Developing Great Sales Managers - Amazon S3€¦ · fTraining sales managers has a high ROI fKey...
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Developing Great Sales Managers
Transcript of Developing Great Sales Managers - Amazon S3€¦ · fTraining sales managers has a high ROI fKey...
Developing Great Sales Managers
Today’s Presenters
Selling [email protected]
Sales Readiness [email protected]
Norman Behar Gerhard
Gschwandtner
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About Sales Readiness Group
Customized sales training program
Sales management programs
Assessment and certification programs
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Poll
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Your Sales Management Training Program
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Developing Sales Managers: ROI
“Sales managers are a high leverage opportunity for improved performance”
‐‐Source: CSO Insights, 2010 Sales Performance Optimization – Sales Process Analysis
Training:
Needs
Improvement
% Reps Making Quota
Sales Management Training
Training:
Meets
Expectations
Training:
Exceeds
Expectations
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What’s So Hard About Being a Frontline Sales Manager?
Can’t control all the factors that influence resultsSales results are most visible number in a companyHave to manage sales people day‐to‐daySome managers have to manage and also sell
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Common Career Trajectory for Sales Manager?
Step 1: Join company as a new sales repStep 2: Become star sales performerStep 3: Get promoted to sales management
I’m tired of my quota constantly being raised…this is my big break.
Bob is our best rep…he’ll know how to whip our West
Coast team into shape.
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The Sales Leadership Pipeline
Sales Person
V.P. Sales
Sales Manager
Organizational Leader
TURN
TURN
TURN
The Leadership Pipeline by Ram Charan
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The Star Athlete Syndrome
The best players don’t always make the best coaches
Isiah Thomas –
NBA Player: 13 Seasons, 11 Time All Star–
NBA Coaching Record: 187 wins, 223 losses (.456)
Phil Jackson–
NBA Player: 13 Seasons, No All‐Star appearances–
NBA Coaching Record:
1,155 wins, 485 losses (.704)
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Common Pitfalls for New Sales Managers
1. Don’t understand what’s required
2. Time management
3. Don’t have requisite sales management skills
4. Neglect importance of developing their team
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The Sales Management Time Trap
Sales Time Sales Management Time
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Poll
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Sales Managers Time Allocation
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Key Skills and Knowledge
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Core Skills of Great Sales Managers
Sales coachingManaging sales perf0rmanceRecruiting & selecting STARsLeadership & motivation
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An ongoing process of analyzing and discussing performance with the objective of improving and reinforcing skills.
What is Sales Coaching ?
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Chat |
Sales Coaching Challenges
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Common Sales Coaching Challenges
Not sure how to coachNot held accountableTime commitmentCoaching is viewed as remedial or confrontational
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Allocate Coaching Time Based on ROI
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More Coaching = Better Results
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Managing Sales Performance
Positive and consistent behaviors lead to…
positive and consistent results
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Positive Results
Example
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Focus on Behaviors
Diet Behaviors: Eating healthy food
Portion control
Exercise behaviors:Daily 30 minute run
Going to the gym
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Performance Management System
Communicate and monitor success factorsIdentify key behaviors Analyze gains/gaps in behaviorsDetermine underlying causesTake appropriate action
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“College (football) coaches spend more than 50% of their
time on recruiting.
They literally spend
more time recruiting than they do coaching.”
http://www.captainu.com/buzz/tag/college_coaches
Recruiting
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1. Recruiting costs
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Training costs3.
Salary
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Missed numbers5.
Lost time
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Customer risk
Cost of Hiring a Bad Sales Rep
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them done.
Describe Situation where you accomplished something or used a specific behavior.
Probe further by asking what the Task was.
What specific Actions were involved?
What was the Result?
STAR Questioning Process
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Sales Leadership
The ability to positively influence the actions and
attitudes of the sales team to achieve/surpass their goals
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Management vs. Leadership
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Sales Leadership Model
Sales
TeamSales Manager
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Key Takeaways
Management skills are different than selling skills
Training sales managers has a high ROI
Key skills include–
Managing sales performance
–
Sales coaching –
Interviewing and selecting the right sales hires
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Communication, decision making, and motivating
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Learn More
Sales Coaching for Improved Performance white paperDeveloping Great Sales Managers videoSRG Sales Readiness blog
Thank You
Sales Readiness Group, Inc.www.SalesReadinessGroup.com800.490.0715
