Sales Managers Assessing & Fostering   Your Team and You                Peter Rovick                PDR Professional Devel...
Contents• Common Sales Reps. – Cast of Characters• Typical Manager Types• How Can I Manage Better?  – Characteristics of T...
Who’s on your Team?  … and how can you improve?                               3
Sales Reps: Stereotypes•   Hard driving / Ambitious•   Big egos•   Cutthroat: ‘sink or swim’ mentality•   Selfish: ‘what c...
Common Sale Reps Typical Cast of Characters       “Not on my team!”                              5
The Winer & Diner• Schmoozing, but losing …  – not winning enough• Engages upper management in “high profile  deals” … opp...
Smooth Operator• Politically savvy, but not all-star sales• Not trusted, for a reason    (actually … many reasons)• Rapid ...
The New Hire(s)•   Eager to form friendships•   Seeks insights & “the real story”•   Testing the waters•   May become your...
So who do you want on your team?     Will you make needed changes?                                     12
“Do I want to be feared or loved?                                       That’s a good question. I want both.              ...
Three Types of Sales Managers• The Best Intended Sales Manager           (<10%)    – Characterized by their willingness to...
Common Manager Types                   16
Suave & Detached•    “You’re behind plan”, but no help•    Cold & judgmental•    Seems only to criticize•    Expects more,...
Nurse Ratched• “I’m here to help you”• Talks the talk and adapts practices but …  – Insincere with ulterior motives     • ...
The Feudal Lord  fief·dom: Something over which one dominant person or group  exercises control  • Attitude: “You’re here ...
How Can I Manage Better? Actual & active, not traditional management                                               21
7 Personality Traits of Top Salespeople1. Modesty:      ostentatious salespeople who are full of bravado alienate far more...
Managing                   not just Reporting & Directing• Harnessing and leveraging egos and strengths    – Don’t let mis...
Characteristics of Teams•   Clear goals•   Results-driven structure•   Competent team members•   Unified commitment•   Col...
Best Practices… but not just lip service … actual adoption & team growth  • Document & share success stories     – What st...
12 Best Practices for Successful Teams7. Process: Don’t over engineer it, but don’t ignore it.   Come alongside team membe...
Next Steps / Action Plan•   Resist tradition … innovate•   Reassess & realign•   Change is difficult, but culture gains•  ...
About meExperience• Sales, Customer Service, Product Specialist• Training, Coaching, Facilitating• Continuous Process Impr...
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Sales Managers: Assessing & Fostering Your Team and You

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Varying personalities & characteristics both of sales people and of managers. Focus on techniques for improvement.

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  • “Replacing one average manager is much easier than replacing an entire team of average salespeople.” – ZS Associates, Inc. http://bit.ly/SYvmjF
  • “Replacing one average manager is much easier than replacing an entire team of average salespeople.” – ZS Associates, Inc. http://bit.ly/SYvmjF
  • http://www.stmeyerandhubbard.com/blog/The Best Intended Sales Manager.  This group represents less than 10% of sales managers, characterized by their willingness to invest their time (or that of an administrative assistant) assembling sales reports from a variety of disparate systems, a time-consuming monthly process.  These managers take the time to search for answers to important questions so they can make important management decisions.  Yet, even with these best intentions, and the lack of important insights (other than ‘what has already happened’) their coaching efforts are ineffective.The Average Sales Manager.   This group represents about 30% of sales managers, characterized by their willingness to ‘live with’ the limited reports that are available. These coaches find themselves ‘guessing’ what the information means, and ‘second guessing’ its accuracy.  Not surprisingly, these sales managers are ineffective coaches.The Less Skilled Sales Manager.   This group represents the largest group (over 60%) of sales managers, characterized by their unwillingness to invest their time in the existing reports.  Additionally, the less skilled sales manager may not have the tools or the competencies to lead and coach a sales force. This is due to many factors, including a lack of training, poor hiring, and the all-too-common practice of promoting great sales people thinking they will also be great sales managers.  Without answers to their questions and with limited insights to the hidden problems of sales performance, these managers do very little coaching – and results suffer.
