The Role of Sales Management
As Sales Manager, you are in control of the power house of company growth and development because you are in charge of sales, and that means growth and development.
It is you and your sales team that will drive the success of your business.
A product or service, no matter how well designed, will only succeed with great sales, and great sales teams are developed by great Sales Managers.
6 Key skills of Sales Managers of todayÖ.
1. Recruit Train and Motivate a team of high achieving Sales Professionals
2. Identify Key Result Areas
3. Increase Motivation
4. Increase Knowledge
5. Increase Sales
6. Increase Profits
It is important that all Sales Managers review and take stock of their skills, notice patterns of behaviours and challenges that they are finding hard to deal with. Being top of their game is crucial when managing a competitive department.
How to assess your skills and identify any skills gaps?
Define and list everything you do or should do in your job. They may include the following:
Make a full list of everything.
Take your list to the next level and define the competencies needed to complete each task.
Now score yourself on a scale of 0 to 10 against each competency in terms of how good you think you are.
Remember you need input from others, this could include your boss in a meeting or when you have an appraisal or you could ask your team when you are giving appraisals or in a meeting.
Once this is done, you will be able to see where the major differences are and then plan to update your skills with relevant courses, seek a coach or mentor for support.
Also use the same process for each of your team, you may be surprised when you know the areas that they are not so confident or skilled in.
MLP have been delivering courses for over 25 years here are some quick links you may find useful.
Change Ė Friend or Foe
Itís not always easy to predict what will happen in a commercial environment but if thereís one thing that has always and will always happen, itís change.
Despite the inexorable nature of change, many businesses are not prepared for it and their employees often resist it, reducing the potential for positive outcomes and continuous improvement.
Successful businesses, however, not only embrace external change but actually embed proactive, positive change into their business culture, which enables them to maximise opportunities, manage risk and drive business development.
So how can you take control of change in your business and ensure that your entire team embraces it to maximise the potential for continuous improvement?
The first step is to define change and recognise its symptoms; in order to manage change you need to understand what causes it and what implications it brings to your business.
Organisations experience change for all different kinds of reasons: external forces such as market conditions, supply chain issues or technological advances can initiate change. Internal factors can also come into play, and these can include anything from implementation of new processes to a change of management team.
Many of these changes are foreseeableÖsome are not, but a business that has mastered change management at all levels will be better able to predict and drive change, using it to enhance the companyís performance rather than threaten its stability.
In order to take this continuous improvement approach to change rather than allowing it to become a cause for strategic drift you must not only master change as a business leader but must also tackle resistance to change throughout your organisation. While itís human nature to be reticent about change, empowering your team at all levels to identify opportunities for positive change and then drive and deliver it will help to engender a culture where it is an integral part of positive business improvement. In this way, you can convert it from the enemy of the status quo into the catalyst for building a better business.
Developing this positive approach to change across your business will not only enable you to drive continuous improvement, it will also help to boost morale and motivation.
Why? Because an employee that feels part of something positive and can take a level of ownership for delivering change will see a greater sense of purpose in their job and will understand their role in the companyís success.
Creating that culture cannot happen of its own accord, however. Mastering change as a business means mastering change as a leadership teamÖand to do that you need to be able to analyse successful change, overcome resistance and lead positive change with good practice and motivation.
For your company to succeed in mastering change you need to equip yourself with the tools to lead and create a high performance culture within your organisation. Some of this is about attitude, strategic approach and management structures; many senior leadership teams can benefit from targeted training, however, enabling them to plan for change and embed positive cultures in their organisation.
The starting point is to recognise that change is inevitable and must therefore be part of strategic planning and a constructive approach to continuous improvement. So whether you are a business leader that has recently had to overcome resistance from you team or youíre a manager that would like to understand more about your own responses to change, learning more about what you can do to enhance your company might be the first positive change you need to make here
By Mike Le Put, Director, MLP Training
Key skills for Top Managers in any business.
How can you help every member of your team become an even greater asset to your business?
Coaching & Mentoring are development techniques designed to enhance the skills, knowledge and work performance of every member of your business team. They are techniques that apply to employees in all departments and at all levels.
Your people are your greatest assets and by supporting them through an established process of coaching and mentoring you will instil confidence and create a positivity that will lead to even greater business success.
Joining a good coaching and mentoring programme will teach you the skills required for both coaching and mentoring and shows the relationship between the two skills - how they complement each other, as well as the distinction between where and when you should coach or mentor.
Where coaching generally focuses on a particular task, some individuals need to learn mentoring which focuses on the whole person. Mentoring is about the guidance and support you can give to an individual that gives their career direction and purpose.
