An Introduction to Sales Management

1. Strategic Value Selling (SVS) – Sales Management
A Different Perspective on Selling

2. Sales Management
• Running a sales team is no rocket science. It’s a
matter of doing the basics well - continuously!
– Set clear objectives in January every year.
• Not just revenue, but also number of visits, number of
calls, planning of attacks, execution etc.
– Measure progress on a weekly basis.
• Reports every Friday at noon per individual – all are equal.
– Follow-up and follow through – over and over again.

3. Sales Management
• Set clear objectives early
– Revenue
– Activity level
– Success factors
• Harmonize the rewards
(Sales/Pre-Sales)
– Follow-up continuously
• Use a Common language.
– SVS
– Win the business.
– Evaluate the wins and losses
– Share the success.

4. Sales Management
• Management involvement:
– Joint meetings, Account-reviews , follow-up on activity
• Focus on closing:
– builds self esteem => self confidence => ability to see
beyond one self => contribution to support others =>
develop one self.
• Continuous training.

5. Results:
• Team-work.
• Clear objectives.
• Multi level selling.
• Believes in what we sell.
• Getting everyone on-board.
Work is done in the field,
with customers, talking business.

6. Challenges around Growing the
Business
• Where will my business growth come from?
• What will the mix be? (products/customers/existing/new)
• What resources will I require to realize that growth?
• What needs to change?
• How do I validate the pipeline to ensure accurate forecasting?
• How do I allocate resources?
• How do I implement effective sales processes to manage our sales
territories, accounts and opportunities?
• Which accounts and opportunities should I focus on?
• Who do I hire?
• How do I develop my people?
• How do I know if my people are effective?
• How do I coach my people?
• How do I measure their effectiveness?

7. Balancing Available Time
“We need to create
a balance”
Achieving
Results
Developing People

8. Purpose: To identify where you currently
spend your time and where would you
ideally like to spend your time in the
future.
Fill in the bottom of the form by putting in
the % for each activity
Then put in the top form what % you
should be spending on each activity
Activity: Sales Management Time

9. “If you want to manage somebody, manage
yourself. Do that well and you’ll be ready to stop
managing… and start leading.”
“I work for them, they don’t work for me. My job is
to identify the barriers that are stopping them
being the best they can be, then removing those
barriers to maximize the performance of the
team.”
“Effectively manage the people and the business will flow”

10. The Boss vs. The Leader!
The Boss…
• Drives his men
• Depends on authority
• Inspires fear
• Says, ‘I’
• Assigns blame
• Knows how it’s done
• Says, ‘Go’
The Leader…
• Coaches his men
• Depends on goodwill
• Inspires enthusiasm
• Says, ‘We’
• Fixes the problem
• Shows how it is done
• Says, ‘Let’s go!’
Source: Abraham Lincoln

11. Want to know more?
Consulting rates apply
Contact greg.nutkins@btinternet.com
5/16/2016 Produced by Sales Guerillas 11