great sales manager?
“The ability to make
great sales people. What
does this mean? Identify
the potential of a staff
member and develop
him in the right way – or
replace him if necessary,
as soon as possible”
What mistakes do bad sales managers make?
“Not to look into the details
of the way their staff
operate. Assuming that
people do their job well can
be deadly. Also focussing
on the non performers is a
waste of time. Good people
deserve at least as much
attention as bad
performers.”
Key leadership skills for Sales Managers
Coaching
Motivation 80-20 rule with team
Relationship
Assess their Skill Vs Will
Excite Delegate
Direct Guide
High
Skill
Low
LowWill High
Get their mojo back
Clarify their goals; what they want?
Incentives – Ask them what’s best?
New territory – send interstate
Sales Training / Mentor / Coaching
Junkets
Promotion
Provide freedom to do the job
Set objective / not method
“You tell me what you think”
Praise / don’t ignore
Take risks / stretch them
Work out what is next for them
Number of calls
Number of follow up calls
Product training
Regular contact
What’s tomorrow plan?
Field Coaching
Relax control over time
Allow mistakes over time
Training wheels slowly removed
Sales and product training
Explain / support
Field coaching
High
Skill
Low
Low Will High
Excite
Guide
Delegate
Direct
The GROW coaching model
Goal
Reality
Options
What next
Data and pipeline management skills for sales
managers
Know the numbers
Plug the leaks
Realistic goals and targets
Winning new
business
What sales managers need to measure
1. F2F calls done by type (growth, retention, target)
2. Follow up telephone calls (10 by 10)
3. New appointments set
4. Information sent out as per customers requests
5. Total number of appointments seen
6. Demonstrations done ( or lunch and learns )
7. Sales made today (units, dollars, margin , profit)
8. Commissions earned today
Plug the leaks in the pipeline
New business
Initial contact
Stay in touch
Most sales are made
between the 5th – 12th
contact with a prospect
Most sales people give up after 1 or 2 contacts
Glad you rang
Stay on top of the numbers
“The successful man
is
an average man with
laser like focus”
Bruce Lee
Recruitment skills for sales managers
Target competito
rs best performer
s
Ongoing process not an event
Hire Slow – Fire fast
Induction process
Thanks Calvin
“Nothing in the world can take the place of persistence.
Talent will not, nothing is more common than unsuccessful men with talent.
Genius will not, unrewarded genius is almost a proverb.
Education will not; the world is full of educated derelicts.
Persistence and determination alone are omnipotent.”
Calvin Coolidge (30th US President)
Change the way you sell
Yes
No
Advancement
Continuation
Getting out of your comfort zone
“The only way a human being can grow is to work
outside their comfort zone”
Percy Cerrutty
May 5th 2010
Presenting With Confidence
Medina on Crown
Special offer for MEA
$675 plus GST
Your Action Plan
Review Recruitment strategy
Build your culture!
Never have lunch alone
More time with best
performers
More time in the field
Recommended reading
The Sales Bible – Gitomer
Influence – the psychology of persuassion - Cialdini
Your Road Map for Success – Maxwell
Swim with the sharks without being eaten alive–
Mackay
The Worlds best sales tips – McGuigan
SPIN selling - Rackham
What makes a great sales manager?
Recruitment and
Selection
Data managemen
tLeadership
Stay in touch
www.nrgsolutions.com.au
0421 864 288
steveherzberg.blogspot.com