Post on 21-May-2015
description
Creating a Sales Culture through Sales Management
Presented By:
Tera Gordon, Sales Director
Why Sales Management?
Nothing happens until a sale is madeSales professionals commonly report to
a Sales ManagerSales Management drives RESULTSExecutive Director’s are the people our
customers want to knowSales starts at the top
Change is Pain!
The Sales Managers in our industry are Executive Directors who historically have not been trained to manage sales
Most Executive Director’s admit to not being comfortable selling or managing sales
Most avoid it because it seems complicated and it is the toughest job
Holding people accountable for sales is frightening
The Good News is that Effective Sales Managers…
Create a Sales Culture within their community just by managing sales
Discover that by using a simple and systematic approach, sales management is easy
Master the art of managing sales activity and leverage the regional sales expertise to support conversion improvement
Generate superior revenue as a result
Effective Sales Management
The 3 Step Process
1. Set Clear Expectations
2. Hold People Accountable
3. Give Consistent Candid Feedback
Step 1: Set Clear Expectations
1. Start with Effective Sales Talent
2. Use Simple and Effective Sales Tools
1. Effective Sales Talent
Identify that the best talent is in place by:
Identifying the sales professionals selling behavior (PI Tool)
Identifying their ability to apply sales skill and knowledge to obtain results (résumés, references, questionnaire and sales action plan, interviews)
Identify their effectiveness with conflict, time management and creating influence within a team
Effective Sales Behavior Patterns
2. Use Simple and Effective Sales Tools
Weekly Sales Activity Trends ReportAre the basic standards met?
Room Rate Variance ReportAre the market rates and community fees being collected in full?
Schedule Past Due and Future ReportAre the scheduled activities being completed?
Daily Activity Plan ReportAre the sales activities for the day clear and ready to happen?
Step 2: Hold People Accountable
1. Use Simple and Effective Sales Systems that Create Accountability
2. Manage Conflict Effectively
3. Coach Effective Time Management Techniques
1. Hold People Accountable by Using Simple and Effective Sales Systems
Daily Stand Up-CommunityEffective 15 minute sales focused meeting allabout execution
Weekly Sales Meeting-CommunityEffective weekly 1-2 hour sales focusedmeeting all about strategy
Sales Conference Call-CompanyEffective reporting process that holds ExecutiveDirector’s accountable for sales
1. Continued…
Mystery ShopsEffective objective feedback about how thesales process is executed and applied
Monthly Department Head MeetingAssures systems and tools are in place and effective,coached to sales conversions/quality
Monthly Regional Sales Director Coaching and AuditingCreate team involvement and accountability, auditsprogress, and creates strategy and next steps.
2. Manage Conflict Effectively
Types of Conflict Technical
Terms/conditions, prices, dates, numbers Relationship Issues
Balance of emotion and reason ( feelings and logic, subjective and objective)
Ease of communication (comfortable and difficult) Degree of trust and reliability (trust/confidence and not) Attitude (acceptance or rejection) Persuasiveness or coercion Perceived understanding (accurate and inaccurate)
Manage Conflict Effectively Continued…
How to effectively RESOLVE conflict Separate people from the problem Focus on interest not position Use Factual and Objective information Keep it in Perspective Invent Options for win-win solutions and
present a plan of action Express appreciation for efforts
Manage Conflict Effectively Continued…
What if the team member(s) won’t play?Look behind their position Invite criticism and adviceRecast an attack on you as an attack on
the problemModel the behavior you want
3. Coach Effective Time Management Techniques
1. Signs of a Time Management problem
2. Identify the Biggest Time Wasters
3. Time Management Techniques
1. Does your Sales Professional have a Time Management Problem?
IrritableFatiguedDifficulty ConcentratingForgetfulLoss of SleepPhysical DisordersWithdrawal/Depressions
2. The Biggest Time Wasters
InterruptionsHopelessness/RejectionPoor DelegationBlameMaking a simple job difficult
3. Time Management Techniques
Help your sales professional learn: The difference between important and urgent
(prioritizing) How to plan their time How to delegate and when How to ask for help How to organize To create a Stop Doing list To Set Goals and Get Goals
Step 3: Consistent Candid Feedback
1. Routine and Effective Feedback Tools/Process
2. Constructive Feedback Guidelines
Routine & Effective Feedback Tools & Processes
Annual Performance Review Strategic annual review that evaluates core competencies,
results and values based behaviors. Annual Individual Development Plans
Strategic annual plan to develop a specific goals related to the APR review that when executed, improves results.
Monthly SMART GoalsExecution focused plan updated monthly and focused on short term activity/conversion goals
Monthly 1:1 Review & FeedbackFace to face, private and uninterrupted review of SMART Goal, IDP, Audit and Coaching progress and feedback.
Constructive Feedback Guidelines
Constructive Feedback is effective when: It describes and seeks understanding and solution It is specific and factual, not general and subjective It takes into account the needs of the giver and
receiver It is directed toward a behavior that a person can
change It is timely It is checked to be sure that it is received as it was
intended It is followed up in writing
Last but not Least!
Be your Sales Professional’s Advocate and REMOVE all obstacles that impact their success, and then hold them accountable. Dirty lobby Lousy front desk customer service Lack of team work Involvement in operations issues The basics to do the job well