What makes a great sales manager? (And how to manage them)

1. What makes a great sales manager?(And how to manage them) Steve Herzberg, NRG Solutions 8th April, 2009

2. You think you have a tough job

3. What makes a great sales manager?

4. Great sales managers know how to get the balance right

5. What do you think makes a great sales manager?

6. Questions a sales manager should be asking their reps? ?

7. Questions you should be asking your sales managers? ?

8. What sales managers say? • Fair, honest, product knowledge • Ability to motivate team members to do their best • Sets obtainable goals for each sales person • Uses positive reinforcement • Loves to compete • Possesses strong selling skills which can be passed to others • Allows people to discover what they need to learn by making mistakes and solving their own problems

9. What sales people say makes a great sales manager? • Someone who has sold successfully • Wishes to see success in others • Is a good coach, motivator, leader - friend • Hands off – not hands on • Empowers sales people to go out and get the job done • Stands behind sales reps decisions

10. Would you like fries with that?

11. Leadership skills for Sales Managers

12. “Stop reading your shit”Steve Waugh

13. Field coaching or spying? “I don’t want to see it again” Former sales manager, Cadbury Schweppes

14. Assess their Skill Vs Will High Skill Low Low High Will

15. High Delegate Excite Skill Low Direct Guide High Low Will

16. The GROW coaching model Goal Reality Options What next

17. Adapting your style Fast Pace Driver Promoter Administrator Supporter Slow Pace Relationship Task

18. Data and Pipeline Management skills for Sales Managers

19. What sales managers need to measure • Calls out by type (growth, retention, target) • Follow up calls • New appointments set • Information sent out as per customers requests • Total number of appointments seen • Total number of telephone calls made • Sales made today (units, dollars, profit) • Commissions earned today

20. Plug the leaks in the pipeline

21. Stay on top of the numbers “The successful man is an average man with laser like focus” Bruce Lee

22. Selling skills for Sales Managers

23. You miss 100% of the shots you don’t take

24. Thanks Calvin “Nothing in the world can take the place of persistence. Talent will not, nothing is more common than unsuccessful men with talent. Genius will not, unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.” Calvin Coolidge (30th US President)

25. Change the way you sell Yes No Advancement Continuation

26. What traits would you see in a great sales manager?

27. You see what you want to see opportunityisnowhere

28. Traits of great sales people • Attitude / Confidence • NRG • Persistence (Calvin Coolidge) • Want to get better • Relationship (adapt style) • Rejection tolerance • Self Management • Questioning / listening • Product knowledge

29. Eat that frog “ Great leaders plan the 5 most important things they need to do tomorrow before today ends”Brian Tracey

30. Getting out of your comfort zone “The only way a human being can grow is to work outside their comfort zone”Percy Cerrutty

31. Selling in a recession

32. “There is a small difference in people which makes a big difference. The small difference is attitude. The big difference is whether it is positive or negative”

33. Recommended reading • The Sales Bible – Gitomer • Influence – the psychology of persuassion - Cialdini • Your Road Map for Success – Maxwell • Swim with the sharks without being eaten alive– Mackay • The Worlds best sales tips – McGuigan • SPIN selling - Rackham

34. So, what makes a great sales manager?

35. Stay in touch • www.nrgsolutions.com.au • steve@nrgsolutions.com.au • 0421 864 288 • steveherzberg.blogspot.com

36. Release your handbrake “You never know what you can achieve until you try” Louise Sauvage