nz sales manager issue 73
DESCRIPTION
In Sales? NZ Sales Manager is the free e-mag for sales managers, business owners and sales professionals, throughout New Zealand and the world.TRANSCRIPT
1 / www.nzsalesmanager.co.nz
JuLY 2013 Issue 73
NZ’s e-mag for saLes Leaders
Are you readyto meet the CEO?Sales basicstake the test!Speak in their language,not yours
Five keys to leadership success
www.nzsalesmanager.co.nz / 2
THIs WeeK's musT read
fIve KeYs To LeadersHIp success
Transform your team’s performance
are You readY To meeT THe ceo?
When it is the meeting you have been waiting for
QuIcK fIx
speaK IN THeIr LaNguage, NoT Yours.
It’s not what you sell, it’s how you sell
TWo mINuTe Top up
TaKe THe TesT
resource corNer
THe arT of saLes maNagemeNT
Lessons learned on the fly
caLeNdar
THe cLose
6
10
13
14
16
17
18
coNTeNTs
3 / www.nzsalesmanager.co.nz
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www.nzsalesmanager.co.nz / 4
from THeedITor
I’ve just come back from a two
day conference, which reminded
me how important it is to prepare
for the unexpected, as you never
know who you might meet. In this
issue, Mark Hunter gives some
excellent advice on how to prepare
for a meeting with a CEO. For
some of your clients, this may be
a rare opportunity, and you should
prepare well.
For a pre-arranged meeting, there
are no excuses to be unprepared.
However, you never know when you
might meet the CEO, and I suggest
it is worthwhile being sufficiently
prepared for a chance meeting
with the CEO on any visit to your
client’s offices.
I remember meeting a CEO once in
the carpark outside the office – I had
parked in his space. His greeting was
fairly hostile so I don’t recommend
this as part of your strategy, but you
will encounter better opportunities,
and you need to make the most
of them.
Happy selling
paul
ABOUT /Short and sharp, New Zealand
Sales Manager is a free e-magazine
delivering thought provoking and
enlightening articles, and industry
news and information to forward-
thinking sales managers, business
owners and sales professionals.
EDITOR / Paul Newsom
ART DIRECTOR / Jodi Olsson
GRAPHIC DESIGNER / Sevim Dogru
GROUP EDITOR / Trudi Caffell
CONTENT ENQUIRIES /
Phone Paul on 04 586 4733 or email
ADVERTISING ENQUIRIES /
Phone Richard on 09 522 7257 or email
ADDRESS / NZ Sales Manager, C/- Espire
Media, PO Box 99758, Newmarket,
Auckland 1151, NZ
WEBSITE / nzsalesmanager.co.nz
IssN 2230-4762
NZ saLes maNager WouLd LIKe To acKNoWLedge THe supporT of our maJor parTNers
Why does stray need mobiles?Our tagline is “off the beaten track” so we’re not staying at your main destinations. We’re getting out there to the extremities of New Zealand and our sole way of being in contact with our drivers is through phone communications. We have changes happening all the time and we need to be able to contact our team in real-time.
What Was your old provider like? There were large phone bills and if we had a problem like a phone outage it seemed they were either busy or they weren’t organised, and couldn’t get back to us. It was very frustrating and it became a constant problem within the business.
and What impact is 2degrees having? It saved us $60,000 in the first year. In the second year, it’s going to save us that again. All this will go back into marketing campaigns or growing other parts of the business. The other impact is having an Account Manager I can get hold of to get solutions to my problems when I need them.
hoW is the coverage? The coverage is fantastic. Regularly, I’m on road trips across New Zealand and off the beaten track and haven’t experienced issues with coverage. With our old provider there were a lot of black spots around Auckland and I don’t get those with 2degrees. And the bus drivers could be at Cape Reinga, they could be at Stewart Island, they could be down the West Coast; so in all sorts of different coverage areas and 2degrees works well for us.
3 x $89 plan 37 x $49 plan 1 x $149 plan
What difference do mobile devices make?Our drivers are now able to use their smartphones and other mobile devices to show videos, photos and information about other tour packages and options available, like our operations in Thailand, Laos, Cambodia and Vietnam. We couldn’t do that before and it has made a huge difference. Of course, they’ve now got email and internet access too.
hoW reliable is the netWork?Since I’ve been with 2degrees I’ve forgotten about reliability issues because there are none. Previously I regularly had issues. I would be on the internet and it would drop out and when I sampled a 2degrees SIM card in there, I was amazed at the speed, how much quicker it was. I would regularly be on the phone with the last network and it would just drop a call. I don’t get that any more. As I said, the word reliability has disappeared from my vocabulary because it is so reliable.
case study: stray
[email protected] 022 BIZ (249) 2degreesmobile.co.nz BUSINESSbetter
For video case studies about Stray and other businesses who have made the move to 2degrees Business, please visit 2degreesmobile.co.nz/business
“ I’ve forgotten about reliability issues because there are none.”Stray Limited is an adventure bus company taking travellers to out-of- the-way places around New Zealand. We caught up with Operations Manager, Brett Hudson to talk about 2degrees and their business.
