SlideShare ist ein Scribd-Unternehmen logo
1 von 32
Downloaden Sie, um offline zu lesen
1
2
Developing Great
Frontline Sales Managers
33
About Sales Readiness Group
• Customized sales training programs
• Foundational and advanced selling skills
• Sales management and coaching programs
44
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…
55
The Sales Leadership Pipeline
TURN
TURN
TURN
The Leadership Pipeline by Ram Charan
66
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)
77
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
88
• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers
99
• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers
1010
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
1111
1. Recruiting costs
2. Training costs
3. Salary
4. Missed numbers
5. Lost time
6. Customer risk
Cost of Hiring a Bad Sales Rep
1212
• Competitive
• Confidence
• Integrity
• Judgment
• Motivation
 Planning &
Organization
 Pride
 Resiliency
 Responsibility
 Work Ethic
Sales Competencies
1313
Behavior Based Interviewing
1414
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
1515
• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers
1616
Establish Performance Partnerships
• Define/communicate clear performance expectations
• Emphasize supportive dialogue
• People are accountable for behaviors and results
• Everyone seeks feedback
High Performing Organizations
1717
Positive and consistent
behaviors lead to…
Positive and consistent
results.
Managing Sales Performance
1818
Positive Results
Example | Focus on Behaviors
Diet Behaviors:
• Eating healthy food
• Portion control
Exercise Behaviors:
• Daily 30 minute run
• Going to the gym
1919
• Communicate and monitor success factors
• Identify key behaviors
• Analyze gains/gaps in behaviors
• Determine underlying causes
• Take appropriate action
Performance Management System
2020
• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers
2121
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
2222
What is Sales Coaching ?
An ongoing process of analyzing
and discussing performance with
the objective of improving and
reinforcing skills.
2323
Common Sales Coaching Challenges
• Not sure how to coach
• Not held accountable
• Time commitment
• Coaching is viewed as remedial or confrontational
2424
Best Practice
25%-40%
of a front-line sales
manager’s time should
be focused on sales coaching
2525
Allocate Coaching Time Based on ROI
Sales Skill ROI Time
Low Low 10%
Medium High 65%
High Medium 25%
2626
5-Step Sales Coaching Model
2727
• Hire
• Manage
• Coach
• Lead
Core Skills of Great Sales Managers
2828
Sales Leadership
The ability to positively
influence the actions and
attitudes of the sales team to
achieve/surpass their goals
2929
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
3030
Sales Leadership Model
Sales Team
Sales Vision
Decision Making
Influence
Personal Abilities
Sales
Manager
3131
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
3232
For more information:
nbehar@salesreadinessgroup.com
info@salesreadinessgroup
800.490.0715
Thank You

Weitere ähnliche Inhalte

Was ist angesagt?

Maximizing profits by hiring and developing a winning sales team
Maximizing profits by hiring and developing a winning sales teamMaximizing profits by hiring and developing a winning sales team
Maximizing profits by hiring and developing a winning sales teamMeritTrac Service Pvt. Ltd.
 
Commit to a Sales Management Cadence to Drive Best-in-Class Sales Results
Commit to a Sales Management Cadence to Drive Best-in-Class Sales ResultsCommit to a Sales Management Cadence to Drive Best-in-Class Sales Results
Commit to a Sales Management Cadence to Drive Best-in-Class Sales ResultsMike Kunkle
 
How to Manage Underperforming Sales Reps
How to Manage Underperforming Sales RepsHow to Manage Underperforming Sales Reps
How to Manage Underperforming Sales RepsSales Readiness Group
 
Motivation and Compensation of Sales People
Motivation and Compensation of Sales PeopleMotivation and Compensation of Sales People
Motivation and Compensation of Sales PeopleKaushik Maitra
 
Motivating Your Sales Team
Motivating Your Sales TeamMotivating Your Sales Team
Motivating Your Sales TeamMenes Menes
 
Sales Management
Sales ManagementSales Management
Sales Managementswatiitft
 
Training the sales force - Arber Hoxhallari
Training the sales force - Arber HoxhallariTraining the sales force - Arber Hoxhallari
Training the sales force - Arber HoxhallariArber Hoxhallari
 
Sales & Retail Management, VTU,Module 4
Sales & Retail Management, VTU,Module 4Sales & Retail Management, VTU,Module 4
Sales & Retail Management, VTU,Module 4Adani University
 
Supervising, Managing & Leading salespeople
Supervising, Managing & Leading salespeopleSupervising, Managing & Leading salespeople
Supervising, Managing & Leading salespeopleSaad Elhalafawy
 
