Marketing 377

WEEK 8

Show Up

Physically

Mentally

Spiritually

Objectives

• Dealing with Sales Managers• Time Management• Competitive Intelligence System

Dealing with Sales Managers, Time Management and Competition

Selling Power Mag

Sales Managers

• Past: Best Account Executives (AE) Selected

• Are Best AE’s the best managers?

• Majority receive no training

• Large percentage receive wrong training

• Some continue selling, others manage others to sell

Three Types of Managers

• Doer: One Responsibility…To Do the JOB Manage only their work!

• Doing Manager: Manage their work and others

• Managing Manager: Solely managing others’ work

• What’s Typical? ie…Role of Sales Manager?

Management Styles

• Drill Sergeant---Focus only on what is wrong

• Administrivia Manager---Focus on paperwork ie. call and expense reports

• Top Gun---Jump in taking over sales call

• Coach---Don’t do salesperson job rather lead, guide and train ex. Hire your manager!

Time of Sales Manager

• 33% Selling

• 33% Recruiting

• 33% Administrivia

Selling Admin Recruit

Sales Manager Function

• Guidance—Coach and Strategist

• Structure—Create system to

1. Enhance Efficiences

2. Ensure efforts focused on prioritized objectives

• Communication—Involvement in direction and focus of business

Two Critical Responsibilities

• Motivate People

• Guide Selling Process80% of revenue accrued from only 20% of customers

Time Management

• Plan next week this week or even a month out*Appear busy*Better chance customer has time in one week*Something to look forward to

• Set up territory Map

• Cluster your Tasks

• Start Early and Stay Late

There is nothing more There is nothing more exhilarating than to be shot at exhilarating than to be shot at without result.without result. Winston ChurchillWinston Churchill

Competitive Intelligence System

• Identify Competitors

• Evaluate Competitors

• Competitive Strategies

• Customer vs. Competitor Orientation

Identify Competition

• Number of Sellers - Degree of Differentiation

• Entry, Mobility, Exit barriers

• Cost Structure

• Degree of Vertical Integration

• Degree of Globalization

Evaluate Competitors

CompetitorCompetitorActionsActions

ObjectivesObjectives

Strengths &Strengths &WeaknessesWeaknesses

ReactionReactionPatternsPatterns

StrategiesStrategies

Balance

CompetitionCustomer

+ Fighter orientation+ Alert

+ Exploit weaknesses- Reactive

+ ID opportunities+ Long-run profit

+ Emerging needs & groups

Competitive Intelligence System Careerbuilder.com & Target

• Identify Competitors

• Evaluate Competitors

• Competitive Strategies

• Customer vs. Competitor Orientation

Presentation Reminders Week 10

1. Question Opening• Capture attention• Start listener thinking

2. Two Big Messages • Umbrella and important• Sensory Rich• What is the benefit/interest to listener?

3. Cold Closing• Summarize• End on strong, positive statement or recommendation

Final Slide and CRM

•CRM by 6pm last class

•Last SlideName Individual Total Team Event

TotalTotal

Carlito Brigante $175 $150 $325

Benny Blanco $100 $200 $300

Veruca Salt $300 $250 $550

Davie Kleinfeld $50 $50 $100

Team Blue Ambition

$625 $650 $1275