StrayAdventure Travel
50 staff41 mobilesAround NZJoined 2012
Brett Hudson Operations Manager, Stray
“You need damn good partners for successful business, and 2degrees I put in that category.“ Brett Hudson, Operations Manager
Why does stray need mobiles?Our tagline is “off the beaten track” so we’re not staying at your main destinations. We’re getting out there to the extremities of New Zealand and our sole way of being in contact with our drivers is through phone communications. We have changes happening all the time and we need to be able to contact our team in real-time.
What Was your old provider like? There were large phone bills and if we had a problem like a phone outage it seemed they were either busy or they weren’t organised, and couldn’t get back to us. It was very frustrating and it became a constant problem within the business.
and What impact is 2degrees having? It saved us $60,000 in the first year. In the second year, it’s going to save us that again. All this will go back into marketing campaigns or growing other parts of the business. The other impact is having an Account Manager I can get hold of to get solutions to my problems when I need them.
hoW is the coverage? The coverage is fantastic. Regularly, I’m on road trips across New Zealand and off the beaten track and haven’t experienced issues with coverage. With our old provider there were a lot of black spots around Auckland and I don’t get those with 2degrees. And the bus drivers could be at Cape Reinga, they could be at Stewart Island, they could be down the West Coast; so in all sorts of different coverage areas and 2degrees works well for us.
3 x $89 plan 37 x $49 plan 1 x $149 plan
What difference do mobile devices make?Our drivers are now able to use their smartphones and other mobile devices to show videos, photos and information about other tour packages and options available, like our operations in Thailand, Laos, Cambodia and Vietnam. We couldn’t do that before and it has made a huge difference. Of course, they’ve now got email and internet access too.
hoW reliable is the netWork?Since I’ve been with 2degrees I’ve forgotten about reliability issues because there are none. Previously I regularly had issues. I would be on the internet and it would drop out and when I sampled a 2degrees SIM card in there, I was amazed at the speed, how much quicker it was. I would regularly be on the phone with the last network and it would just drop a call. I don’t get that any more. As I said, the word reliability has disappeared from my vocabulary because it is so reliable.
case study: stray
[email protected] 022 BIZ (249) 2degreesmobile.co.nz BUSINESSbetter
For video case studies about Stray and other businesses who have made the move to 2degrees Business, please visit 2degreesmobile.co.nz/business
“ I’ve forgotten about reliability issues because there are none.”Stray Limited is an adventure bus company taking travellers to out-of- the-way places around New Zealand. We caught up with Operations Manager, Brett Hudson to talk about 2degrees and their business.
StrayAdventure Travel
50 staff41 mobilesAround NZJoined 2012
Brett Hudson Operations Manager, Stray
“You need damn good partners for successful business, and 2degrees I put in that category.“ Brett Hudson, Operations Manager
www.nzsalesmanager.co.nz / 6www.nzsalesmanager.co.nz / 6
musT read
“There may be natural-born leaders, but there are so few of them that they make no difference in the
greater scheme of things.” (Peter Ducker)
FivE kEyS tO lEAdErShip SuCCESSTransform your team’s performanceBy Rob Berg
7 / www.nzsalesmanager.co.nz
musT read
this is one of the most liberating aspects of
leadership; Leadership can be learnt, it’s not
something we have to be born with!
Leadership is also not just the realm of the elite few
who rise to the C-suite of an organisation. Anyone
in any position, whether self-employed, a new intern
or sales rep out in the more remote areas of New
Zealand, can not only learn leadership skills and
traits, but can also be seen as a leader by those
So if leadership can be learnt, what are the most
important aspects of being a leader?
There are many books on being a great leader
and the key leadership traits that it can often be
confusing where to start. Often we look at our own
experiences and who we think have been good
leaders and try, with varying degrees of success, to
emulate their qualities or style. However, the truth
is that there are many good leaders with different
qualities that it can be difficult to know where to
start, nor do we necessarily want to be a clone of
other leaders we have come across.