Coaching is a master skill of great Managers, Supervisors and Team Leaders. Having invested in recruiting the best people, the best Managers invest in coaching to develop, motivate and retain great people.
Become a Coach and Mentor learn from expert trainers and become the powerful coach and mentor that will strengthen your team and propel your business to greater success.
Develop your coaching and mentoring skills to:
- Be a powerful coach and Mentor
- Find the good and great in every member of your team
- Help them set development goals
- Help them gain high self-esteem and confidence
- Help them to help you grow the business
- Give them support and encouragement
- Praise the procedures you want repeated and then teach them to become the next coach and mentor
Join MLP Training for their next Coaching and Mentoring master class at the Bolholt Country Park Hotel, Bury
Achieve success by becoming a powerful Coach and Mentor - call today 01204 888 826
The motivational power of recognition
One of the most asked questions on our Sales Managers' Masterclass programme is:
ďHow do I motivate sales people?Ē
If you want to motivate your sales people, then itís simple. Catch your people doing something right and praise the procedures you want repeated. Recognition is a massive motivator. It costs nothing to say thank you but the rewards from recognition are priceless.
I can remember doing a motivational survey for one of our customers to see if we could find the biggest motivators and the best manager. We got about 48 delegates in a room seated at round tables with 6 people per table.
Each delegate had to complete a number of sentences such as:
- 'The biggest Motivator is...'
- 'The biggest de-motivator is...'
- 'If you want to motivate us you should...'
- 'If I was in charge of motivation I would...'
We had about 20 questions altogether and at the end of the exercise each team had to compare notes and reach agreement prior to giving feedback to the entire group. While the delegates worked on their task the mangers listed what they believed to be the biggest motivating factors.
The managers list looked something like this:
These factors are important to attract salespeople to the business but they soon become an entitlement. ďIím entitled to a BMW, itís part of the package.Ē
So what was the biggest Motivator and who was the best Manager?
The biggest Motivator was recognition and the best Manager 'Mark Johnson'. Why was he the best manager? He's interested in me. He's the only one that takes the time to talk to me and more importantly listens to me when he does not want anything.
When you see, the other managers coming you think here comes extra work or I must be in trouble. Mark always has something good to say about my work. He always finds time to thank me for the small things that make a big difference.
How do you measure motivation?
You can measure the level of motivation by what your people do after they do what you paid them to do.
They go the extra mile for managers who say 'thank you'.
Catch your people doing something right and praise the procedures you want repeated.
For more information about MLP Training and the courses on offer, visit our website.
Get Appointments Over the Phone
Learning how to turn your phone into an Appointment Making Machine can be difference of success or failure in your job.
Today, I want to cover some useful tips that will help you and give you a thrust for your future development.
Many Sales people are good in front of customers. The problem is they just donít get in front of enough of them....
So, if you are responsible for making your own appointments here are some ways you can book yourself busy.
How can you Increase the number of Appointments you make? with our 3 Dís
Develop a winning attitude
Success breeds success.
Always act in a manner consistent with our self-image.
You need to have a self-image of yourself as a winner.
You need to walk like, talk like, dress like and act like a winner.
Define your target market
The greatest power in the world, take the line of lease resistance. Electricity, Floodwater, even a Lightning strike.
So should you
ē Go for people who are most likely to want your product or service.
ē Customers. If you have sold them a cup go back and sell saucer then a spoon then some coffee then some milk.
ē People who look like your customers. If you have sold to printers. Look for other printers.
ē Unconverted enquiries unconverted quotations (a GOLDMINE)
ē Referral marketing promoting products or services to new customers through referrals.
Develop a powerful script
When the Phone rings and your prospect answers they are trying to work out three things:
1. Who are you
2. What do you want
3. Whatís in it for me.
Your Script has to answer these questions
Who you are depends on who you need to be in order to get an appointment with this person without lying and misleading.
It can be true to say I work with Big corporations. And It can be True to say I work with Small corporations. But you need to know what to say and when to say it.
Under the What do you want. It is simple you want and appointment. Donít sell the product SELL THE APPOINTMENT.
Under the whatís in it for me only talk about Relevant benefits and keep them Relevant.
Another key area to make sure your knowledge and skills stack up is Identifying and handle objections.
Many Salespeople think the best time to handle objections is when they come up. This in fact is the wrong time to do it.
The right time is before they come up.
You should come up with as many objections as you can think of, and ways to handle them before you pick up the phone.
We have identified 14 standard objections that salespeople face every day.