  • Blogs.salesforce.comhttp://bit.ly/SKdiKe
  • Source: Strategic Visions, Inc. http://www.strategicvisionsinc.com/uploaded/toptensales.pdf
  • Source:  NTD Resource Center, Teamwork in the Classroomhttp://www.ndt-ed.org/TeachingResources/ClassroomTips/Teamwork.htm
  • Source: Blog.Salesforce.com 12 Best Practices That Help Sales Managers Make Their Teams Successful http://bit.ly/SKdiKe
  • Source: Blog.Salesforce.com 12 Best Practices That Help Sales Managers Make Their Teams Successful http://bit.ly/SKdiKe
  • Sales Managers: Assessing & Fostering Your Team and You

    1. 1. Sales Managers Assessing & Fostering Your Team and You Peter Rovick PDR Professional Development 1
    2. 2. Contents• Common Sales Reps. – Cast of Characters• Typical Manager Types• How Can I Manage Better? – Characteristics of Top Sales People – Teams vs. Groups – Best Practices for Managing 2
    3. 3. Who’s on your Team? … and how can you improve? 3
    4. 4. Sales Reps: Stereotypes• Hard driving / Ambitious• Big egos• Cutthroat: ‘sink or swim’ mentality• Selfish: ‘what can you do for me?’• Ethical? Need development (regardless of experience level) Stragglers The Middle Pack Top (next to go?) (who will thrive?) Performers (Sustain? / Grow?) 4
    5. 5. Common Sale Reps Typical Cast of Characters “Not on my team!” 5
    6. 6. The Winer & Diner• Schmoozing, but losing … – not winning enough• Engages upper management in “high profile deals” … opportunity cost of distracted efforts• Lower than average net: – sales costs > revenues – Management time & value misspent – Lives the good life at company expense … with less-than-stellar results 6
    7. 7. Smooth Operator• Politically savvy, but not all-star sales• Not trusted, for a reason (actually … many reasons)• Rapid climb to Mgr. & VP in many orgs. (but detrimental to culture & long-term results)• Spends more time managing up than growing sales (but just enough) 8
    8. 8. The New Hire(s)• Eager to form friendships• Seeks insights & “the real story”• Testing the waters• May become your best friend or worst enemy Welcome them & share selflessly / sincerely, then assess motives and share if/when they reciprocate 11
    9. 9. So who do you want on your team? Will you make needed changes? 12
    10. 10. “Do I want to be feared or loved? That’s a good question. I want both. I want people to be afraid of how much they love me.” – Michael Scott Typical Manager Types“Replacing one average manager is much easier than replacing anentire team of average salespeople.” – ZS Associates, Inc. 13
    11. 11. Three Types of Sales Managers• The Best Intended Sales Manager (<10%) – Characterized by their willingness to invest their time .... Yet, even with these best intentions, and the lack of important insights (other than ‘what has already happened’) their coaching efforts are ineffective.• The Average Sales Manager ( 30%) – Characterized by willingness to ‘live with’ the limited reports ... These coaches find themselves ‘guessing’ what the information means, and ‘second guessing’ its accuracy. Not surprisingly, these sales managers are ineffective coaches.• The Less Skilled Sales Manager (>60%) – … the less skilled sales manager may not have the tools or the competencies to lead and coach a sales force. This is due to many factors, including a lack of training, poor hiring, and... with limited insights to the hidden problems of sales performance, these managers do very little coaching – and results suffer. “… all-too-common practice of promoting great sales people thinking they will also be great sales managers” Source: St. Meyer & Hubbard, Elizabeth Cabalka 14
    12. 12. Common Manager Types 16
    13. 13. Suave & Detached• “You’re behind plan”, but no help• Cold & judgmental• Seems only to criticize• Expects more, but no constructive advice• Focused more on his image than your growth “You’re a professional, you know what to do” (but provides no coaching) 17
    14. 14. Nurse Ratched• “I’m here to help you”• Talks the talk and adapts practices but … – Insincere with ulterior motives • Drives metrics at any cost (mostly to you) • Talks constructive, but is destructive = ↓ morale • Lures career development with veiled promises “The best thing we can do is go on with our daily routine. ” 18
