Journey Of Sales Man
To A Sales Manager (Leader)
S. M. Habibur Rahman Tipu

How Did Things Change?
Sales
Executive
Manager

How Role Changes
Sales Executive
 Responsible for
his own work.
Manager
 Responsible for
getting work done
from his people
(Team).

Role of Manager
 Men
 Money
 Material
 Time
 Territory
To Manage

How Can You Do It ?
 Plan: Which market/customer to be covered.
 Organize: How each market , customer to be
covered.
 Monitor: See that is your people working
as per beat plan.
 Correct: Deviations from plan.

Responsibility of Sales Manager
 Achieve sales objective of his area.
 To build a winning team out of his team
mates.
 Ensure implementation of strategy.
 Motivate team members.
 Provide on the job guidance through
demonstration.
 Work with team members in the field to
evaluate how they are working and Check
reports of team members.

 Train and guide team members.
 Plan work of his team members.
 Organize work of team members.
 Make corrections if required.
 Maintain Relationship with key customers.
Responsibility of Sales Manager

 Skills required for managers are
different from skills required as
sales person.
Skills Required for Managers

Management Skills at Various Levels
Conceptual
Human
Technical
SKILLS NEEDEDMANAGEMENT
LEVEL
TOP
Management
MIDDLE
Management
SUPERVISORY
Management

Management Skills at Various Levels
 Technical: Ability to use knowledge, methods,
techniques for performance of specific tasks
acquired form experience, education and training.
 Human Skill: Ability and judgement in working
with and through people, including an understanding
of motivation and an application of effective
leadership.
 Conceptual skill: Ability to get the big picture and
how one’s role fits into overall scheme of things.
This knowledge permits acting to overall objectives
of organization rather than only the basis of the
goals and needs of one’s own immediate group.

Purpose of Joint Field Work
 To know how
your people are
working.
 To provide on the job
training.
 To help him to tackle
difficult customers.
 To boost moral of
ASM/ TSO.
 To identify Key
Customers
 Build relations with key
customers.
 Know the impact of
marketing strategy.
 Know competitors activity.
 To know what customer
actually needs.
 To motivate peoples/Team.

How To Do Joint Working
 Inform your people well in advance, so that
they are prepared, this will improve their
efficiency.
 Let him do the first call, don't disturb him at
all, you will come to know his natural way of
working.
 Do the next call yourself to demonstrate how
he should be working.

Allow him to work don’t substitute his work offer
him tea/cold drink in between the work to refresh
his energy levels.
 Ensure coverage of all customers of beat are
covered without fail otherwise you my miss them
for entire month.
How To Do Joint Working

 Don’t discuss negative things with him during
calls, don't discuss sales with him during calls,
only put sales efforts, discuss how to improve
next call.
 Motivate your people during the calls because
only if they are motivated they will produce
better result, appreciate him for good orders
booked by him.
How To Do Joint Working

 When you have finished the joint work,
sit some where, take him for tea and do a
post call analysis, what was good and
praise him on the spot.
How To Do Joint Working

 Discuss what was the improvement area and
how he can improve it.
 Discuss sales performance (end of the day) till
date and balance to be achieved and how he
is going to achieve the month.
How To Do Joint Working

Always Leave Your People Motivated
 When you leave the sales person he should be
motivated so that he work with better skills he
has learned from you for rest of the month.
 Never leave your sales person de-motivated,
this will spoil his efficiency for many days.

Leave Your People Motivated
 Your success depends on how your
people work in your absence than
how they work in your presence.

Understand Your Team Members
 Each member of team is different.
 They have different strengths and different
weakness.
 They have different motivating factor.
 They have different likes and dislikes.

 Combine the strength of each one your area
becomes full of strengths.
 To combine them you have to build a team.
 Remember your job is not to catch people
doing wrong things and punish them, your
job is to identify weakness, mistakes and
correct.
Understand Your Team Members

How to Motivate People ?
 You can only find out what motivates them
and help them to achieve.
 Use tools available to for motivation-like
Incentive, Career Growth, Recognition.
 One of the major responsibility of a manger
is to motivate people.

How To Build Team ??
 To build a team out of team members a
manager needs to be a good leader.
 Who is a leader ???
 You are a leader if you can influence your
team members to follow you willingly to
work towards achieving target of your
area.

 You are a leader if your team members can
approach you any time without fear, be open
with you and look forward to solve their
problems.
 You are a leader, if they accept their mistakes
before without fear, and believe that you will
help them to correct their mistake.
 You are a Leader if your people/team follow you
blindly.
Team Building

Retaining People
 Retaining Good people is major responsibility
of managers.
 People work for BOSS not for the Company.
 70% of the people who leave they leave
because of the BOSS not because of the
company.
 For an employee his immediate BOSS is the
company, because he lives in the environment
created by him.

Hire The Best
 It is not often true that applicants, who look
like they can sell, can actually sell.
 Your success depends on right selection of
sales person.
 See that candidate has right attitude.
 See his market experience.
 See that he is good in calculation.
 See that he is computer literate.
 See that he is not a job hopper.

What Makes You Win ?
 It's not the will to win, but the will to prepare
to win that makes the difference.
 It is the team work which makes you win.

Final Lesson
 Remember you will be successful as a
Sales Manager when your team
wants you to be successful.
 So build a team out of your sales
force, and establish your Leadership
and you will be a successful Sales
Manager.

Thank You