300310 What Makes A Great Sales Manager


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How to be a great sales manager. What works and why it works.

300310 What Makes A Great Sales Manager

  1. 1. What makes a great sales manager?<br />Steve Herzberg, NRG Solutions<br /> 30th March, 2010<br />
  2. 2. “A sales managers job is not to grow sales, it is to grow sales people”<br />
  3. 3. Who is Steve Herzberg?<br />
  4. 4. “There is a small difference in people which makes a big difference. <br />The small difference is attitude. <br />The big difference is whether it is positive or negative”<br />
  5. 5. What do you think makes a great sales manager?<br />
  6. 6. What sales managers say?<br />Fair, honest, product knowledge<br />Ability to motivate team members to do their best<br />Sets obtainable goals for each sales person<br />Uses positive reinforcement<br />Loves to compete<br />Possesses strong selling skills which can be passed to others<br />Allows people to discover what they need to learn by making mistakes and solving their own problems<br />
  7. 7. What sales people say makes a great sales manager?<br />Someone who has sold successfully<br />Wishes to see success in others<br />Is a good coach, motivator, leader - friend<br />Hands off – not hands on<br />Empowers sales people to go out and get the job done<br />Stands behind sales reps decisions<br />
  8. 8. What traits would you see in a great sales manager?<br />
  9. 9. 3 key traits in great sales managers<br />
  10. 10. What would you have done?<br />“I don’t want to see it again” <br /> My former sales manager, Cadbury Schweppes<br />
  11. 11. Sales Management on one hand<br />Fear<br />Future<br />Relationships<br />Little things<br />Attitude<br />
  12. 12. Winning new business<br />Referrals<br />Customers<br />Clients<br />
  13. 13. Great sales managers know how to get the balance right<br />
  14. 14. Questions a sales manager should be asking their reps?<br />?<br />
  15. 15. 3 different types of field calls<br />Joint calls – Both are experts<br />Training call – SM does call – rep gives feedback<br />Coaching call – rep does call – coach invisible<br />
  16. 16. More Assertive / Extroverts<br />FAST<br />DRIVER<br />PROMOTER<br />SUPPORTER<br />ANALYST<br />SLOW<br />RELATIONSHIP<br />TASK<br />Less Assertive / Introverts<br />
  17. 17. What do you think makes a great sales manager?<br />“The ability to make great sales people. What does this mean? Identify the potential of a staff member and develop him in the right way – or replace him if necessary, as soon as possible”<br />
  18. 18. What mistakes do bad sales managers make?<br />“Not to look into the details of the way their staff operate. Assuming that people do their job well can be deadly. Also focussing on the non performers is a waste of time. Good people deserve at least as much attention as bad performers.”<br />
  19. 19. Key leadership skills for Sales Managers<br />
  20. 20. Assess their Skill Vs Will<br />High<br />Skill<br />Low<br />Low<br />High<br />Will<br />
  21. 21. High<br />Delegate<br />Excite<br />Skill<br />Direct<br />Guide<br />Low<br />High<br />Low<br />Will<br />
  22. 22. The GROW coaching model<br />Goal<br />Reality<br />Options<br />What next<br />
  23. 23. Data and pipeline management skills for sales managers<br />
  24. 24. What sales managers need to measure<br />F2F calls done by type (growth, retention, target)<br />Follow up telephone calls (10 by 10)<br />New appointments set <br />Information sent out as per customers requests<br />Total number of appointments seen<br />Demonstrations done ( or lunch and learns )<br />Sales made today (units, dollars, margin , profit)<br />Commissions earned today<br />
  25. 25. Plug the leaks in the pipeline<br />Most sales are made between the 5th – 12th contact with a prospect<br />Most sales people give up after 1 or 2 contacts<br />Glad you rang<br />
  26. 26. Stay on top of the numbers<br />“The successful man is <br />an average man with <br />laser like focus” <br />Bruce Lee<br />
  27. 27. Recruitment skills for sales managers<br />
  28. 28. Thanks Calvin<br />“Nothing in the world can take the place of persistence. <br />Talent will not, nothing is more common than unsuccessful men with talent.<br />Genius will not, unrewarded genius is almost a proverb. <br />Education will not; the world is full of educated derelicts. <br />Persistence and determination alone are omnipotent.”   <br /> Calvin Coolidge (30th US President)<br />
  29. 29. Change the way you sell<br />Yes<br />No<br />Advancement<br />Continuation<br />
  30. 30. Getting out of your comfort zone<br />“The only way a human being can grow is to work outside their comfort zone”Percy Cerrutty<br />
  31. 31. May 5th 2010<br />Presenting With Confidence<br />Medina on Crown<br />Special offer for MEA<br />$675 plus GST<br />michaela@nrgsolutions.com.au<br />
  32. 32. Your Action Plan<br />
  33. 33. Recommended reading<br /><ul><li>The Sales Bible – Gitomer
  34. 34. Influence – the psychology of persuassion - Cialdini
  35. 35. Your Road Map for Success – Maxwell
  36. 36. Swim with the sharks without being eaten alive– Mackay
  37. 37. The Worlds best sales tips – McGuigan
  38. 38. SPIN selling - Rackham </li></li></ul><li>What makes a great sales manager?<br />
  39. 39. Stay in touch<br /><ul><li>www.nrgsolutions.com.au
  40. 40. steve@nrgsolutions.com.au
  41. 41. 0421 864 288
  42. 42. steveherzberg.blogspot.com</li>