    15. 15. The Feudal Lord fief·dom: Something over which one dominant person or group exercises control • Attitude: “You’re here to serve me” • Cares only about self-advancement • Looks great in front of superiors, but doesn’t care about team development or • Takes credit for your accomplishments • More focused on managing up, than managing reports“What do ‘we’ need to do to book these sales before end of quarter?” 20
    16. 16. How Can I Manage Better? Actual & active, not traditional management 21
    17. 17. 7 Personality Traits of Top Salespeople1. Modesty: ostentatious salespeople who are full of bravado alienate far more customers than they win over2. Conscientiousness: strong sense of duty and being responsible and reliable3. Achievement Orientation: performers seek to understand the politics of customer decision-making4. Curiosity: correlates to an active presence during sales calls5. Lack of Gregariousness: overly friendly salespeople are too close to their customers and have difficulty establishing dominance.6. Lack of Discouragement: correlation between sports and sales success7. Lack of Self-Consciousness: action-oriented and unafraid to call high in their accounts Source: HBR Blog Network http://blogs.hbr.org/cs/2011/06/the_seven_personality_traits_o.html 23
    18. 18. Managing not just Reporting & Directing• Harnessing and leveraging egos and strengths – Don’t let misguided strong egos & selfishness poison culture• Active coaching & mentoring• Ensure regular shadowing & sharing• Best practices – capturing & adopting• Inspiring - not threatening• Actively fostering specific skill growth• Mapping career tracks – Developing related competencies 24
    19. 19. Characteristics of Teams• Clear goals• Results-driven structure• Competent team members• Unified commitment• Collaborative climate• High standards embraced by all• External support and encouragement• Principled leadership 27 Source: NTD Resource Center, Teamwork in the Classroom
    20. 20. Best Practices… but not just lip service … actual adoption & team growth • Document & share success stories – What strategies & tactics worked … and why? • Develop & deploy processes – Active / frequent coaching & ongoing modification • Continuous development of competencies • Mentors, not feudal lords • Rewards merit, ignores sychophants 28
    21. 21. 12 Best Practices for Successful Teams7. Process: Don’t over engineer it, but don’t ignore it. Come alongside team members to motivate and reward them in a social format that brings out the best in them in a way that inspires everyone8. Coaching: In the day – in the moment.9. Herding cats: Dealing with the mavericks and high performers. Turning great individual performers into great performing teams10. Leading Indicators: Worrisome patterns of behavior. Be proactive by coaching reps as they perform… helps prevent weaker performances from becoming … bad habits that sap overall productivity and sales.11. Protect their time: can’t sell if aren’t spending time with customers.12. Celebrate: Winning is fun. Celebrate it! Effective sales managers understand that the best way to dispel some of the pressure is to reward wins – even small ones – as often as possible Source: Blog.Salesforce.com 12 Best Practices That30 Help
    22. 22. Next Steps / Action Plan• Resist tradition … innovate• Reassess & realign• Change is difficult, but culture gains• Actions speak louder than words• Actively engage professional development “A rising tide lifts all boats” 31
    23. 23. About meExperience• Sales, Customer Service, Product Specialist• Training, Coaching, Facilitating• Continuous Process Improvement• Creativity & Initiative (multiple awards)Personal highlights• Twitter: @SmartphoneTrack• Blog: plrovick.blogspot.com• LinkedIn: www.linkedin.com/in/rovick/ Inquiries: Peter Rovick Full Cycle Professional Development Sherborn, MA (USA) e: provick@gmail.com 32

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