Top 10 practices of Successful Selling Organizations
Top 10 practices of Successful Selling OrganizationsTop 10 practices of Successful Selling Organizations
Top 10 practices of Successful Selling OrganizationsSalesTechnik, LLC
 
4 Ways to Build a Metric-Based Sales Coaching Culture
4 Ways to Build a Metric-Based Sales Coaching Culture4 Ways to Build a Metric-Based Sales Coaching Culture
4 Ways to Build a Metric-Based Sales Coaching CultureSales Hacker
 
Sales training: program, execution and evaluation
Sales training: program, execution and evaluationSales training: program, execution and evaluation
Sales training: program, execution and evaluationShwetanshu Gupta
 
FZ Consulting Presentation
FZ Consulting Presentation FZ Consulting Presentation
FZ Consulting Presentation Frank Ziovas
 
Sales Leadership In Lean Economic Times
Sales Leadership In Lean Economic Times Sales Leadership In Lean Economic Times
Sales Leadership In Lean Economic Times Ernie Young
 
Supervisor Training
Supervisor TrainingSupervisor Training
Supervisor TrainingMike Kane
 

Was ist angesagt? (20)

Maximizing profits by hiring and developing a winning sales team
Maximizing profits by hiring and developing a winning sales teamMaximizing profits by hiring and developing a winning sales team
Maximizing profits by hiring and developing a winning sales team
 
Manager
ManagerManager
Manager
 
Chapter 1
Chapter 1Chapter 1
Chapter 1
 
Commit to a Sales Management Cadence to Drive Best-in-Class Sales Results
Commit to a Sales Management Cadence to Drive Best-in-Class Sales ResultsCommit to a Sales Management Cadence to Drive Best-in-Class Sales Results
Commit to a Sales Management Cadence to Drive Best-in-Class Sales Results
 
How to Manage Underperforming Sales Reps
How to Manage Underperforming Sales RepsHow to Manage Underperforming Sales Reps
How to Manage Underperforming Sales Reps
 
Motivation and Compensation of Sales People
Motivation and Compensation of Sales PeopleMotivation and Compensation of Sales People
Motivation and Compensation of Sales People
 
The "What" and "How" of Coaching
The "What" and "How" of CoachingThe "What" and "How" of Coaching
The "What" and "How" of Coaching
 
Sales management
Sales managementSales management
Sales management
 
Motivating Your Sales Team
Motivating Your Sales TeamMotivating Your Sales Team
Motivating Your Sales Team
 
Sales Management
Sales ManagementSales Management
Sales Management
 
Training the sales force - Arber Hoxhallari
Training the sales force - Arber HoxhallariTraining the sales force - Arber Hoxhallari
Training the sales force - Arber Hoxhallari
 
Sales & Retail Management, VTU,Module 4
Sales & Retail Management, VTU,Module 4Sales & Retail Management, VTU,Module 4
Sales & Retail Management, VTU,Module 4
 
Supervising, Managing & Leading salespeople
Supervising, Managing & Leading salespeopleSupervising, Managing & Leading salespeople
Supervising, Managing & Leading salespeople
 
Top 10 practices of Successful Selling Organizations
Top 10 practices of Successful Selling OrganizationsTop 10 practices of Successful Selling Organizations
Top 10 practices of Successful Selling Organizations
 
4 Ways to Build a Metric-Based Sales Coaching Culture
4 Ways to Build a Metric-Based Sales Coaching Culture4 Ways to Build a Metric-Based Sales Coaching Culture
4 Ways to Build a Metric-Based Sales Coaching Culture
 
Sales training: program, execution and evaluation
Sales training: program, execution and evaluationSales training: program, execution and evaluation
Sales training: program, execution and evaluation
 
FZ Consulting Presentation
FZ Consulting Presentation FZ Consulting Presentation
FZ Consulting Presentation
 
2015
20152015
2015
 
Sales Leadership In Lean Economic Times
Sales Leadership In Lean Economic Times Sales Leadership In Lean Economic Times
Sales Leadership In Lean Economic Times
 
Supervisor Training
Supervisor TrainingSupervisor Training
Supervisor Training
 

Andere mochten auch

Sales Training and Sales Management Solutions
Sales Training and Sales Management SolutionsSales Training and Sales Management Solutions
Sales Training and Sales Management SolutionsInspireOne Consultants
 