That said, it is possible to focus on the essential
principles that will assist you in becoming a great
leader no matter what position or title you currently
hold. On an individual level they can help you to
take more control over your own career.
There are five key steps to being a good leader.
“there may be natural-born leaders, but there are so few of them that they make no difference in the greater scheme of things.”
1. HAVING A VISION
No matter what position you hold, decide upon a
vision. If you are a sales manager, work with your
team to come up with the team’s vision. The key
here is to do this as a team and not have your own
vision imposed upon them. The vision should also
relate to the overall vision of your organisation
(assuming it has one!).
Great leaders also have a personal vision, so no
matter what your role is in your organisation,
develop your own personal vision. Have something
for yourself to work to.
2.WHAT ARE YOUR VALUES?
Once you have worked out your vision, ask yourself:
• what are the three most important values that
your company/ team is based on?
• What do you believe in and stand for in
your business?
9 / www.nzsalesmanager.co.nz 9 / www.nzsalesmanager.co.nz
• What are the three most important purposes of
your business? Why does your company exist?
• What are your three most important goals
right now?
3.HAVE THE COURAGE TO TAKE RISKS
“Move out of your comfort zone. You can only grow
if you are willing to feel awkward and uncomfortable
when you try something new.” (Brian Tracy)
Great leaders are prepared to take risks as without
risk there is no growth or improvement.
4.TAKE RESPONSIBILITY
• Saying “I am responsible” means “I accept my
role as the leader”
• Don’t make excuses when things go wrong
• Stay cool, calm and collected when under
pressure
• Focus on the opportunities of tomorrow rather
than the problems of yesterday
5.ALLOW FOR MISTAKES
Be willing to make mistakes and let your team make
mistakes. Give your team the opportunity to try
new ways of working and being innovative. What
is important is to acknowledge in advance that
mistakes will be made and then when they are to
ask what lessons can be learnt. Bill Gates summed
this up perfectly when he said, “setbacks are not
failures, they’re feedback”.
If you want to transform your own and your
team’s performance, being seen as a leader is
critical to your success. By going through this
process of defining your vision, values and goals
together as a team they will feel more motivated
as they have invested a part of themselves in
the process. The success of the team becomes
more intrinsically linked to their own success and
therefore your success as the sales manager. If you
are not managing a team, then go through the
process yourself, role model your values and watch
opportunities open up to you as never before.
i Thompson, M & Tracy B. (2011), “Now…..Build A
Great Business!”. Amacom. New York
ii Gates, B. (2012), “Impatient Optimist”. Hardie
Grant. London
musT read
rob Berg is the director of KNd consultancy, a management consultancy company specialising in strategic and change management and now offering Brian Tracy business development training in New Zealand. To find out more visit www.kndconsultancy.co.nz
www.nzsalesmanager.co.nz / 10
When it is the meeting you have been waiting for
ArE yOu rEAdy tO mEEt thE CEO?
it’s the meeting for which you’ve been waiting.
Finally, you’ve been able to secure a
meeting with the CEO of the company you
know you can help. For the past year, you’ve
been researching the company and developing
relationships with as many people as possible.
In particular, you have gotten to know the two
gatekeepers who have been up to now blocking
your way to the CEO. Last week your call to the
administrative assistant finally hit home and you’re
on the CEO’s calendar in three weeks.
Now is the time to get ready.
By Mark Hunter
11 / www.nzsalesmanager.co.nz
The degree to which you prepare will directly
impact the success of your meeting.
Below are 6 key things you need to do before
your meeting:
1. Set up Google Alerts to receive any updates
that may appear on the internet for the
company, the person you’re going to meet and
the other top people in the company with whom
the CEO interacts.
2. If the company is publically traded, read their
annual reports and their quarterly filings,
and listen to the recordings of their quarterly
investor calls.
3. Benchmark the company with their major
competitors to determine how they compare.
4. Identify the strategic objectives on which the
company is working. In particular, learn all you
can about the key initiatives with which you have
reason to believe the CEO is most concerned.
5. Monitor the news to determine if there are any
political or newsworthy events that could impact
either the CEO or the company. Monitor the
trade journals and industry websites that pertain
to the company’s industry.
6. Know the educational background of the CEO
and identify any key alumni and school events
with which the CEO may be connected.
Use the information you obtain from the activities
listed above to help you develop a list of “peer
comment/questions” you can share with the
gatekeeper or CEO if the opportunity arises.