Increase your Earnings and accelerate your career as a Sales Professional Starting Now
Sales Managers do you want to increase Motivation Sales and Profit?
As Sales Manager, you are in control and in charge of sales, and that means growth and development.
It is you and your sales team that will drive the success of the business.
A product or service, no matter how well designed, will only succeed with great sales, and great sales teams are developed by great Sales Managers.
MLP Trainingís GOPSPA tips to help you become the best Sales Manager you can be:
Goals - Communicate the Goal
Objective - Define the objectives
Strategy - Explain the Strategy
Plan - Agree the plan
Action - Take Action. Monitor and Motivate
Keep your skills fresh by continually updating your skills you can do this by:
Reading relevant blogs/articles
Networking / joining groups with other sales managers and share best practices
Continuous professional development by attending relevant Training Courses and Coaching
Turn Phone Calls into Orders, Sales and Prospects into Customers...
If you carry out Telephone Sales, you need to use a wide range of skills to make sure you are effective and successful in your role.
Here I want to share with you our top 5 skills that will help you on the road to turning your calls in Orders, Sales and Prospects into customers.
1) Set goals
All great Sales people set goals and outsell; those that donít
Set activity goals and result goals.
2) Handle incoming and outgoing calls
Handle every call as if it was your best customer.
3) Up Sell & Cross Sell
Increase your sales by upselling. Every one that buys envelops should be offered stamps.
Cross sell. If you donít have a Hover offer them Dyson.
4) Plan your calls
Great Sales people know the luck is when preparation meets opportunity. Great sales people plan. They do the preparation then go out and create the opportunities.
5) Gain questioning and listening skills
If you are looking for the gold in selling it is in the Questioning and Listening.
The person asking the questions controls the phone call and the answers you get are in the questions you ask.
If you donít like the answers then listen and then change the question
TRAIN YOUR Sales TEAM AS A TEAM
Without sales training, your team can struggle and business growth can become stagnant. This can turn into a real problem as the more experienced members fall into a slump. A great way to keep new and seasoned team members sharp is by having training on a recurring basis.
By doing so, your team will learn from past victories or failures while they are fresh in mind. Continual development can give teams a rounded knowledge so they keep motivated, hit targets, grow the business, turn appointments into meetings, present and close more business.
6 Advantages of Training your Sales Team as a Team are:
1. Your training course can become a Team Building event
2. Corporate rates for groups normally work out cheaper per head
3. You can work with a provider and focus on the specific needs your Business and tailor the course to your needs
4. Training can take place at your premises, a venue of your choice or the providers facilities
5. Group training can offer better flexibility for you to control the duration and time scales of the courses
6. Delivering a course that has been tailored to the group enables you to monitor your learnerís outcomes in the workplace related to their job roles
For over 25 twenty years we have had the pleasure of working with some of the worldís leading companies, helping them to gain efficiencies in their businesses.
Whether we come to you to train your team as a team or you join us on an open course our role is to help you clearly identify your goal and provide the inspiration, motivation and training, to help sales professionals be the best they can be.
In House Group Training click here
How to handle the ďToo Expensive ObjectionĒ
Here are 26 great ways to handle those objections
The other day I was asked how I would handle the Too Expensive Objection and decided this would make a useful blog for Sales People in my network so here it is!
First of all, remember the golden rule ďDonít Negotiate until soldĒ Do a worth analysis to find out what it is worth before you tell the customer how much it cost and donít talk about cost only talk about saving.
Simple example would be: you know your product is £20.000
You ask the customer questions to establish the fact that the problem is costing them £25,000. You then say we may have a solution and if it is acceptable to you it could save you £5000.
Would you like to see the solution?
You only talk in terms of solutions and saving. Never cost and Price.
Focus on what itís worth not what it costs. Remember so long as it is worth more than it costs then it cost them nothing to do it.
The worth analysis is THE BEST WAY to handle the price objection.
So here are 26 great ways to handle those objectionsÖÖ
Selling against competition
Sell the difference. If you are £10 and the competition is £9 you donít have to justify £10 all you need to do is sell the difference and that is just £1
Below are 3 Questions and 41 responses you may find useful.
It is Too expensive
1. As compared to?
2. How do you mean?
3. In relation to?
4. Tell me why do you say that?
I have had a better offer
1. Tell me about it.
2. How do you feel about that offer?
3. What exactly have you been offered?
4. What is included in that offer?
5. What model is that?
6. What are the performance figures?
7. What are the running costs?
8. Out of interest, why didnít you accept that offer?
9. What concerns you about that offer?
10. Given that you know we canít get down to that price, what are you looking for in terms of quality, service and reliability?