3Cs Sales Management Training Demo
3Cs Sales Management Training Demo3Cs Sales Management Training Demo
3Cs Sales Management Training DemoCraig Pickering
 
Bob Perkins - A New Leadership Model for the Future of Inside Sales
Bob Perkins - A New Leadership Model for the Future of Inside Sales Bob Perkins - A New Leadership Model for the Future of Inside Sales
Bob Perkins - A New Leadership Model for the Future of Inside Sales InsideSales.com
 
Shaheen Parks - Metrics for Measuring the ROI of Sales Technology
Shaheen Parks - Metrics for Measuring the ROI of Sales TechnologyShaheen Parks - Metrics for Measuring the ROI of Sales Technology
Shaheen Parks - Metrics for Measuring the ROI of Sales TechnologyInsideSales.com
 
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackCold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackInsideSales.com
 
12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar SlidesInsideSales.com
 
Inside sales manager performance appraisal
Inside sales manager performance appraisalInside sales manager performance appraisal
Inside sales manager performance appraisaljessicacindy
 
Gleamns reasonable suspicion training for supervisor
Gleamns reasonable suspicion training for supervisorGleamns reasonable suspicion training for supervisor
Gleamns reasonable suspicion training for supervisorMizFoster
 
Hrm presentation
Hrm presentationHrm presentation
Hrm presentationbalekaushik
 
Sales Management- SALES TRAINING DESIGN
Sales Management- SALES TRAINING DESIGN Sales Management- SALES TRAINING DESIGN
Sales Management- SALES TRAINING DESIGN Trinity Dwarka
 
The High Velocity Inside Sales Model
The High Velocity Inside Sales ModelThe High Velocity Inside Sales Model
The High Velocity Inside Sales ModelInsideSales.com
 
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...InsideSales.com
 
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...InsideSales.com
 
Sales Compensation: Tips and Tricks to Building a Powerful Plan
Sales Compensation: Tips and Tricks to Building a Powerful PlanSales Compensation: Tips and Tricks to Building a Powerful Plan
Sales Compensation: Tips and Tricks to Building a Powerful PlanRingLead
 
How High-Performance Sales Teams Squeeze The Most Out of Every Lead
How High-Performance Sales Teams Squeeze The Most Out of Every LeadHow High-Performance Sales Teams Squeeze The Most Out of Every Lead
How High-Performance Sales Teams Squeeze The Most Out of Every LeadInsideSales.com
 
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASLEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASInsideSales.com
 
Are You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
Are You Ready For Account-Based Everything? Five Focus Areas Hold the AnswerAre You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
Are You Ready For Account-Based Everything? Five Focus Areas Hold the AnswerInsideSales.com
 
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?InsideSales.com
 
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be PullingInsideSales.com
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategyBrian Halligan
 

Andere mochten auch (20)

Sales Training and Sales Management Solutions
Sales Training and Sales Management SolutionsSales Training and Sales Management Solutions
Sales Training and Sales Management Solutions
 
3Cs Sales Management Training Demo
3Cs Sales Management Training Demo3Cs Sales Management Training Demo
3Cs Sales Management Training Demo
 
Bob Perkins - A New Leadership Model for the Future of Inside Sales
Bob Perkins - A New Leadership Model for the Future of Inside Sales Bob Perkins - A New Leadership Model for the Future of Inside Sales
Bob Perkins - A New Leadership Model for the Future of Inside Sales
 
Shaheen Parks - Metrics for Measuring the ROI of Sales Technology
Shaheen Parks - Metrics for Measuring the ROI of Sales TechnologyShaheen Parks - Metrics for Measuring the ROI of Sales Technology
Shaheen Parks - Metrics for Measuring the ROI of Sales Technology
 
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You BackCold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
Cold Call Voicemail and Email Strategies - Get More Contacts to Call You Back
 
12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides12/02/15 RAIN Group Webinar Slides
12/02/15 RAIN Group Webinar Slides
 
Inside sales manager performance appraisal
Inside sales manager performance appraisalInside sales manager performance appraisal
Inside sales manager performance appraisal
 
Gleamns reasonable suspicion training for supervisor
Gleamns reasonable suspicion training for supervisorGleamns reasonable suspicion training for supervisor
Gleamns reasonable suspicion training for supervisor
 
Hrm presentation
Hrm presentationHrm presentation
Hrm presentation
 
Sales Management- SALES TRAINING DESIGN
Sales Management- SALES TRAINING DESIGN Sales Management- SALES TRAINING DESIGN
Sales Management- SALES TRAINING DESIGN
 
The High Velocity Inside Sales Model
The High Velocity Inside Sales ModelThe High Velocity Inside Sales Model
The High Velocity Inside Sales Model
 
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
Beyond Cold Calling: Bridging Social Selling with Inside Sales for A Winning ...
 