“Peer comments/questions” are those things you
can share briefly with the CEO or gatekeeper
that allow them to see that you are aware of the
environment in which they operate – and that you
are comfortable talking about those things.
By positioning your peer comment as a question,
you not only have the ability to share something
with them, but you also will engage them in
conversation. Making a peer comment/question
part of your opening dialogue with the CEO will
reassure the CEO that they are not wasting their
time with someone who does not understand how
valuable the CEO’s time is. It also demonstrates
that you comprehend their level of decision-
making responsibility.
Remember – your peer comment/question is not
the opportunity for you to share your 5,000 word
opinion on a topic. Your comment/question should
be brief and framed as an opening to get the CEO
to share their opinion.
It is not necessary for the peer question/comment
to relate directly to your meeting topic. In fact, it is
better if it is on a completely different topic. You will
show the CEO that you do not have tunnel vision
www.nzsalesmanager.co.nz / 12
and you have a broader understanding of the world
in which they operate.
If you’re wondering why I use the term “peer,” it is
because the topic you’re bringing up is designed to
be a topic the CEO may very well be discussing with
their peers. This allows the CEO to naturally begin
to see you as one of their peers, thus increasing
their comfort in sharing information with you.
Earlier in this article, I mentioned that you shouldn’t
hesitate to share your peer comments/questions
with the gatekeeper as well. The gatekeeper is
really an extension of the CEO. When you make
relevant comments or pose “peer” questions,
you increase the gatekeeper’s comfort level. If
the gatekeeper feels comfortable with you, this
contributes to the CEO feeling comfortable.
If you have managed to land that all-important
meeting with a CEO, don’t delay in your
preparation. Invest the effort and time now so you
can experience the valuable dividends later.
mark Hunter, The sales Hunter, is author of “High-profit selling: Win the sale Without compromising on price.” He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales. To get a free weekly sales tip, visit www.ThesalesHunter.com. read the first chapter of his instant-classic “High-profit selling” here.
13 / www.nzsalesmanager.co.nz 13 / www.nzsalesmanager.co.nz 13 / www.nzsalesmanager.co.nz
We all have acronyms and abbreviations
that we use on a daily basis and that
quickly become habit to use. Your
prospect or customer doesn’t work at your company,
so make it easy for your customers to understand
what you are saying. Don’t assume that your
SSRI solution will win over the customer. Do your
homework and explain ‘secure storage and retrieval
of information’ in their world. Leave the acronyms in
your own office and talk in the customer’s language.
QuIcK fIx
IT’s NoT WHaT You seLL, IT’s HoW You seLL.
lAnguAgE
Why are some people more successful than others? Why do only a small number of people ever achieve their goals?
Brian Tracy Training and Development Programmes can help you achieve your personal and business goals faster by teaching you proven techniques that have been successfully used by many of the world’s top achievers.
For more information visit www.kndconsultancy.co.nz or call us on 09 889 1100
KND Consultancy is a management consultancy company specialising in change and strategic management, now offering Brian Tracy training programmes in New Zealand.
QuIcK fIx
SpEAk in thEir lAnguAgE, nOt yOurS
www.nzsalesmanager.co.nz / 14www.nzsalesmanager.co.nz / 14
Take the testBy John Shackleton
SAlES BASiCS
At the start of every season athletes devote time to
re-learning the basics of their sport, knowing that
these have to be spot on before they can develop
and advance.
In sales we don’t tend to do this. We go on courses
to advance our skills, but unless we are good at
basics these skills won’t give us an advantage. Take
a look at this vIdeo about the basics of sales and
see what you score!
EDITORS NOTE:
Sales managers might like to use this not so
much as a test, but as a discussion exercise at a
sales meeting.
HERE’S A COUPLE OF EXAMPLES:
It sure helps when we are liked by our clients, but
on a first meeting, sales people who try too hard
to be liked and to be everyone’s friend, generally
come across as false and untrustworthy. Using all
2 mINuTe Top-up
www.nzsalesmanager.co.nz / 14
your interpersonal skills, the aim is to establish
your credibility as a professional, and to begin to
gain trust. Being liked will be the outcome, but
it is credibility and trust will set you apart from
your competition.
Remembering people’s names doesn’t come
easy to some of us, particularly if you meet three
people for the first time, at the same time. So
what are a few of tips to help with this?
• Repeat the person’s name back to them as
soon as they introduce themselves. “Hello
Tony, how are you?”
