Sales, Acceleration Sales Acceleration Summit, InsideSales.com: http://www.insidesales.com/events/2014/sales-acceleration-summit/norman-behar Session Overview Developing Great Sales Managers focuses on four critical management skills to drive better sales performance: - Hiring stars - Managing sales performance - Ongoing coaching - Leadership and motivation Research has consistently demonstrated that great sales managers have a significant impact on overall sales performance. Unfortunately, most frontline sales managers are promoted from within and have little, if any, management experience. So how can you ensure that your sales organization consistently develops high performing sales managers who produce results? Learn how to: - Transition your star sales reps into great sales managers - Identify unique challenges facing sales managers - Recognize key sales management skills and behaviors - Develop four critical management abilities to improve sales performance

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Developing Great
Frontline Sales Managers

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About Sales Readiness Group
• Customized sales training programs
• Foundational and advanced selling skills
• Sales management and coaching programs

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A Frontline Sales Manager?
• Can’t control all the factors that influence results
• Sales results are most visible number in a
company
• Have to manage sales people day-to-day
• Some managers have to manage and also sell
What’s So Hard About Being…

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The Sales Leadership Pipeline
TURN
TURN
TURN
The Leadership Pipeline by Ram Charan

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The Star Athlete Syndrome
The best players don’t always
make the best coaches
• Isiah Thomas
– NBA Player: 13 Seasons, 11 Time All Star
– NBA Coaching Record: 187 wins, 223 losses (.456)
• Phil Jackson
– NBA Player: 13 Seasons, No All-Star appearances
– NBA Coaching Record: 1,155 wins, 485 losses (.704)

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Key Skills and Knowledge
Sales Rep Sales Manager
Prospecting skills Setting team goals, priorities
Questioning skills Recruiting & selecting
Listening/Communication Coaching
Managing objections Sales performance management
Gaining commitment Leadership & motivation
Time management (self) Time management (team)
Product knowledge Industry knowledge and trends

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• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers

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• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers

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Recruiting
“College (football) coaches
spend more than 50% of
their time on recruiting.
They literally spend
more time recruiting
than they do coaching.”
http://www.captainu.com/buzz/tag/college_coaches

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1. Recruiting costs
2. Training costs
3. Salary
4. Missed numbers
5. Lost time
6. Customer risk
Cost of Hiring a Bad Sales Rep

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• Competitive
• Confidence
• Integrity
• Judgment
• Motivation
 Planning &
Organization
 Pride
 Resiliency
 Responsibility
 Work Ethic
Sales Competencies

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Behavior Based Interviewing

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them done.
STAR Definitions
Describe Situation where you accomplished
something or used a specific behavior.
Probe further by asking what the Task was.
What specific Actions were involved?
What was the Result?
STAR Questioning Process

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• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers

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Establish Performance Partnerships
• Define/communicate clear performance expectations
• Emphasize supportive dialogue
• People are accountable for behaviors and results
• Everyone seeks feedback
High Performing Organizations

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Positive and consistent
behaviors lead to…
Positive and consistent
results.
Managing Sales Performance

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Positive Results
Example | Focus on Behaviors
Diet Behaviors:
• Eating healthy food
• Portion control
Exercise Behaviors:
• Daily 30 minute run
• Going to the gym

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• Communicate and monitor success factors
• Identify key behaviors
• Analyze gains/gaps in behaviors
• Determine underlying causes
• Take appropriate action
Performance Management System

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• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers

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Business Case for Sales Coaching
“Sales managers are a high leverage opportunity for improved performance”
--Source: CSO Insights, 2013 Sales Management Optimization Study
83%
Coaching:
Needs
Improvement
% Overall
Revenue Plan
Attainment
Sales Coaching Skills
87%
Coaching:
Meets
Expectations
93%
Coaching:
Exceeds
Expectations

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What is Sales Coaching ?
An ongoing process of analyzing
and discussing performance with
the objective of improving and
reinforcing skills.

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Common Sales Coaching Challenges
• Not sure how to coach
• Not held accountable
• Time commitment
• Coaching is viewed as remedial or confrontational

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Best Practice
25%-40%
of a front-line sales
manager’s time should
be focused on sales coaching

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Allocate Coaching Time Based on ROI
Sales Skill ROI Time
Low Low 10%
Medium High 65%
High Medium 25%

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5-Step Sales Coaching Model

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• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers

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Sales Leadership
The ability to positively
influence the actions and
attitudes of the sales team to
achieve/surpass their goals

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Sales Manager
• Reactive
• Directs sales reps
• Focuses on short term
day-to-day results
• Helps sales team cope
with change
• Improves sales rep’s
skills
Sales Leader
• Proactive
• Motivates and inspires
salespeople
• Focuses on long-term
vision
• Helps sales team initiate
change
• Improves attitudes and
motivation
Management vs. Leadership

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Sales Leadership Model
Sales Team
Sales Vision
Decision Making
Influence
Personal Abilities
Sales
Manager

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Key Takeaways
• Management skills are different than selling skills
• Training sales managers has a high ROI
• Focus on key sales management skills
– Building sales team
– Managing team
– Coaching team
– Leading team

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For more information:
nbehar@salesreadinessgroup.com
info@salesreadinessgroup
800.490.0715
Thank You