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
Call Reluctance: 3 Steps to Overcome Your Fear of Rejection when Selling By P...
 
Sales Compensation: Tips and Tricks to Building a Powerful Plan
Sales Compensation: Tips and Tricks to Building a Powerful PlanSales Compensation: Tips and Tricks to Building a Powerful Plan
Sales Compensation: Tips and Tricks to Building a Powerful Plan
 
How High-Performance Sales Teams Squeeze The Most Out of Every Lead
How High-Performance Sales Teams Squeeze The Most Out of Every LeadHow High-Performance Sales Teams Squeeze The Most Out of Every Lead
How High-Performance Sales Teams Squeeze The Most Out of Every Lead
 
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BASLEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
LEVERAGING ACCOUNT-BASED MARKETING AND ACCOUNT-BAS
 
Are You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
Are You Ready For Account-Based Everything? Five Focus Areas Hold the AnswerAre You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
Are You Ready For Account-Based Everything? Five Focus Areas Hold the Answer
 
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
Webinar Slide Deck: Where Does Social Selling Fit In Your Sales Process?
 
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
7 Salesforce Reports Every Inside Sales Manager Should Be Pulling
 
Sales, Sales Management, Sales Strategy
Sales, Sales Management, Sales StrategySales, Sales Management, Sales Strategy
Sales, Sales Management, Sales Strategy
 

Ähnlich wie Norman Behar - Developing Great Sales Managers

Qstream and Sales Readiness Group: Transforming Sales Managers into Great Coa...
Qstream and Sales Readiness Group: Transforming Sales Managers into Great Coa...Qstream and Sales Readiness Group: Transforming Sales Managers into Great Coa...
Qstream and Sales Readiness Group: Transforming Sales Managers into Great Coa...QstreamInc
 
Enhancing sales performance with gamification
Enhancing sales performance with gamificationEnhancing sales performance with gamification
Enhancing sales performance with gamificationAn Coppens
 
Managing The Sales Force - By Dr. Karpagam Director – Academics, ISBR Busines...
Managing The Sales Force - By Dr. Karpagam Director – Academics, ISBR Busines...Managing The Sales Force - By Dr. Karpagam Director – Academics, ISBR Busines...
Managing The Sales Force - By Dr. Karpagam Director – Academics, ISBR Busines...ISBR Business School
 
Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...
Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...
Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...SAVO
 
14. motivating the sales force
14. motivating the sales force14. motivating the sales force
14. motivating the sales forceSunitha Ratnakaram
 
Coaching & Frontline Managers
Coaching & Frontline ManagersCoaching & Frontline Managers
Coaching & Frontline ManagersMansoor Khan
 
Motivation & Evaluation
Motivation & EvaluationMotivation & Evaluation
Motivation & EvaluationAnuj Sharma
 
SMM PPT Umesh Rao 01032024.ppt for mba peoplex
SMM PPT Umesh Rao 01032024.ppt for mba peoplexSMM PPT Umesh Rao 01032024.ppt for mba peoplex
SMM PPT Umesh Rao 01032024.ppt for mba peoplexayushpednekar22
 
10_6e sale management module 07
10_6e sale management module 0710_6e sale management module 07
10_6e sale management module 07ahmadUzair16
 
Targeted professionaldevelopment
Targeted professionaldevelopmentTargeted professionaldevelopment
Targeted professionaldevelopmentMichael Petruny
 
FocalPoint_BusinessCoaching_Overview_BPumphrey 2015-0921
FocalPoint_BusinessCoaching_Overview_BPumphrey 2015-0921FocalPoint_BusinessCoaching_Overview_BPumphrey 2015-0921
FocalPoint_BusinessCoaching_Overview_BPumphrey 2015-0921Ben Pumphrey
 
Characteristics of great sales management
Characteristics of great sales managementCharacteristics of great sales management
Characteristics of great sales managementSalesTechnik, LLC
 
Sales management training
Sales management trainingSales management training
Sales management trainingsmithlince
 
Vic Handa CV
Vic Handa CVVic Handa CV
Vic Handa CVVic Handa
 

Ähnlich wie Norman Behar - Developing Great Sales Managers (20)

Qstream and Sales Readiness Group: Transforming Sales Managers into Great Coa...
Qstream and Sales Readiness Group: Transforming Sales Managers into Great Coa...Qstream and Sales Readiness Group: Transforming Sales Managers into Great Coa...
Qstream and Sales Readiness Group: Transforming Sales Managers into Great Coa...
 