• Ask a short question, rather than begin
talking about yourself. Take a moment while
they are answering to repeat their name in
your mind. If you start doing the talking, your
mind will be working on what you are saying,
not on people’s names
• Associate their name with someone or
something very familiar to you. It can be
anything, no matter how ridiculous. If your
daughter rides a pony, then Pony, Tony, might
work. If your brother in law is also a Tony,
then make the association to the other person
you know well.
You will have some fun turning this into a training
session. You may or may not choose to dwell on
question 10!
John shackleton is one of australasia’s leading inspirational and motivational speakers. His exhilarating master classes put sales teams, managers and business owners through their mental paces to help them achieve best performances in their business and personal life. To find out more, visit www.johnshack.com
2 mINuTe Top-up
FANTASTIC CAREEROPPORTUNITYFOR SALES EXECUTIVES
Would you be interested in joining a company that can offer you: •$55k+healthbenefits+carallowance+commission •Anindividualisedtraininganddevelopmentprogramme •Careerprogressiononaninternationallevel
In our deadline driven environment, you will need to: •Haveahighdegreeofmotivationtoexceedgrowthtargetsby acquiringnewbusiness •Haveexcellentinterpersonalrelationshipskillstoup-selland/or crosssellthefullrangeofTNTproducts •Becustomerfocusedandenjoydevelopingnewbusiness opportunities
If you can hit the ground running, TNT Express is looking for Sales Executives for its Auckland and Wellington offices. We are: •AnInvestorinPeopleaccreditedcompanywhichisfastmoving andforwardthinking •Aleadingbrandintheglobalexpressindustry •Amulti-culturalteamthatcelebratesdiversitywithinthe`TNTfamily’
Welookforwardtohearingfromyou.
SITUATIONS VACANT
2013
resource corNerresource corNer
authors: Michael Delawarepublisher: ‘If, And or But’price: US$2.99 from www.amazon.com
the ‘The Art of Sales Management’ is about
the art of being a successful sales manager,
and guiding the most talented people in
an economy. The Art of Sales Management lessons
imparted in this book consist of lessons learned over
four decades in the field of salesmanship and sales
management by the author.
The book is designed to be both a philosophical
and practical text on the subject. Sales Management
refers to the managing of a team of salespeople,
and building them into a team rather than having
them merely function as a group. Teams work
together as a cohesive unit, and groups tend to be
a collection of individuals working independently,
often going in different directions. This book seeks
to engage the sales manager in the excitement of
building any group of salespeople into a cohesive
unit or team; brand new or long established.
This book is not only about sales management, it
is about leadership, teamwork and making each
experience in life into a ‘moment’, and learning the
lessons from those experiences and moments and
thus becoming even better at what you do. It is
about creating and experiencing the game of sales
as it was meant to be played.
THe arT of saLes maNagemeNT
LessoNs LearNed oN THe fLY
www.nzsalesmanager.co.nz / 16
17 / www.nzsalesmanager.co.nz2013
daTe Name pLace compaNY LINK
Thursday 1st August cold calling andprospecting
Auckland Top Achievers Sales Training
www.topachieverssalestraining.co.nz
Tuesday 6th August essential client manage-ment
Hamilton The Marketing Company
http://events.themarketingcompany.
co.nz/courses/4-essential-client-man-
agement
Tuesday 6th August -
Thursday 8th August
scotwork advancing Negotiating skills
Wellington Scotwork Nego-tiating Skills NZ
http://www.scotwork.co.nz/
Thursday 8th August overcoming objections Auckland Top Achievers Sales Training
www.topachieverssalestraining.co.nz
Tuesday 13th August social media and sales Auckland Top Achievers Sales Training
www.topachieverssalestraining.co.nz
Tuesday 13th August sales Ignition day Christchurch The Marketing Company
http://events.themarketingcompany.co.nz/courses/2-sales-ignition-day
Friday 16th August cross selling & up sell-ing
Hawkesbay The Marketing Company
http://events.themarketingcompany.
co.nz/courses/22-crossselling-upselling
Tuesday 20th August Winning Business as an sme
Auckland Shipley NZ http://www.shipleywins.co.nz/public-training-schedule.html
Monday 26th August -
Tuesday 27th August
superior selling skills Auckland KND Consultancy
www.kndconsultancy.co.nz
Tuesday 28th August Winning through power-ful presentations
Wellington Shipley NZ http://www.shipleywins.co.nz/public-training-schedule.html
caLeNdar
www.nzsalesmanager.co.nz / 18
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resource corNerTHe cLose
“Successful people are always looking for opportunities to help others. Unsuccessful people are asking,
“What’s in it for me?” ” - Brian Tracy