4. “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”
6. What sales managers say? Fair, honest, product knowledge Ability to motivate team members to do their best Sets obtainable goals for each sales person Uses positive reinforcement Loves to compete Possesses strong selling skills which can be passed to others Allows people to discover what they need to learn by making mistakes and solving their own problems
7. What sales people say makes a great sales manager? Someone who has sold successfully Wishes to see success in others Is a good coach, motivator, leader - friend Hands off – not hands on Empowers sales people to go out and get the job done Stands behind sales reps decisions
15. 3 different types of field calls Joint calls – Both are experts Training call – SM does call – rep gives feedback Coaching call – rep does call – coach invisible
16. More Assertive / Extroverts FAST DRIVER PROMOTER SUPPORTER ANALYST SLOW RELATIONSHIP TASK Less Assertive / Introverts
17. 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”
18. 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.”
24. What sales managers need to measure F2F calls done by type (growth, retention, target) Follow up telephone calls (10 by 10) New appointments set Information sent out as per customers requests Total number of appointments seen Demonstrations done ( or lunch and learns ) Sales made today (units, dollars, margin , profit) Commissions earned today
25. Plug the leaks in the pipeline 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
26. Stay on top of the numbers “The successful man is an average man with laser like focus” Bruce Lee
28. 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)