Best PPT
Best PPTBest PPT
Best PPT
 
HC.CoachingEliteSales.2016
HC.CoachingEliteSales.2016HC.CoachingEliteSales.2016
HC.CoachingEliteSales.2016
 
Enhancing sales performance with gamification
Enhancing sales performance with gamificationEnhancing sales performance with gamification
Enhancing sales performance with gamification
 
Evaluating
EvaluatingEvaluating
Evaluating
 
Managing The Sales Force - By Dr. Karpagam Director – Academics, ISBR Busines...
Managing The Sales Force - By Dr. Karpagam Director – Academics, ISBR Busines...Managing The Sales Force - By Dr. Karpagam Director – Academics, ISBR Busines...
Managing The Sales Force - By Dr. Karpagam Director – Academics, ISBR Busines...
 
Salesperson Performance Evaluations
Salesperson Performance EvaluationsSalesperson Performance Evaluations
Salesperson Performance Evaluations
 
Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...
Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...
Sustainment and Mobile Reinforcement Strategies Ensure Sales Training Deliver...
 
14. motivating the sales force
14. motivating the sales force14. motivating the sales force
14. motivating the sales force
 
Coaching & Frontline Managers
Coaching & Frontline ManagersCoaching & Frontline Managers
Coaching & Frontline Managers
 
Motivation & Evaluation
Motivation & EvaluationMotivation & Evaluation
Motivation & Evaluation
 
Sales management
Sales managementSales management
Sales management
 
SMM PPT Umesh Rao 01032024.ppt for mba peoplex
SMM PPT Umesh Rao 01032024.ppt for mba peoplexSMM PPT Umesh Rao 01032024.ppt for mba peoplex
SMM PPT Umesh Rao 01032024.ppt for mba peoplex
 
10_6e sale management module 07
10_6e sale management module 0710_6e sale management module 07
10_6e sale management module 07
 
Targeted professionaldevelopment
Targeted professionaldevelopmentTargeted professionaldevelopment
Targeted professionaldevelopment
 
FocalPoint_BusinessCoaching_Overview_BPumphrey 2015-0921
FocalPoint_BusinessCoaching_Overview_BPumphrey 2015-0921FocalPoint_BusinessCoaching_Overview_BPumphrey 2015-0921
FocalPoint_BusinessCoaching_Overview_BPumphrey 2015-0921
 
Characteristics of great sales management
Characteristics of great sales managementCharacteristics of great sales management
Characteristics of great sales management
 
Sales management training
Sales management trainingSales management training
Sales management training
 
Leadership_Gp23.pptx
Leadership_Gp23.pptxLeadership_Gp23.pptx
Leadership_Gp23.pptx
 
Vic Handa CV
Vic Handa CVVic Handa CV
Vic Handa CV
 

Mehr von InsideSales.com

12 gamification principles to increase sales productivity and engagement 96dpi
12 gamification principles to increase sales productivity and engagement 96dpi12 gamification principles to increase sales productivity and engagement 96dpi
12 gamification principles to increase sales productivity and engagement 96dpiInsideSales.com
 
Cold Calling Tips and Million Dollar Sales Prospecting Secrets
Cold Calling Tips and Million Dollar Sales Prospecting SecretsCold Calling Tips and Million Dollar Sales Prospecting Secrets
Cold Calling Tips and Million Dollar Sales Prospecting SecretsInsideSales.com
 
The Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesThe Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesInsideSales.com
 
Ken krogue sales acceleration summit 2015
Ken krogue sales acceleration summit 2015Ken krogue sales acceleration summit 2015
Ken krogue sales acceleration summit 2015InsideSales.com
 
Applying Predictive Sciences To Sales
Applying Predictive Sciences To SalesApplying Predictive Sciences To Sales
Applying Predictive Sciences To SalesInsideSales.com
 
Big business expo 2015 - The Next Generation of Sales
Big business expo 2015 - The Next Generation of SalesBig business expo 2015 - The Next Generation of Sales
Big business expo 2015 - The Next Generation of SalesInsideSales.com
 
How to Rock Your Sales Revenue Right Now
How to Rock Your Sales Revenue Right NowHow to Rock Your Sales Revenue Right Now
How to Rock Your Sales Revenue Right NowInsideSales.com
 