11. If we were both the same price what would be the advantage to you in going with us.
12. Tell me whatís more important to your business, the price of the machine or its ability to do the job for the next ten years?
Why donít you take it?
1.If you cut back on the quality of this raw material, then you cut back on the quality of the service you give to your customers. And thatís where the real profit is in your business isnít it?
2.Why donít you take it?
3.You know Mr Smith youíre only going to replace this once in the next five years. You want it to be the most reliable component you can get, donít you? Why donít you take it?
4.What weíre talking about here is an investment in your business. And your business deserves the best, doesn't it? Why donít you take it?
5.But you wouldnít let that stop you having the most reliable components on the market, would you? Why donít you take it?
6.You have worked hard to but this project together and you want to support it with the very best, up to date electronics you can get, donít you? Why donít you take it?
7.You know that Quality is remembered long after price has been forgotten. And quality and reliability is going to be vital in this operation. Why donít you take it?
8.You can always buy cheaper, but you canít buy better. And you do want the best you can get donít you? Why donít you take it?
9.I understand you want value for money Mr Smith. Letís look at where the value and the savings are for Smith & Co.
10.Itís an investment in the quality of your business and the quality of service you give your customers. And thatís Priceless, isnít it? Why donít you take it?
11.If you cut back on the quality of your components you cut back on the quality of service you give your customers and thatís where the real profit is in your business Why donít you take it?
12.You know Mr Smith, looking at your building, your offices your car. Youíre not a man that buys on price. You want Quality and reliability. And this is the best there is. Why donít you take it?
13.I understand the design engineers preferred us because we support them from conception to completion, and see us as unpaid members of their team.
14.I understand the Manufacturing Managers prefer us because of continuity of supply, donít they?
15.I understand that because of or availability you have been able to reduce your stock holding, and free up cash for other projects, havenít you?
16.I understand your failures in production, reworks and warranty claims have been reduced £XXX because of the quality of our components. That saves you both Time and Money, doesnít it?
17.I understand you have some issues getting your products on time from China. Donít you?
18.I understand you have had some quality issues with Chinese components recently.
19.I understand our technical people were a great help to your design team on the xxxx project. I guess thatís why they want to stay with us.
20.I understand you have to place minimum order quantities AND pay up front from China donít you.
21.Whatís more important to you saving 1p on the component or not having to carry stock?
22.Whatís worth more to you 1p on the component or reducing failed in process?
23.Whatís worth more to you 1p on the component or its ability to work at that temperature for the life of the product?
24.Whatís worth more to you 1p on the component or not having to place minimum order quantities.
25.Whatís worth more to you 1p on the component or not having to pay up front from China?
CLICK HERE For list of Great Sales Training and Negotiating courses
In Sales? Looking to Smash your Target?
Having worked for over twenty five years with outstanding Sales Professionals across a wide range of industries, selling every conceivable product and service I would like to ask youÖ..
Would you like to:
- Increase your sales and profits
- Become an outstanding Sales Professional
- Open more doors
- Close more Sales
- Grow your Customer Base
Increase your Earnings
Here are my 5 top tips to help YOU develop your sales skills
1. Really sell yourself - people buy from people
2. Develop your listening skills Ė listen more and speak less
3. Understand the psychology of selling
4. Tighten up your objection handling
5. Make sure you are following up your leads - this is so important
NOW if you want to, Find new business! Close more deals! Make higher value sales!
Take actionÖ. Be proactiveÖ.
Mike Le Put says "I teach practical skills which are proven methods of increasing your sales, If that's what you need then this is Definitely for you"
Find out about today about a 2 Day Successful Selling Skills Course in Bury Manchester CLICK HERE
Don't just take my word for it....
These are quotes from previous delegates who have attended the 2-day Sales Training Course in Bury Manchester.
ďVery insightful and great for all levels of Sales Experience. By far the best training session I've attended, Nicola Hatton Midland HR
"Very Interesting and informative as always. Learnt a lot & many things I will put into practice which, I am sure will make a huge difference to my success in the future. Andy Widdowson. Mosca Direct
"Thank you for looking after the new staff last week. They thoroughly enjoyed the training with you. I've already seen a big difference in their attitude towards sales and tough challenges. They've come back with new ideas, energy and new confidence. You're a genius!" Duncan Ross, AVA
" Extremely useful knowledge. I have so many take-aways that will stick with me for years to come. Nicole Brisebois. LDM Global.
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