Paving the Way to Sales Management Success

1. Paving the Way to Sales Management Success February 10, 2011

2. 2 The Path to Achieving Goals 1 5 Paving the Way The Coaching Clinic 6 Best Practices 4 Training for Top Performance 3 Managing Sales Activity Webinar Series

3. Wayne Turchetta Dave Bavisotto Nancy Bandy Moderator Woody Woodall Steve Smith Panel of Experts

4. Wayne Turchetta Vice President/Sales Manager HMC Service Co. Louisville, Kentucky Today’s Presenter

5. Today’s Goals • List characteristics of a good/great Sales Manager • Identify major mistakes Sales Managers make • Determine the Sales Manager’s priorities • Provide additional resources for answers

6. A Solid Foundation to Build on Creating Sales Success • Sell work at fair and reasonable profit • Good technicians to perform quality work • Loyal, long-term customers

7. Poll #1 QUESTION: What are the 3 top factors you think make a good sales manager? (Select 3 from the list below) • Sales ability • Technical knowledge • People skills • Decision-making ability • Organization skills • Other

8. A Great Sales Manager • Manages people, not sales.

9. Sales Force Mix Projects Maintenance Repairs Novice Novice Novice Intermediate Intermediate Intermediate Veteran Veteran Veteran

10. Gen X 30% Boomers Gen Y 47% 18% 5% 5% Gen X Traditionalists Today 30% Gen Y 30% Boomers 33% 7% 7% Traditionalists Future The Multi-Generational Workforce 1925 – 1942: Traditionalists 1943 – 1960: Baby Boomers 1961 – 1981: Gen X 1982 – 2004: Gen Y

11. A Great Sales Manager • Manages people, not sales. • Finds and keeps good salespeople.

12. Finding Good Salespeople It’s hard to find a good tech, but even harder to find a good salesperson!

13. My Sales Team

14. Job Posting Word of Mouth Head Hunters Internal • Ad in paper • Internet • Referrals • Recruit from competitors • Agencies • Consultants • Techs • Others Finding Good Salespeople Opportunities for finding good salespeople

15. Poll #2 Which approaches have been most successful for you in finding good salespeople? (Select the top 3 methods) • Newspaper ads • Internet • Head hunters/employment agencies • Technicians • Non-technical internal employees • College recruiting • Recruiting experienced from other industries • Other

16. Social Media and Business BLOGS hvac-tools.blogspot.com everythinghvac.blogspot.com groups.google.com/group/alt.hvac

17. Creating Great Salespeople “It’s not just finding the right people. It’s working with them to bring out the best in them.” Retaining Recruiting A Strategic Process Motivating Hiring Training Orienting

18. The Typical Sales Force Into which category would your salespeople fall? 10% Low- Performers 80% Consistent Standard Performers 10% Excellent Performers Where do you spend your time?

19. Our Hiring History “Hire quickly. Fire slowly.”

20. From Technician to Sales “Does this person have the right abilities and will he make the sales team better?”

21. A Top Performing Sales Manager . . . . . . Depends on a top-performing team

22. Gaining Experience Ways to Gain Sales Management Experience Move from sales to management; no experience and no training Attend training programs, but not specific to sales management Training Programs Trial and Error Sales Manager Mentoring Training programs Conferences Webinars Peer Groups Mentoring by a good sales manager MSCA

23. Today’s Wrap-up • We manage people, not sales. • Finding good people is important, but developing them is critical. • Creating great salespeople is a strategic and ongoing activity, not a one time event. • Resources are available to gain relevant experience.

24. Goal Setting – April 13 Setting goals and sales plans Compensation Path to Achieving Goals Managing Sales Activity Training – August 10 Sales Management Training Sales Activity – June 1 The 9-box training matrix Training by skill and service sold Type and frequency of activities How to monitor performance Coaching – September 28 Coaching How to coach salespeople Adapting to different levels of experience Best Practices Best Practices – December 7 What other companies are doing Resources of interest to sales managers Future Webinars To register for future programs http://msca.webex.com

25. Next Sales Training Re-Energize Your Sales Force: Selling Skills Training Program March 14 – 16, 2011 Irvine Marriott Irvine, CA Closest Airport: Orange County/John Wayne/SNA Hotel is within 1 mile of airport

26. Questions & Answers What questions do you have?

27. For Further Information Barbara Dolim Executive Director, MSCA 301-869-5800 bdolim@mcaa.org Wayne Turchetta 502-375-0440 turchettaw@hmcservice.com Nancy Bandy 949-458-9464 nbandy@trainsitions.com

28. Thank You!