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 (v126.96.36.199 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.
Teedra Moses is an American R&B and soul singer-songwriter. Moses was born and raised in New Orleans, Louisiana, to a gospel singing mother, Shirley Moses.
The US War on Women continues as Republicans throughout the country have indeed pushed a plethora of legislation during the past few years that would result in limiting women's reproductive rights, access to health care access, and access to equal pay.
NHL On the Ice is back for the start of hockey season. Joining us to prepare you for the upcoming season is NHL.com fantasy writer Matt Sitkoff to talk about the season and fantasy hockey.
Nationally syndicated political writer Joseph Cotto's guest is John Derbyshire, one of America's most well known political commentators to discuss race and conservatism in America and politics
National League Rookie of the Year candidate Jacob deGrom has earned a spot with the Mets for 2015. Who else needs to stay, and who needs to go? Our season review takes a look at player by player on Out of the Blue and Orange.
Ann Crile Esselstyn & Jane Esselsty discusses plant-based diets and nutrition, and their book ‘The Prevent and Reverse Heart Disease Cookbook’.
Tune in this Sunday to hear all about this year's "Wear It For Autism" event in London, as we hear from Anna Kennedy, owner of Anna Kennedy Online; an Autism Organisation supporting those with Autism and their families.
Filmmaker Michael Flores welcomes his team of Star Wars enthusiasts to discuss the recent news and rumors surrounding the production of Star Wars Episode VII.
IWS Radio covers three major events including Ask a Stupid Question Day, Good Neighbor Day, and Rabies Awareness Day...Time to laugh, ask stupid questions, pat your neighbor on the butt, and avoid rabies.
Celeste Yacoboni is the author of How Do You Pray and she is passionate about helping people discover a deeper experience of the sacred in their daily lives. Celeste is a Minister of Walking Prayer, ordained by the Center for Sacred Studies.
Author Doug Brunt may be best known as the husband of Fox News host Megyn Kelly, but he joins me this week to talk about his latest novel. Join me for an inside look at political campaigns.
How to Love Your Life with Medical Intuitive Jen Ward, founder of Jenuine Healing.
This week Next on the Tee with Chris Mascaro are Golf Digest Top 100 Instructor Eric Johnson and Callaway Golf's Director of Marketing Jason Finley.
Actress, musician, game inventor, model, biker, author, Power Rangers evil queen "Divatox" and Star Trek Deep Space 9's Hilary Shepard
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.