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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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…
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)
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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
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
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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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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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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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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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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