february 10, 2011 paving the way to sales management success

February 10, 2011

Paving the Way to Sales Management Success

Webinar Series

Paving the Way 1

The Path to Achieving Goals 2

Managing Sales Activity 3

Training for Top Performance

4

The Coaching Clinic 5

Best Practices 6

Panel of Experts

Nancy BandyModerator

Nancy BandyModerator

Wayne TurchettaWayne TurchettaDave BavisottoDave Bavisotto

Woody WoodallWoody Woodall

Steve SmithSteve Smith

Today’s Presenter

Wayne TurchettaVice President/Sales ManagerHMC Service Co.Louisville, Kentucky

Wayne TurchettaVice President/Sales ManagerHMC Service Co.Louisville, Kentucky

Today’s Goals

• List characteristics of a good/great Sales Manager

• Identify major mistakes Sales Managers make

• Determine the Sales Manager’s priorities

• Provide additional resources for answers

Creating Sales Success

1. Sell work at fair and reasonable profit

2. Good technicians to perform quality work

3. Loyal, long-term customers A Solid Foundation to Build onA Solid Foundation to Build on

Poll #1

• Sales ability

• Technical knowledge

• People skills

• Decision-making ability

• Organization skills

• Other

QUESTION: What are the 3 top factors you think make

a good sales manager? (Select 3 from the list below)

QUESTION: What are the 3 top factors you think make

a good sales manager? (Select 3 from the list below)

1. Manages people, not sales.

A Great Sales Manager

Sales Force Mix

MaintenanceMaintenanceMaintenanceMaintenance RepairsRepairsRepairsRepairs ProjectsProjectsProjectsProjects

Intermediate Intermediate

VeteranVeteran

Novice Novice

Intermediate Intermediate

Veteran Veteran

Novice Novice

Intermediate Intermediate

Veteran Veteran

Novice Novice

The Multi-Generational Workforce

Today

5%

Traditionalists

5%

Gen X30%

Gen Y18%

Boomers47%

Future

7%

Traditionalists

7%

Gen X30% Gen Y

30%

Boomers33%

1925 – 1942: Traditionalists1943 – 1960: Baby Boomers1961 – 1981: Gen X1982 – 2004: Gen Y

1. Manages people, not sales.

2. Finds and keeps good salespeople.

A Great Sales Manager

Finding Good Salespeople

It’s hard to find a good tech,It’s hard to find a good tech,but even harder but even harder

to find a good to find a good salesperson!salesperson!

It’s hard to find a good tech,It’s hard to find a good tech,but even harder but even harder

to find a good to find a good salesperson!salesperson!

My Sales Team

Finding Good Salespeople

Opportunities for finding good salespeople

Internal

• Techs

• Others

• Ad in paper

• Internet

Job Posting Word of Mouth

• Referrals

• Recruit from competitors

Head Hunters

• Agencies

• Consultants

Poll #2

• Newspaper ads• Internet• Head hunters/employment agencies• Technicians• Non-technical internal employees• College recruiting• Recruiting experienced from other industries• Other

Which approaches have been most successful for you in finding good salespeople?(Select the top 3 methods)

Which approaches have been most successful for you in finding good salespeople?(Select the top 3 methods)

Social Media and Business

BLOGShvac-tools.blogspot.com

everythinghvac.blogspot.comgroups.google.com/group/alt.hvac

Creating Great Salespeople

“It’s not just finding the right people.It’s working with them to bring out the best in them.”

Recruiting

Orienting

Hiring

Retaining

Training

Motivating A Strategic Process

A Strategic Process

10%Low-

Performers

80%ConsistentStandard

Performers

10%Excellent

Performers

Into which category would your salespeople fall?

Where do you spend your time?

The Typical Sales Force

Our Hiring History

“Hire quickly.

Fire slowly.” “Hire quickly.

Fire slowly.”

From Technician to Sales

“Does this person have the right abilities and will he make the sales team better?”

“Does this person have the right abilities and will he make the sales team better?”

A Top Performing Sales Manager . . .

. . . Depends on a top-performing team

. . . Depends on a top-performing team

Gaining Experience

SalesSalesManagerManager

SalesSalesManagerManager

Move from sales to management; no experience and no training

Training programsConferencesWebinarsPeer Groups

Attend training programs, but not specific to sales

management

Mentoring by a good sales manager

Ways to Gain Sales Management Experience

Today’s Wrap-up

• We manage people, not sales.

• Finding good people is important, but developing them is critical.

• Creating great salespeople is a strategic and ongoing activity, not a one time event.

• Resources are available to gain relevant experience.

Future Webinars

Path to Achieving Goals

Training

Managing Sales Activity

Coaching

Best Practices

Sales Management

Sales Management

Setting goals and sales plansCompensation

Goal Setting – April 13

Sales Activity – June 1Type and frequency of activitiesHow to monitor performance

Training – August 10The 9-box training matrixTraining by skill and service sold

Coaching – September 28 How to coach salespeopleAdapting to different levels of experience

Best Practices – December 7 What other companies are doingResources of interest to sales managersTo register for future programs

http://msca.webex.com

To register for future programshttp://msca.webex.com

Next Sales Training

Re-Energize Your Sales Force:Selling Skills Training Program

March 14 – 16, 2011Irvine Marriott

Irvine, CA

Re-Energize Your Sales Force:Selling Skills Training Program

March 14 – 16, 2011Irvine Marriott

Irvine, CA

Closest Airport: Orange County/John Wayne/SNAHotel is within 1 mile of airport

Closest Airport: Orange County/John Wayne/SNAHotel is within 1 mile of airport

Questions & Answers

What questions do you have?What questions do you have?

For Further Information

Barbara DolimExecutive Director, MSCA301-869-5800bdolim@mcaa.org

Barbara DolimExecutive Director, MSCA301-869-5800bdolim@mcaa.org

Wayne Turchetta502-375-0440turchettaw@hmcservice.com

Wayne Turchetta502-375-0440turchettaw@hmcservice.com

Nancy Bandy949-458-9464nbandy@trainsitions.com

Nancy Bandy949-458-9464nbandy@trainsitions.com

Thank You!