The responsibility for ensuring that every member of a sales team is successful and performing at optimum levels lies entirely with management and when a salesperson gains promotion to management the first thing they have to do is to quickly acquaint themselves with a new set of working relationships - and a new set of rules.
The salesperson’s primary working relationships are with customers: However the sales manager’s is with the sales force i.e. his subordinates. For example:
Essential Attributes Include:
Successful Salesperson:- Personal drive (Ego).- Needs to win battles (Individual sales).- Able to work alone.- Persuades customers to see his/her point.- Needs selling skills, personal skills and knowledge.- Able to work away from the office.- Works well with people and numbers.- Good at implementing sales tactics.
Successful Sales Manager:- Submission of personal needs to the goals of the Company (Corporate drive).- Needs to win the war (Meet corporate goals).- Able to work with others.- Persuades the sales team to see the Company’s point.- Needs management skills and marketing knowledge.- Needs to work at the office.- Works well with people, numbers, paperwork and the corporate hierarchy.- Good at developing sales and marketing strategies.
The most common danger in having sales managers who are basically super salespeople is that relations with subordinates including the critical tasks of development and supervision may deteriorate.
When I am asked to diagnose why an individual or even an entire team are not performing at optimum levels, I usually ask just four very straightforward questions:
• Are they visiting/talking to enough clients/prospects? In other words are they pro-active and are their activity levels high? I call this CCT as a percentage of TWT (Customer Contact Time as a percentage of Total Working Time)
• Are they talking to the right people within those client/prospect organisations? Are they able to penetrate the formal DMU (Decision Making Unit) and reach the MAN? (The person or people with the Money, Authority and Need)
• Are they saying/doing the right things? This really means - how strong are their selling skills?
• And finally, how is their attitude – that small thing that makes such a big difference.
From these four questions, I usually discover the answer but actually, it can sometimes be a little more complex and I refer to the “Eight Reasons Why Salespeople Fail” Continue Reading
This week I have invested time in improving my “broadcasting techniques” ahead of my second show on Sunday and I have also been lining up some very interesting guests for March and April – I do hope you will tune in and even participate. As I suggested last week, this really is new territory for me but I am determined to make the most of the opportunity and I feel I am gaining invaluable experience ahead of the launch of “Top 10 Sales Articles”, which is a tailored made initiative for BlogTalkRadio – if you want to check on future schedules, you can follow that link.
Interesting news just in from Skype if you are a fan like me: “Skype today announced a new beta version of their Windows offering (v18.104.22.168 beta). It’s main new feature is Skype Prime (beta) - something that will appeal to many entrepreneurial bloggers.
In short, it enables paid Skype-to-Skype voice and video calls. You can charge other people for calling you either a one-off fee or by the minute. Conversely, if you are the caller, you can call experts who charge for their services, and you can then pay the fee and access the expertise that the other call party provides.”
The timing of this announcement is fortuitous, as we are working on plans to provide online consultancy – more soon!
Last week I provided you with details of David Bain’s upcoming seminar in Edinburgh on April 11th but I omitted to mention that there is an “Early Bird Discount” if you book your place(s) by Friday March 23rd. Full details are here:
www.purpleinternetmarketing.com/13-Pillars.pdf - hope to see you there!
This week’s article on the Group site: thejfagroup.com is “Strategic Selling Begins And Ends In The Boardroom”
“In most industries to-day, a handful of ideal customers have become universal targets. Nearly every industrial salesperson dreams of calling on the CEO’s or managing directors of those top companies, which logically means that in the UK there are maybe 500 customers for a million sellers. With such intense competition, conventional approaches are not equal to the challenge. Salespeople need to develop strategies that distinguish their products, services and their organisations in the mind of the customer.” Continue reading
And on my personal site: jonathanfarrington.com I provide some tips on how to construct a winning proposal:
“A professionally prepared proposal is an essential part of the overall sales cycle and is often the only way some members of the customer’s decision making unit (DMU), find out about you, your company and your proposed solution. If you fail to adequately represent what you have to offer, all of that time invested in first locating the opportunity, initial meetings, qualifying etc, will have been totally wasted. Here then, are the essential ingredients of a professional proposal.” Continue Reading
OK, that’s it, thank you for your continued support and wherever you are, as ever, have a great week.
