How does the salesperson become a sales manager?
By being a proven, successful salesperson
By being in the right place at the right time
Hopefully, by having the management skills necessary to manage salespeople (not all salespeople make good managers)
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We have an idea of what makes a successful salesperson. Why do salespeople fail?
List 10 reasons you think salespeople fail.
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Why salespeople fail
• • • • • • Poor listening skills Failure to concentrate on top priorities Lack of sufficient effort Inability to determine customer needs Lack of planning for sales presentation Inadequate product/service knowledge
LEAST significant reasons • Marital problems • Poor administration skills • Substance abuse • Emotional immaturity • Pre-call negative assessment of prospects • Deficient job-related aptitude
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What do sales managers say are the most important characteristics of successful salespeople?
First, • Good, positive attitude
Followed by, • proper training • good work habits • self motivation
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From Rep to Manager
• • As a manager, you turn your attention more internally - to your team You will need to build your team, motivate your team, obtain the resources your team needs for success, evaluate your team and reward your team. This will involve negotiating internally on behalf of your team, assisting your team with call strategy, joint calls with your team members, establishment of objectives and evaluative criteria for your team, and consistent adherence to your plan. You will need to analyze customers and competitors individually and by segments You will need to redirect your team when necessary for the good of the firm You will need to set a vision for your team to follow
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To move from rep to manager, you usually must demonstrate an aptitude (or potential) for doing these things
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Sales Management Activities
• • • • • • • • • • • • Designing strategies that fit corporate strategy (includes dedicated reps vs. sales agent decisions) Analyzing customer markets to determine necessary sales force size Forecasting Recruiting and selecting sales people Designing and assigning people to territories Designing compensation systems Motivating and leading Maybe pricing decisions Evaluating the sales organization and the sales people Considering ethical issues throughout Designing training systems Obtaining resources for sales force / selling internally on their behalf
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