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What makes a great sales manager? (And how to manage them). Steve Herzberg, NRG Solutions 8 th April, 2009. You think you have a tough job. What makes a great sales manager?. Great sales managers know how to get the balance right. What do you think makes a great sales manager?.
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What makes a great sales manager?(And how to manage them) Steve Herzberg, NRG Solutions 8th April, 2009
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
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
Field coaching or spying? “I don’t want to see it again” Former sales manager, Cadbury Schweppes
Assess their Skill Vs Will High Skill Low Low High Will
High Delegate Excite Skill Low Direct Guide High Low Will
The GROW coaching model Goal Reality Options What next
Adapting your style Fast Pace Driver Promoter Administrator Supporter Slow Pace Relationship Task
What sales managers need to measure • Calls out by type (growth, retention, target) • Follow up calls • New appointments set • Information sent out as per customers requests • Total number of appointments seen • Total number of telephone calls made • Sales made today (units, dollars, profit) • Commissions earned today
Stay on top of the numbers “The successful man is an average man with laser like focus” Bruce Lee
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
You see what you want to see opportunityisnowhere
Traits of great sales people • Attitude / Confidence • NRG • Persistence (Calvin Coolidge) • Want to get better • Relationship (adapt style) • Rejection tolerance • Self Management • Questioning / listening • Product knowledge
Eat that frog “ Great leaders plan the 5 most important things they need to do tomorrow before today ends”Brian Tracey
Getting out of your comfort zone “The only way a human being can grow is to work outside their comfort zone”Percy Cerrutty
“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”
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
Stay in touch • www.nrgsolutions.com.au • steve@nrgsolutions.com.au • 0421 864 288 • steveherzberg.blogspot.com
Release your handbrake “You never know what you can achieve until you try” Louise Sauvage