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Ten Commandments of Successful Sales Management

Ten Commandments of Successful Sales Management. #1 We were not born “sales managers.”. Learn How to Become A Sales Manager. Are you a good sales manager? “ Player – Coach “ transition Invest time and be disciplined Walk your talk (follow “ your “ rules )

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Ten Commandments of Successful Sales Management

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  1. Ten Commandments of Successful Sales Management

  2. #1 We were not born “sales managers.”

  3. Learn How to Become A Sales Manager • Are you a good sales manager? • “ Player – Coach “ transition • Invest time and be disciplined • Walk your talk (follow “ your “ rules ) • 30-Day fitness program, audio tapes, seminars • Find a mentor • Poor sales management leads to serious loss in sales, GP and people.

  4. #2 Take Time to Develop Salespeople.

  5. Motivating Managing Recruiting Orientation Interviewing Pre-Start Training Salesperson = Long Term Investment Manage & Motivate & Grow Time Your Investment $$$ What is your ROI?

  6. #3 Earn theTrust

  7. Earning Trust • Consistency • Honesty • Proactive • Reassurance • Keeping Promises • Be Yourself

  8. #4 Set realistic expectations

  9. Realistic Expectations • Learn from history • Soft sales launch 10K  20K 30K, etc. • The Case sales process / reports • Realistic compensation goals; map out 12 months. Get buy in from all involved . • Communicate, communicate, communicate

  10. #5 Know Your Numbers

  11. Know Your Numbers • Numbers are objective • Leads / Close rates • Average GP $ / % • Average job size • Sales projections/actual • Compensation

  12. #6 Master The Sales Process.

  13. Selling is a Recipe • Master the basic “sales process.” • Focus on each individual step in the sales process.( practice , practice , practice ) • Do it the “Case” way successfully , before you allow them to personalize.

  14. #7 Monitor and Measure Progress

  15. “Staying on Course” • Goals are meaningless unless you monitor the progress. • Monitoring tools (sales tracking, sales call analysis, etc.) • 30 Day – 60 Day – 120 Day plan • Stock is rising or falling? • Write it down!

  16. #8 Find a Coach or a Mentor.

  17. Coach and Mentor • Veterans need a coach too. • “Meetings are your job” • Weekly meeting…consistent! (One hour - 50% #’s & 50% training) • Coaching tools • New video tapes • Audio sales process • Motivational tapes • Books • McQuaig “Do’s and Don’ts”

  18. Coach and Mentor (cont.) • Roll play • Ride- along • Peer support • Outside speakers • Be patient…it takes time

  19. #9 Keep Your Sales People Motivated.

  20. Sales Incentives • Hit projections by the 20th, receive $100 cash • Weekend trips • Dinner coupons • Consistency awards • Team contests • Top Gun acknowledgements • “Win/Win” • Ask “What would excite them?”

  21. #10 “Know when to hold them, know when to fold them.”

  22. When to hold, when to fold • Are they investing into themselves? • 80% is hiring the “right” salesperson & 20% is in training. • If they fail, it is generally “Bad hiring or Bad training.” • Key questions • Can they do the job? • Will they do the job? • Do they fit? • Make their exit a “non-event”

  23. Profile of an Ideal Salesperson • Goal orientation • Construction knowledge • Sense of urgency • You would buy from them ? • Not afraid of the computer • Articulate • Energetic • Good listener • Sophisticated

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