You Can Always Sell More - How to Improve Any Sales Force

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You Can Always Sell More - How to Improve Any Sales Force

  1. 1. You Can Always Sell More – How to Improve Any Sales Force”
  2. 2. YOUR JOB AS THE HEAD OF YOUR SALES TEAM Intuitive Structural Reactive Proactive “Only One Move Ahead” Planned “Multi-Stepped” Focused Selling Selling Strategies “Memories of Customers” Control of Customer Information © Copyright 8/2014 Jim Pancero, Inc. Page 2 Mile
  3. 3. WHERE ARE YOU FOCUSING YOUR SALES LEADERSHIP EFFORTS? How are you What should spending it be? your time now? Administrative/Inventory Mgmt % % Problem solving Customer interaction as a manager Working/selling your own accounts Other responsibilities/assignments Future focused coaching © Copyright 8/2014 Jim Pancero, Inc. Page 3 Mile
  4. 4. THE JOB OF A SALES MANAGER “The job of a sales manager . . . is to help each and every one of your people achieve more than they would have achieved if just left alone” - Are You Investing Your Sales Leadership Time As A Manager…Or A Leader? - Reactive “Management” Functions 1) Personal sales territory responsibility 2) Special pricing 3) Expediting orders 4) Problem solving 5) Paperwork, internal reports and budget/quota analysis 6) Customer “suck up” calls (“Thanks for the business”) 7) Hiring/firing - Proactive “Leadership” Functions 1) Managing and motivating your people 2) Coaching/training to improve selling skills 3) Managing/coaching/leading account planning and selling strategy 4) Defining, teaching and monitoring selling “best practices” © Copyright 8/2014 Jim Pancero, Inc. Page 4 Mile
  5. 5. FOR MORE SLIDES PLEASE VISIT http://community.mile.org/index.php/downloads/file/174- you-can-always-sell-more-how-to-improve-any-sales-force

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