31 Social Selling Tips - Ken Krogue
31 Social Selling Tips - Ken Krogue31 Social Selling Tips - Ken Krogue
31 Social Selling Tips - Ken KrogueInsideSales.com
 
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...InsideSales.com
 
Learn How to Make Email your New Favorite Sales Tool
Learn How to Make Email your New Favorite Sales ToolLearn How to Make Email your New Favorite Sales Tool
Learn How to Make Email your New Favorite Sales ToolInsideSales.com
 
Why LinkedIn is the Ultimate Social Selling Tool
Why LinkedIn is the Ultimate Social Selling Tool Why LinkedIn is the Ultimate Social Selling Tool
Why LinkedIn is the Ultimate Social Selling Tool InsideSales.com
 
Data Science: Your Secret Weapon to Closing More Deals
Data Science: Your Secret Weapon to Closing More DealsData Science: Your Secret Weapon to Closing More Deals
Data Science: Your Secret Weapon to Closing More DealsInsideSales.com
 
Data-Driven Hiring – Using Science to Build a Winning Sales Team
Data-Driven Hiring – Using Science to Build a Winning Sales TeamData-Driven Hiring – Using Science to Build a Winning Sales Team
Data-Driven Hiring – Using Science to Build a Winning Sales TeamInsideSales.com
 
Call of Sales Duty: Modern Rep Engagement
Call of Sales Duty: Modern Rep EngagementCall of Sales Duty: Modern Rep Engagement
Call of Sales Duty: Modern Rep EngagementInsideSales.com
 
Social Selling Tips and Tools for High Velocity Cold Calling
Social Selling Tips and Tools for High Velocity Cold CallingSocial Selling Tips and Tools for High Velocity Cold Calling
Social Selling Tips and Tools for High Velocity Cold CallingInsideSales.com
 
How to Build a World-Class SDR Team
How to Build a World-Class SDR TeamHow to Build a World-Class SDR Team
How to Build a World-Class SDR TeamInsideSales.com
 
Annual 2014 Lead Response Report by @InsideSales
Annual 2014 Lead Response Report by @InsideSalesAnnual 2014 Lead Response Report by @InsideSales
Annual 2014 Lead Response Report by @InsideSalesInsideSales.com
 
Steve Richard - Handling Objections and Getting to Yes
Steve Richard - Handling Objections and Getting to YesSteve Richard - Handling Objections and Getting to Yes
Steve Richard - Handling Objections and Getting to YesInsideSales.com
 
Stan Slap - Creating the Competitive Edge and a Brandable Customer Experience
Stan Slap - Creating the Competitive Edge and a Brandable Customer ExperienceStan Slap - Creating the Competitive Edge and a Brandable Customer Experience
Stan Slap - Creating the Competitive Edge and a Brandable Customer ExperienceInsideSales.com
 

Mehr von InsideSales.com (20)

12 gamification principles to increase sales productivity and engagement 96dpi
12 gamification principles to increase sales productivity and engagement 96dpi12 gamification principles to increase sales productivity and engagement 96dpi
12 gamification principles to increase sales productivity and engagement 96dpi
 
Cold Calling Tips and Million Dollar Sales Prospecting Secrets
Cold Calling Tips and Million Dollar Sales Prospecting SecretsCold Calling Tips and Million Dollar Sales Prospecting Secrets
Cold Calling Tips and Million Dollar Sales Prospecting Secrets
 
The Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda HolmesThe Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
The Art and Science of Lead Generation - Ken Krogue & Amanda Holmes
 
Sales in the cloud
Sales in the cloudSales in the cloud
Sales in the cloud
 
Ken krogue sales acceleration summit 2015
Ken krogue sales acceleration summit 2015Ken krogue sales acceleration summit 2015
Ken krogue sales acceleration summit 2015
 
Applying Predictive Sciences To Sales
Applying Predictive Sciences To SalesApplying Predictive Sciences To Sales
Applying Predictive Sciences To Sales
 
Big business expo 2015 - The Next Generation of Sales
Big business expo 2015 - The Next Generation of SalesBig business expo 2015 - The Next Generation of Sales
Big business expo 2015 - The Next Generation of Sales
 
How to Rock Your Sales Revenue Right Now
How to Rock Your Sales Revenue Right NowHow to Rock Your Sales Revenue Right Now
How to Rock Your Sales Revenue Right Now
 
31 Social Selling Tips - Ken Krogue
31 Social Selling Tips - Ken Krogue31 Social Selling Tips - Ken Krogue
31 Social Selling Tips - Ken Krogue
 
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
The Quick and the Dead: Use Technology to Communicate Quickly and Kill your C...
 
