7 Secrets to Successful Sales Management
Secret One Vision
The sales manager who has vision can create the future.
Share your vision with your sales team
Secret Two Leadership
Good leaders are listeners, they care about their sales people, they believe in team work
Good leaders build trust, loyalty and long term relationships
Secret Three Goals
Goals follow a vision to lead your people toward, if you don't know where you are going any road will do.
Jack Falvey (an American Sales Trainer) says "Your are not in the tourist business.
Without a call objective a sales rep is only a well paid tourist.
All goals should follow the PRAMKU formula
P Practical
R Realistic
A Attainable
M Measurable
K
Known
U Understood
Secret Four Recruiting
Finding a world class footballer seems easier to find than a first class sales person Before finally
recruit a new sales person send him or her out into the field with your two best sales people for
a day and ask your sales people to give you an honest and separate evaluation of the person.
Secret Five Training
Have you ever noticed that the highest paid footballers in the world spend more time training than playing.....makes you think! The formula is ASK
Attitude
Skills
Knowledge
Secret Six Coaching
You need to be a good communicator, identify the strength and weaknesses of your sales people,
reinforce the strength’s, providing good coaching to correct the weaknesses. Work in the field with your sales people on a regular basis.
Secret Seven..Motivation
"You don't motivate people to succeed, instead you provide people with an opportunity to succeed and they will become motivated" Herzberg
From the book 7 Secrets to Successful Sales Management by Jack D. Wilner (Publisher St Lucie Press) Buy this book click here