Pastor Timothy Henderson honors us by talking about Good Friday and Easter. Learn about these highly significant holidays and join the celebration.
Joy Keys chats with four-time NAACP Image Award winner actress Kimberly Elise about the new movie "Apple Mortgage Cake."
Previewing the NBA Playoffs with New York Daily News Sports Journalist Mighty
Taking a look at the latest smartphone from Samsung, the S5.
Anthony Hamilton shares his musical skills on Lexus Verses and Flow
Host Cyrus Webb welcomes actor Dan Bucatinsky to Conversations LIVE to discuss not just his success as an actor but what it has been like to be on one of the biggest shows on television.
From "Team Usher" NWP welcomes "Music Box". Eliminated this week, what is next for the single mother trying to make it as a full-time singer?
U.S Soccer Star Alexi Lalas discusses the latest MLS expansion plans.
Ed and Deb Shapiro welcome Arianna Huffington to talk about her new impassioned and compelling book, Thrive: The Third Metric to Redefining Success and Creating a Life of Well-Being, Wisdom, and Wonder
Actress Heather Tom (Bold and the Beautiful) joins World Footprints to discuss her philanthropy work and travel.
Movie Addict Headquarters remembers the legendary Mickey Rooney with a celebration of his remarkable career. Joining this tribute are comedian George Bettinger, film historian James Colt Harrison and Diana Saenger from Classic Movie Guide.
Passover is one of the most religious Jewish holidays. Hear from the very esteemed Rabbi, Joseph Potasnik on the Passover history, significance and special traditions.
Join Alison Doyle, About.com's career expert, to discover how you can find the perfect career.
Salli Richardson, from BET's "Being Mary Jane," discusses life in Hollywood with Rolanda.
As you Spring clean your closets is it time to do the same in your pantry and refrigerator? What about your snack drawer at work? Join me and my guest Tambra Raye Stevens as she shares how we can get the junk out our diets to eat healthier and feel better.
On his show, Comedian Rodney Perry covers arts and entertainment, everything from comedy and politics to music and acting, with his signature comedic slant.
Joy Keys provides her listeners with insight to improve their lives mentally, physically, monetarily and emotionally. Past guests on the show have included Meshell Nedegeocello, Blair Underwood, in addition to an impressive list of CEOs, humanitarians and authors.
Host Barry Moltz gets small businesses unstuck. He has founded and run small businesses with a great deal of success and failure for more than 15 years. This is a business radio show where he shares all the craziness of small business. It’s that craziness that actually makes it exciting, interesting and totally unpredictable.
The Bottom Line Sports Show is hosted by former NBA stars Penny Hardaway, Charles Oakley, Mateen Cleaves. Tune in to get the inside scoop on what's happening in sports today.
Hits Radio covers basketball, sports culture and entertainment with past guests including Jason Kidd, Robin Lundberg and Chris Herren.
Listeners get an earful on The Halli Casser-Jayne Show, Talk Radio for Fine Minds. Whether it’s the current political cocktail or the latest must-read award-winning book, Halli tackles all topics and likes to stir — and sometimes shakes — things up.
Official Internet radio show of forthcoming epic paranormal investigation book by Eric Olsen and "Haunted Housewife" Theresa Argie.
Award-winning World Footprints is a leading voice in socially responsible travel and lifestyle. Hosts Ian & Tonya celebrate culture and heritage and bring a unique voice to the world of travel.
Football Reporters Online is a group of veteran football experts in the fields of coaching, scouting, talent evaluation, and writing/broadcasting/media placement. Combined, the group brings well over 100 years of expertise in sports.
Host John Martin interviews the nation's leading entrepreneurs and small biz experts to educate small business owners on how to be successful. Past guests have included Emeril Lagasse and Guy Kawasaki.
Sylvia Global presents global conversations pertaining to women, wealth, business, faith and philanthropy. Sylvia has interviewed an eclectic mix from CEOs and musicians to fashion designers and philanthropists including Randolph Duke and Ne-Yo.
It's good to talk.