Ten Things You Need to Know About Sales Management

Sales Management 10 Things You need to Know (…to avoid the 10 biggest sales management mistakes) ALGONQUIN COLLEGE – SALES MANAGEMENT – NOV 09

What leads to sales success?
Great Product?
Great Marketing?
Great Sales Effort?
Luck?

“… game-changing sales, at least for now, come from real people interacting with real people.” Seth Godin

But wait… 80% of all sales are made by only 20% of the sales force Caliper

Huh?!
40-55% of reps are not meeting quota
CSO Insights

Link to Cat Herding Video … so how does it feel to be a sales manager?

10. Start with a target

9. Know your role

8. You need a game-plan

7. People/talent mix is critical “ My main job was developing talent. I was a gardener providing water and other nourishment to our top 750 people “ Jack Welch

6. Accountability is your lever

5. Create a winning culture Link to Sales Are Up Video

4. Reporting is a science and an art

3. Results trump everything DON’T MESS WITH THE MOO

2. Expect the unexpected

1. Have fun!

Sales Management 10 Things You need to Know
10. Start with a target
9. Know your role
8. You need a game-plan
7. People/talent mix is critical
6. Accountability is your lever
5. Create a winning culture
4. Reporting is a science and an art
3. Results trump everything
2. Expect the unexpected
1. Have fun!

Thank you! More tips and advice at Peak Sales Recruiting / Managing the Sales force Blog http://www.peaksalesrecruiting.com/blog Sales Careers Opportunities List http://peaksalesrecruiting.com/career_form.php

Bonus Slides

5 Common Sales Metrics
Revenue
Pipeline of *Qualified Opportunities*
New Accounts / Customer Retention
Actual to Forecast
MBO’s / Activities

5 Things to Know About Top Performers
Results-oriented
Positive in outlook and disposition
Competitive
Systematic; and
Focused on the customer (to extreme)
** D N A **

5 Things to Know About Hiring
Know your selling environment and look for people who have excelled in similar
Profile your best in terms of traits
Go Beyond basic interviews
Go after the best
Don’t Settle

Characteristics of Sales Environment

5 Things to About Interviewing
Salespeople will sell
Ask “how they did” and “how they would”
Ask how peers would described candidate
Ask for numbers – bottom up top down
Cross Reference

http://www.slideshare.net	29
http://peaksalesrecruiting.com	17
http://www.peaksalesrecruiting.com	11
http://managingthesalesforce.com	9
http://www.lmodules.com	4
https://bb.bw.edu	1

Ten Things You Need to Know About Sales Management

by Peak Sales Recruiting on Nov 18, 2009

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Ten Things You Need to Know About Sales Management — Presentation Transcript