Erickson School Presentation Sales Managment 09 07


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Erickson School Sales Management presetnation

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Erickson School Presentation Sales Managment 09 07

  1. 1. Creating a Sales Culture through Sales Management Presented By: Tera Gordon, Sales Director
  2. 2. Why Sales Management? <ul><li>Nothing happens until a sale is made </li></ul><ul><li>Sales professionals commonly report to a Sales Manager </li></ul><ul><li>Sales Management drives RESULTS </li></ul><ul><li>Executive Director’s are the people our customers want to know </li></ul><ul><li>Sales starts at the top </li></ul>
  3. 3. Change is Pain! <ul><li>The Sales Managers in our industry are Executive Directors who historically have not been trained to manage sales </li></ul><ul><li>Most Executive Director’s admit to not being comfortable selling or managing sales </li></ul><ul><li>Most avoid it because it seems complicated and it is the toughest job </li></ul><ul><li>Holding people accountable for sales is frightening </li></ul>
  4. 4. The Good News is that Effective Sales Managers… <ul><li>Create a Sales Culture within their community just by managing sales </li></ul><ul><li>Discover that by using a simple and systematic approach, sales management is easy </li></ul><ul><li>Master the art of managing sales activity and leverage the regional sales expertise to support conversion improvement </li></ul><ul><li>Generate superior revenue as a result </li></ul>
  5. 5. Effective Sales Management <ul><li>The 3 Step Process </li></ul><ul><li>Set Clear Expectations </li></ul><ul><li>Hold People Accountable </li></ul><ul><li>Give Consistent Candid Feedback </li></ul>
  6. 6. Step 1: Set Clear Expectations <ul><li>Start with Effective Sales Talent </li></ul><ul><li>Use Simple and Effective Sales Tools </li></ul>
  7. 7. 1. Effective Sales Talent <ul><li>Identify that the best talent is in place by: </li></ul><ul><li>Identifying the sales professionals selling behavior (PI Tool) </li></ul><ul><li>Identifying their ability to apply sales skill and knowledge to obtain results (résumés, references, questionnaire and sales action plan, interviews) </li></ul><ul><li>Identify their effectiveness with conflict, time management and creating influence within a team </li></ul>
  8. 8. Effective Sales Behavior Patterns
  9. 9. 2. Use Simple and Effective Sales Tools <ul><li>Weekly Sales Activity Trends Report </li></ul><ul><li>Are the basic standards met? </li></ul><ul><li>Room Rate Variance Report </li></ul><ul><li>Are the market rates and community fees being collected in full? </li></ul><ul><li>Schedule Past Due and Future Report </li></ul><ul><li>Are the scheduled activities being completed? </li></ul><ul><li>Daily Activity Plan Report </li></ul><ul><li>Are the sales activities for the day clear and ready to happen? </li></ul>
  10. 10. Step 2: Hold People Accountable <ul><li>Use Simple and Effective Sales Systems that Create Accountability </li></ul><ul><li>Manage Conflict Effectively </li></ul><ul><li>Coach Effective Time Management Techniques </li></ul>
  11. 11. 1. Hold People Accountable by Using Simple and Effective Sales Systems <ul><li>Daily Stand Up-Community </li></ul><ul><li>Effective 15 minute sales focused meeting all </li></ul><ul><li>about execution </li></ul><ul><li>Weekly Sales Meeting-Community </li></ul><ul><li>Effective weekly 1-2 hour sales focused </li></ul><ul><li>meeting all about strategy </li></ul><ul><li>Sales Conference Call-Company </li></ul><ul><li>Effective reporting process that holds Executive </li></ul><ul><li>Director’s accountable for sales </li></ul>
  12. 12. 1. Continued… <ul><li>Mystery Shops </li></ul><ul><li>Effective objective feedback about how the </li></ul><ul><li>sales process is executed and applied </li></ul><ul><li>Monthly Department Head Meeting </li></ul><ul><li>Assures systems and tools are in place and effective, </li></ul><ul><li>coached to sales conversions/quality </li></ul><ul><li>Monthly Regional Sales Director Coaching and Auditing </li></ul><ul><li>Create team involvement and accountability, audits </li></ul><ul><li>progress, and creates strategy and next steps. </li></ul>
