Norman Behar - Developing Great Sales Managers

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Sales, Acceleration Sales Acceleration Summit, InsideSales.com: http://www.insidesales.com/events/2014/sales-acceleration-summit/norman-behar

Session Overview
Developing Great Sales Managers focuses on four critical management skills to drive better sales performance:

- Hiring stars
- Managing sales performance
- Ongoing coaching
- Leadership and motivation

Research has consistently demonstrated that great sales managers have a significant impact on overall sales performance. Unfortunately, most frontline sales managers are promoted from within and have little, if any, management experience. So how can you ensure that your sales organization consistently develops high performing sales managers who produce results?
Learn how to:

- Transition your star sales reps into great sales managers
- Identify unique challenges facing sales managers
- Recognize key sales management skills and behaviors
- Develop four critical management abilities to improve sales performance

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Norman Behar - Developing Great Sales Managers

  1. 1. 1
  2. 2. 2 Developing Great Frontline Sales Managers
  3. 3. 33 About Sales Readiness Group • Customized sales training programs • Foundational and advanced selling skills • Sales management and coaching programs
  4. 4. 44 A Frontline Sales Manager? • Can’t control all the factors that influence results • Sales results are most visible number in a company • Have to manage sales people day-to-day • Some managers have to manage and also sell What’s So Hard About Being…
  5. 5. 55 The Sales Leadership Pipeline TURN TURN TURN The Leadership Pipeline by Ram Charan
  6. 6. 66 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)
  7. 7. 77 Key Skills and Knowledge Sales Rep Sales Manager Prospecting skills Setting team goals, priorities Questioning skills Recruiting & selecting Listening/Communication Coaching Managing objections Sales performance management Gaining commitment Leadership & motivation Time management (self) Time management (team) Product knowledge Industry knowledge and trends
  8. 8. 88 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  9. 9. 99 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  10. 10. 1010 Recruiting “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
  11. 11. 1111 1. Recruiting costs 2. Training costs 3. Salary 4. Missed numbers 5. Lost time 6. Customer risk Cost of Hiring a Bad Sales Rep
  12. 12. 1212 • Competitive • Confidence • Integrity • Judgment • Motivation  Planning & Organization  Pride  Resiliency  Responsibility  Work Ethic Sales Competencies
  13. 13. 1313 Behavior Based Interviewing
  14. 14. 1414 them done. STAR Definitions 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
  15. 15. 1515 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  16. 16. 1616 Establish Performance Partnerships • Define/communicate clear performance expectations • Emphasize supportive dialogue • People are accountable for behaviors and results • Everyone seeks feedback High Performing Organizations
  17. 17. 1717 Positive and consistent behaviors lead to… Positive and consistent results. Managing Sales Performance
  18. 18. 1818 Positive Results Example | Focus on Behaviors Diet Behaviors: • Eating healthy food • Portion control Exercise Behaviors: • Daily 30 minute run • Going to the gym
  19. 19. 1919 • Communicate and monitor success factors • Identify key behaviors • Analyze gains/gaps in behaviors • Determine underlying causes • Take appropriate action Performance Management System
  20. 20. 2020 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  21. 21. 2121 Business Case for Sales Coaching “Sales managers are a high leverage opportunity for improved performance” --Source: CSO Insights, 2013 Sales Management Optimization Study 83% Coaching: Needs Improvement % Overall Revenue Plan Attainment Sales Coaching Skills 87% Coaching: Meets Expectations 93% Coaching: Exceeds Expectations
  22. 22. 2222 What is Sales Coaching ? An ongoing process of analyzing and discussing performance with the objective of improving and reinforcing skills.
  23. 23. 2323 Common Sales Coaching Challenges • Not sure how to coach • Not held accountable • Time commitment • Coaching is viewed as remedial or confrontational
  24. 24. 2424 Best Practice 25%-40% of a front-line sales manager’s time should be focused on sales coaching
  25. 25. 2525 Allocate Coaching Time Based on ROI Sales Skill ROI Time Low Low 10% Medium High 65% High Medium 25%
  26. 26. 2626 5-Step Sales Coaching Model
  27. 27. 2727 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  28. 28. 2828 Sales Leadership The ability to positively influence the actions and attitudes of the sales team to achieve/surpass their goals
  29. 29. 2929 Sales Manager • Reactive • Directs sales reps • Focuses on short term day-to-day results • Helps sales team cope with change • Improves sales rep’s skills Sales Leader • Proactive • Motivates and inspires salespeople • Focuses on long-term vision • Helps sales team initiate change • Improves attitudes and motivation Management vs. Leadership
  30. 30. 3030 Sales Leadership Model Sales Team Sales Vision Decision Making Influence Personal Abilities Sales Manager
  31. 31. 3131 Key Takeaways • Management skills are different than selling skills • Training sales managers has a high ROI • Focus on key sales management skills – Building sales team – Managing team – Coaching team – Leading team
  32. 32. 3232 For more information: nbehar@salesreadinessgroup.com info@salesreadinessgroup 800.490.0715 Thank You

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