How to be a great sales manager. What works and why it works.

1. What makes a great sales manager? Steve Herzberg, NRG Solutions 30th March, 2010

2. “A sales managers job is not to grow sales, it is to grow sales people”

3. Who is Steve Herzberg?

4. “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”

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

6. 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

7. 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

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

9. 3 key traits in great sales managers

10. What would you have done? “I don’t want to see it again” My former sales manager, Cadbury Schweppes

11. Sales Management on one hand Fear Future Relationships Little things Attitude

12. Winning new business Referrals Customers Clients

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

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

15. 3 different types of field calls Joint calls – Both are experts Training call – SM does call – rep gives feedback Coaching call – rep does call – coach invisible

16. More Assertive / Extroverts FAST DRIVER PROMOTER SUPPORTER ANALYST SLOW RELATIONSHIP TASK Less Assertive / Introverts

17. What do you think makes a great sales manager? “The ability to make great sales people. What does this mean? Identify the potential of a staff member and develop him in the right way – or replace him if necessary, as soon as possible”

18. What mistakes do bad sales managers make? “Not to look into the details of the way their staff operate. Assuming that people do their job well can be deadly. Also focussing on the non performers is a waste of time. Good people deserve at least as much attention as bad performers.”

19. Key leadership skills for Sales Managers

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

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

22. The GROW coaching model Goal Reality Options What next

23. Data and pipeline management skills for sales managers

24. What sales managers need to measure F2F calls done by type (growth, retention, target) Follow up telephone calls (10 by 10) New appointments set Information sent out as per customers requests Total number of appointments seen Demonstrations done ( or lunch and learns ) Sales made today (units, dollars, margin , profit) Commissions earned today

25. Plug the leaks in the pipeline Most sales are made between the 5th – 12th contact with a prospect Most sales people give up after 1 or 2 contacts Glad you rang

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

27. Recruitment skills for sales managers

28. 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)

29. Change the way you sell Yes No Advancement Continuation

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. May 5th 2010 Presenting With Confidence Medina on Crown Special offer for MEA $675 plus GST michaela@nrgsolutions.com.au

32. Your Action Plan

34. Influence – the psychology of persuassion - Cialdini

35. Your Road Map for Success – Maxwell

36. Swim with the sharks without being eaten alive– Mackay

37. The Worlds best sales tips – McGuigan

40. steve@nrgsolutions.com.au

41. 0421 864 288

42. steveherzberg.blogspot.com