Más contenido relacionado Similar a The Secrets of Sales Management (20) The Secrets of Sales Management1. The Secrets of Sales Management:
How to Motivate your “A” Players &
Eliminate your “C’s”
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2. Agenda
• Inspiring a Sales Culture
• A’s, B’s, and C’s
• Auditing your team
• Motivation Behaviors
• Pipeline Review Techniques
• Coaching Framework
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3. Inspiring a Sales Culture
• People are different, and require different coaching styles.
• “A” Goal: 10% lift and retention.
• “B” Goal: Move them 1/3 to the right.
• ‘C” Goal: Quarantine and remove.
• People are different than you.
• Coaching Requires tremendous commitment, but has immediate
impact
• Develop a specific coaching plan for each rep
• Imagine your reps are sales prospects
• Apply during pipeline reviews, phone calls, meetings, listening in,
etc.
• Focus on modeling to communicate expectations
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5. Ask yourself…
What kind of
sales culture
do you have right now?
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#CoachingABC
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7. Evaluate your team
Sales Rep inspection:
• List each sales rep
• List 2 things they excel with
• List 2 things they struggle with
• Rate each rep A, B, C
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8. Evaluate yourself
Focus on the behavior you want to affect
• Apply relevant coaching strategies to each rep
• Commit to 15 minutes of coaching every day
• Apply the “Pigeon Principle”
• Coaching must be initiated by you
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9. Motivating your A’s, B’s, and C’s
• Money
A, B, C
• Recognition
A, B, C
• Status
A, B, C
• Competition
A, B
• Career advancement
A, B, C
• Increased responsibility
A, B
• Safety
B, C
• Belonging
B, C
• Team/Company success
A
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10. Motivating your A’s, B’s, and C’s
Money
• Cash, tickets, prize choice, “lost”
afternoon
Recognition/Status
• Family spiffs, executive emails
Competition
• Team award, activity boards
Increased responsibility
• Mentor/captain
Safety/Belonging
• “Rent-a-manager,” family events
Company success
• Executive exposure
Career advancement
• Sales executive meeting,
competency spiff, presentations
to other regions
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11. Motivating your A’s, B’s, and C’s
Roles
Reward
• Catch them doing something
right
Roles
Reprimand
• Speak to them immediately and
privately
• Speak deliberately
• Speak deliberately
• Tell them that you are
recognizing their behavior
• Tell them that you are
recognizing their behavior
• Tell them what they did right
• Tell them what they did wrong
• Tell them why it was right
• Tell them how that makes you
feel
• Stop and be quiet
• Thank them and tell them to
continue the behavior
• Anchor with physical contact
• Stop and be quiet
• Tell them that you still value
them, just not the behavior
• Anchor with physical contact
#CoachingABC
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12. Pipeline Review
•
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•
•
•
•
•
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Goal is to transfer ownership
Insure that you have a common language
Constantly refer to their territory plans
Stay focused
Do not offer solutions
Drill 3x deep — “don’t know response”
Start at the back of the pipeline
Value and reward forecasting
Inspect the commitments/goals
Pre-determine the length of the meeting
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13. Coaching Framework
Determine ACTIVITY
Frame the POSITIVE
A
The same
A
Long term
B
The same
B
Choice of long or short
C
The same
C
Short term
Select a GOAL
Establish & capture RESULTS
A
Share goal
A
The same
B
Choice
B
The same
C
Withhold goal
C
The same
CLOSE
A
The same
B
The same
C
The same
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14. Summary
• Know who is an A, B, C on your team to manage and
motivate appropriately:
• “A” Goal: 10% lift and retention.
• “B” Goal: Move them 1/3 to the right.
• ‘C” Goal: Quarantine and remove.
• Identify the type of sales culture you want to inspire
• Establish ownership in pipeline reviews
• Coach goals not outcomes
#CoachingABC
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16. THANK YOU
Connect with Jeff:
http://www.mjhoffman.com/
@mjhoffman & @YourSalesMBA
Our next webinar with Jeff will take place Wednesday June 6th, 2014 @ 12 pm EST
Screening, Recruiting, & Hiring Top Sales Talent
Thanks for joining us today!
Happy Coaching!
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