february 10, 2011 paving the way to sales management success
TRANSCRIPT
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, [email protected]
Barbara DolimExecutive Director, [email protected]
Wayne [email protected]
Wayne [email protected]
Nancy [email protected]
Nancy [email protected]
Thank You!