Learn How to Make Email your New Favorite Sales Tool
Learn How to Make Email your New Favorite Sales ToolLearn How to Make Email your New Favorite Sales Tool
Learn How to Make Email your New Favorite Sales Tool
 
Why LinkedIn is the Ultimate Social Selling Tool
Why LinkedIn is the Ultimate Social Selling Tool Why LinkedIn is the Ultimate Social Selling Tool
Why LinkedIn is the Ultimate Social Selling Tool
 
Data Science: Your Secret Weapon to Closing More Deals
Data Science: Your Secret Weapon to Closing More DealsData Science: Your Secret Weapon to Closing More Deals
Data Science: Your Secret Weapon to Closing More Deals
 
Data-Driven Hiring – Using Science to Build a Winning Sales Team
Data-Driven Hiring – Using Science to Build a Winning Sales TeamData-Driven Hiring – Using Science to Build a Winning Sales Team
Data-Driven Hiring – Using Science to Build a Winning Sales Team
 
Call of Sales Duty: Modern Rep Engagement
Call of Sales Duty: Modern Rep EngagementCall of Sales Duty: Modern Rep Engagement
Call of Sales Duty: Modern Rep Engagement
 
Social Selling Tips and Tools for High Velocity Cold Calling
Social Selling Tips and Tools for High Velocity Cold CallingSocial Selling Tips and Tools for High Velocity Cold Calling
Social Selling Tips and Tools for High Velocity Cold Calling
 
How to Build a World-Class SDR Team
How to Build a World-Class SDR TeamHow to Build a World-Class SDR Team
How to Build a World-Class SDR Team
 
Annual 2014 Lead Response Report by @InsideSales
Annual 2014 Lead Response Report by @InsideSalesAnnual 2014 Lead Response Report by @InsideSales
Annual 2014 Lead Response Report by @InsideSales
 
Steve Richard - Handling Objections and Getting to Yes
Steve Richard - Handling Objections and Getting to YesSteve Richard - Handling Objections and Getting to Yes
Steve Richard - Handling Objections and Getting to Yes
 
Stan Slap - Creating the Competitive Edge and a Brandable Customer Experience
Stan Slap - Creating the Competitive Edge and a Brandable Customer ExperienceStan Slap - Creating the Competitive Edge and a Brandable Customer Experience
Stan Slap - Creating the Competitive Edge and a Brandable Customer Experience
 

Kürzlich hochgeladen

Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfCharles Cotter, PhD
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examplesamberjiles31
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfHajeJanKamps
 
Personal Brand Exploration Presentation Eric Bonilla
Personal Brand Exploration Presentation Eric BonillaPersonal Brand Exploration Presentation Eric Bonilla
Personal Brand Exploration Presentation Eric BonillaEricBonilla13
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursKaiNexus
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...AustraliaChapterIIBA
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessAPCO
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsWristbands Ireland
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato pptElizangelaSoaresdaCo
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhangmcgroupjeya
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Onlinelng ths
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)tazeenaila12
 
Trauma Training Service for First Responders
Trauma Training Service for First RespondersTrauma Training Service for First Responders
Trauma Training Service for First RespondersBPOQe
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfAnhNguyen97152
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsyasinnathani
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsP&CO
 

Kürzlich hochgeladen (20)

Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdfTalent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
Talent Management research intelligence_13 paradigm shifts_20 March 2024.pdf
 
Intellectual Property Licensing Examples
Intellectual Property Licensing ExamplesIntellectual Property Licensing Examples
Intellectual Property Licensing Examples
 
PDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdfPDT 88 - 4 million seed - Seed - Protecto.pdf
PDT 88 - 4 million seed - Seed - Protecto.pdf
 
Personal Brand Exploration Presentation Eric Bonilla
Personal Brand Exploration Presentation Eric BonillaPersonal Brand Exploration Presentation Eric Bonilla
Personal Brand Exploration Presentation Eric Bonilla
 
Developing Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, OursDeveloping Coaching Skills: Mine, Yours, Ours
Developing Coaching Skills: Mine, Yours, Ours
 
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
IIBA® Melbourne - Navigating Business Analysis - Excellence for Career Growth...
 