  13. 13. 2. Manage Conflict Effectively <ul><li>Types of Conflict </li></ul><ul><li>Technical </li></ul><ul><ul><li>Terms/conditions, prices, dates, numbers </li></ul></ul><ul><li>Relationship Issues </li></ul><ul><ul><li>Balance of emotion and reason ( feelings and logic, subjective and objective) </li></ul></ul><ul><ul><li>Ease of communication (comfortable and difficult) </li></ul></ul><ul><ul><li>Degree of trust and reliability (trust/confidence and not) </li></ul></ul><ul><ul><li>Attitude (acceptance or rejection) </li></ul></ul><ul><ul><li>Persuasiveness or coercion </li></ul></ul><ul><ul><li>Perceived understanding (accurate and inaccurate) </li></ul></ul>
  14. 14. Manage Conflict Effectively Continued… <ul><li>How to effectively RESOLVE conflict </li></ul><ul><li>Separate people from the problem </li></ul><ul><li>Focus on interest not position </li></ul><ul><li>Use Factual and Objective information </li></ul><ul><li>Keep it in Perspective </li></ul><ul><li>Invent Options for win-win solutions and present a plan of action </li></ul><ul><li>Express appreciation for efforts </li></ul>
  15. 15. Manage Conflict Effectively Continued… <ul><li>What if the team member(s) won’t play? </li></ul><ul><li>Look behind their position </li></ul><ul><li>Invite criticism and advice </li></ul><ul><li>Recast an attack on you as an attack on the problem </li></ul><ul><li>Model the behavior you want </li></ul>
  16. 16. 3. Coach Effective Time Management Techniques <ul><li>Signs of a Time Management problem </li></ul><ul><li>Identify the Biggest Time Wasters </li></ul><ul><li>Time Management Techniques </li></ul>
  17. 17. 1. Does your Sales Professional have a Time Management Problem? <ul><li>Irritable </li></ul><ul><li>Fatigued </li></ul><ul><li>Difficulty Concentrating </li></ul><ul><li>Forgetful </li></ul><ul><li>Loss of Sleep </li></ul><ul><li>Physical Disorders </li></ul><ul><li>Withdrawal/Depressions </li></ul>
  18. 18. 2. The Biggest Time Wasters <ul><li>Interruptions </li></ul><ul><li>Hopelessness/Rejection </li></ul><ul><li>Poor Delegation </li></ul><ul><li>Blame </li></ul><ul><li>Making a simple job difficult </li></ul>
  19. 19. 3. Time Management Techniques <ul><li>Help your sales professional learn: </li></ul><ul><li>The difference between important and urgent (prioritizing) </li></ul><ul><li>How to plan their time </li></ul><ul><li>How to delegate and when </li></ul><ul><li>How to ask for help </li></ul><ul><li>How to organize </li></ul><ul><li>To create a Stop Doing list </li></ul><ul><li>To Set Goals and Get Goals </li></ul>
  20. 20. Step 3: Consistent Candid Feedback <ul><li>Routine and Effective Feedback Tools/Process </li></ul><ul><li>Constructive Feedback Guidelines </li></ul>
  21. 21. Routine & Effective Feedback Tools & Processes <ul><li>Annual Performance Review </li></ul><ul><li>Strategic annual review that evaluates core competencies, results and values based behaviors. </li></ul><ul><li>Annual Individual Development Plans </li></ul><ul><li>Strategic annual plan to develop a specific goals related to the APR review that when executed, improves results. </li></ul><ul><li>Monthly SMART Goals </li></ul><ul><li>Execution focused plan updated monthly and focused on short term activity/conversion goals </li></ul><ul><li>Monthly 1:1 Review & Feedback </li></ul><ul><li>Face to face, private and uninterrupted review of SMART Goal, IDP, Audit and Coaching progress and feedback. </li></ul>
  22. 22. Constructive Feedback Guidelines <ul><li>Constructive Feedback is effective when: </li></ul><ul><li>It describes and seeks understanding and solution </li></ul><ul><li>It is specific and factual, not general and subjective </li></ul><ul><li>It takes into account the needs of the giver and receiver </li></ul><ul><li>It is directed toward a behavior that a person can change </li></ul><ul><li>It is timely </li></ul><ul><li>It is checked to be sure that it is received as it was intended </li></ul><ul><li>It is followed up in writing </li></ul>
  23. 23. Last but not Least! <ul><li>Be your Sales Professional’s Advocate and REMOVE all obstacles that impact their success, and then hold them accountable. </li></ul><ul><ul><li>Dirty lobby </li></ul></ul><ul><ul><li>Lousy front desk customer service </li></ul></ul><ul><ul><li>Lack of team work </li></ul></ul><ul><ul><li>Involvement in operations issues </li></ul></ul><ul><ul><li>The basics to do the job well </li></ul></ul>