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Ten Commandments of Successful Sales Management

Learn how to excel as a sales manager with these ten essential rules and strategies. From transitioning into a player-coach role to setting realistic expectations, earning trust, knowing your numbers, mastering the sales process, monitoring progress, and keeping salespeople motivated, this guide covers everything you need for successful sales management. Find out why finding a mentor, investing in training programs, and hiring the right salespeople are crucial for boosting sales and profits. Stay ahead in the game with these proven tactics for effective sales management.

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Ten Commandments of Successful Sales Management

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  1. Ten Commandments of Successful Sales Management

  2. #1 We were not born “sales managers.”

  3. Learn How to Become A Sales Manager • Are you a good sales manager? • “ Player – Coach “ transition • Invest time and be disciplined • Walk your talk (follow “ your “ rules ) • 30-Day fitness program, audio tapes, seminars • Find a mentor • Poor sales management leads to serious loss in sales, GP and people.

  4. #2 Take Time to Develop Salespeople.

  5. Motivating Managing Recruiting Orientation Interviewing Pre-Start Training Salesperson = Long Term Investment Manage & Motivate & Grow Time Your Investment $$$ What is your ROI?

  6. #3 Earn theTrust

  7. Earning Trust • Consistency • Honesty • Proactive • Reassurance • Keeping Promises • Be Yourself

  8. #4 Set realistic expectations

  9. Realistic Expectations • Learn from history • Soft sales launch 10K  20K 30K, etc. • The Case sales process / reports • Realistic compensation goals; map out 12 months. Get buy in from all involved . • Communicate, communicate, communicate

  10. #5 Know Your Numbers

  11. Know Your Numbers • Numbers are objective • Leads / Close rates • Average GP $ / % • Average job size • Sales projections/actual • Compensation

  12. #6 Master The Sales Process.

  13. Selling is a Recipe • Master the basic “sales process.” • Focus on each individual step in the sales process.( practice , practice , practice ) • Do it the “Case” way successfully , before you allow them to personalize.

  14. #7 Monitor and Measure Progress

  15. “Staying on Course” • Goals are meaningless unless you monitor the progress. • Monitoring tools (sales tracking, sales call analysis, etc.) • 30 Day – 60 Day – 120 Day plan • Stock is rising or falling? • Write it down!

  16. #8 Find a Coach or a Mentor.

  17. Coach and Mentor • Veterans need a coach too. • “Meetings are your job” • Weekly meeting…consistent! (One hour - 50% #’s & 50% training) • Coaching tools • New video tapes • Audio sales process • Motivational tapes • Books • McQuaig “Do’s and Don’ts”

  18. Coach and Mentor (cont.) • Roll play • Ride- along • Peer support • Outside speakers • Be patient…it takes time

  19. #9 Keep Your Sales People Motivated.

  20. Sales Incentives • Hit projections by the 20th, receive $100 cash • Weekend trips • Dinner coupons • Consistency awards • Team contests • Top Gun acknowledgements • “Win/Win” • Ask “What would excite them?”

  21. #10 “Know when to hold them, know when to fold them.”

  22. When to hold, when to fold • Are they investing into themselves? • 80% is hiring the “right” salesperson & 20% is in training. • If they fail, it is generally “Bad hiring or Bad training.” • Key questions • Can they do the job? • Will they do the job? • Do they fit? • Make their exit a “non-event”

  23. Profile of an Ideal Salesperson • Goal orientation • Construction knowledge • Sense of urgency • You would buy from them ? • Not afraid of the computer • Articulate • Energetic • Good listener • Sophisticated

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