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for BusinessQ2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
Q2 2024 APCO Geopolitical Radar - The Global Operating Environment for Business
 
Fabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and FestivalsFabric RFID Wristbands in Ireland for Events and Festivals
Fabric RFID Wristbands in Ireland for Events and Festivals
 
Plano de marketing- inglês em formato ppt
Plano de marketing- inglês  em formato pptPlano de marketing- inglês  em formato ppt
Plano de marketing- inglês em formato ppt
 
MC Heights construction company in Jhang
MC Heights construction company in JhangMC Heights construction company in Jhang
MC Heights construction company in Jhang
 
To Create Your Own Wig Online To Create Your Own Wig Online
To Create Your Own Wig Online  To Create Your Own Wig OnlineTo Create Your Own Wig Online  To Create Your Own Wig Online
To Create Your Own Wig Online To Create Your Own Wig Online
 
Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024Borderless Access - Global Panel book-unlock 2024
Borderless Access - Global Panel book-unlock 2024
 
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
Harvard Business Review.pptx | Navigating Labor Unrest (March-April 2024)
 
Trauma Training Service for First Responders
Trauma Training Service for First RespondersTrauma Training Service for First Responders
Trauma Training Service for First Responders
 
Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024Borderless Access - Global B2B Panel book-unlock 2024
Borderless Access - Global B2B Panel book-unlock 2024
 
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdfGraham and Doddsville - Issue 1 - Winter 2006 (1).pdf
Graham and Doddsville - Issue 1 - Winter 2006 (1).pdf
 
WAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdfWAM Corporate Presentation Mar 25 2024.pdf
WAM Corporate Presentation Mar 25 2024.pdf
 
Investment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV IndustriesInvestment Opportunity for Thailand's Automotive & EV Industries
Investment Opportunity for Thailand's Automotive & EV Industries
 
Data skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story pointsData skills for Agile Teams- Killing story points
Data skills for Agile Teams- Killing story points
 
Entrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizationsEntrepreneurship & organisations: influences and organizations
Entrepreneurship & organisations: influences and organizations
 

Norman Behar - Developing Great Sales Managers

  • 1. 1
  • 3. 33 About Sales Readiness Group • Customized sales training programs • Foundational and advanced selling skills • Sales management and coaching programs
  • 4. 44 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…
  • 5. 55 The Sales Leadership Pipeline TURN TURN TURN The Leadership Pipeline by Ram Charan
  • 6. 66 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)
  • 7. 77 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
  • 8. 88 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  • 9. 99 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  • 10. 1010 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
  • 11. 1111 1. Recruiting costs 2. Training costs 3. Salary 4. Missed numbers 5. Lost time 6. Customer risk Cost of Hiring a Bad Sales Rep
  • 12. 1212 • Competitive • Confidence • Integrity • Judgment • Motivation  Planning & Organization  Pride  Resiliency  Responsibility  Work Ethic Sales Competencies
  • 14. 1414 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
  • 15. 1515 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  • 16. 1616 Establish Performance Partnerships • Define/communicate clear performance expectations • Emphasize supportive dialogue • People are accountable for behaviors and results • Everyone seeks feedback High Performing Organizations
  • 17. 1717 Positive and consistent behaviors lead to… Positive and consistent results. Managing Sales Performance
  • 18. 1818 Positive Results Example | Focus on Behaviors Diet Behaviors: • Eating healthy food • Portion control Exercise Behaviors: • Daily 30 minute run • Going to the gym
  • 19. 1919 • Communicate and monitor success factors • Identify key behaviors • Analyze gains/gaps in behaviors • Determine underlying causes • Take appropriate action Performance Management System
  • 20. 2020 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  • 21. 2121 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
  • 22. 2222 What is Sales Coaching ? An ongoing process of analyzing and discussing performance with the objective of improving and reinforcing skills.
  • 23. 2323 Common Sales Coaching Challenges • Not sure how to coach • Not held accountable • Time commitment • Coaching is viewed as remedial or confrontational
  • 24. 2424 Best Practice 25%-40% of a front-line sales manager’s time should be focused on sales coaching
  • 25. 2525 Allocate Coaching Time Based on ROI Sales Skill ROI Time Low Low 10% Medium High 65% High Medium 25%
  • 27. 2727 • Hire • Manage • Coach • Lead Core Skills of Great Sales Managers
  • 28. 2828 Sales Leadership The ability to positively influence the actions and attitudes of the sales team to achieve/surpass their goals
  • 29. 2929 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
  • 30. 3030 Sales Leadership Model Sales Team Sales Vision Decision Making Influence Personal Abilities Sales Manager
  • 31. 3131 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