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You Can Always Sell More – How to
Improve Any Sales Force”
YOUR JOB AS THE HEAD OF YOUR SALES TEAM
Intuitive Structural
Reactive Proactive
“Only One Move Ahead” Planned “Multi-Stepped”
Focused Selling Selling Strategies
“Memories of Customers” Control of Customer
Information
© Copyright 8/2014 Jim Pancero, Inc. Page 2 Mile
WHERE ARE YOU FOCUSING YOUR SALES LEADERSHIP EFFORTS?
How are you What should
spending it be?
your
time now?
Administrative/Inventory Mgmt % %
Problem solving
Customer interaction as a manager
Working/selling your own accounts
Other responsibilities/assignments
Future focused coaching
© Copyright 8/2014 Jim Pancero, Inc. Page 3 Mile
THE JOB OF A SALES MANAGER
“The job of a sales manager . . . is to help each and every one of your people
achieve more than they would have achieved if just left alone”
- Are You Investing Your Sales Leadership Time As A Manager…Or A Leader?
- Reactive “Management” Functions
1) Personal sales territory responsibility
2) Special pricing
3) Expediting orders
4) Problem solving
5) Paperwork, internal reports and budget/quota analysis
6) Customer “suck up” calls (“Thanks for the business”)
7) Hiring/firing
- Proactive “Leadership” Functions
1) Managing and motivating your people
2) Coaching/training to improve selling skills
3) Managing/coaching/leading account planning and selling strategy
4) Defining, teaching and monitoring selling “best practices”
© Copyright 8/2014 Jim Pancero, Inc. Page 4 Mile
FOR MORE SLIDES PLEASE VISIT
http://community.mile.org/index.php/downloads/file/174-
you-can-always-sell-more-how-to-improve-any-sales-force

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You Can Always Sell More - How to Improve Any Sales Force

  • 1. You Can Always Sell More – How to Improve Any Sales Force”
  • 2. YOUR JOB AS THE HEAD OF YOUR SALES TEAM Intuitive Structural Reactive Proactive “Only One Move Ahead” Planned “Multi-Stepped” Focused Selling Selling Strategies “Memories of Customers” Control of Customer Information © Copyright 8/2014 Jim Pancero, Inc. Page 2 Mile
  • 3. WHERE ARE YOU FOCUSING YOUR SALES LEADERSHIP EFFORTS? How are you What should spending it be? your time now? Administrative/Inventory Mgmt % % Problem solving Customer interaction as a manager Working/selling your own accounts Other responsibilities/assignments Future focused coaching © Copyright 8/2014 Jim Pancero, Inc. Page 3 Mile
  • 4. THE JOB OF A SALES MANAGER “The job of a sales manager . . . is to help each and every one of your people achieve more than they would have achieved if just left alone” - Are You Investing Your Sales Leadership Time As A Manager…Or A Leader? - Reactive “Management” Functions 1) Personal sales territory responsibility 2) Special pricing 3) Expediting orders 4) Problem solving 5) Paperwork, internal reports and budget/quota analysis 6) Customer “suck up” calls (“Thanks for the business”) 7) Hiring/firing - Proactive “Leadership” Functions 1) Managing and motivating your people 2) Coaching/training to improve selling skills 3) Managing/coaching/leading account planning and selling strategy 4) Defining, teaching and monitoring selling “best practices” © Copyright 8/2014 Jim Pancero, Inc. Page 4 Mile
  • 5. FOR MORE SLIDES PLEASE VISIT http://community.mile.org/index.php/downloads/file/174- you-can-always-sell-more-how-to-improve-any-sales-force