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Stepping Up Sales Managers
The team is settling down after all the meetings,
product announcements and
adjustments. You've got reps and managers sorted
out and in place. Now it's all on the sales team to hit
targets and bring in the quarter.
Actually, it's all on your sales managers
who own the number, some carrying bags while
leading the field troops, others in roles of mentor and
driver. Either way, the job is tough, relentless, and the
stakes are high. So why is there very little training for
first-line sales managers? It's already a difficult
and
important job, yet we often throw our most promising
players out there
to sink or swim.
There are 4 Core Areas of Competency
required for
effective Sales Management:
- Building Process and Sales Culture
- Driving Goals and Accurate Forecasting
- Hiring Winners and Building Team
- Deal Coaching and Mentoring Skills
How well trained are your sales managers?
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Genius Selling |
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Impact Sales and Marketing
The gap narrows as solutions like
Genius.com
help deliver real sales value from marketing activity.
This Redwood City firm delivers email marketing and
lead generation campaigns that uniquely prioritize
and qualify leads for sales reps for further
follow-up. All without IT or heavy marketing
administration. Thin but deep is good. Typically for
10+ reps.
"We are 100% confident that it makes us money
every day we use it." - VP of Marketing
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Sales Process 2.0 |
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Sales Process 2.0 Webinar
Adherence to dynamic, optimized processes can
move companies toward "trusted partner" status with
their customers. Recent research by CSO Insights
finds only 13% of firms reaching this optimal level.
Clearly room for improvement.
Sales process is not what it used to be. Sales
Process 2.0 is about helping salespeople
succeed by providing easy access to best practices
and tools for any given point in the sales cycle.
Companies spend $16 billion per year on sales
technology and training but are still disappointed in
performance, ROI and adoption rates.
There's a new wave of power tools that marry
technology and methodology training to drive selling
excellence. Join a free Sales Process 2.0 Webinar on
April 8th at 8:30am to learn
and see a demonstration.
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Sales Effectiveness Tip |
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Superstar Salespeople
What makes a sales rep a star? Producing results and
bringing in the numbers, of course. What do top
producing reps, i.e., Superstars, all have in common?
The attributes and make-up of
Superstar Salespeople are like the balanced
5 points on a star:
- Driver - a self-starter
- Technician - technically self-sufficient
- Facilitator - manages one-to-one and
one-to-many communications
- Empathizer - can express
identification with others
- Server - a humble and healthy sense of
self
While these gifts and attributes may come naturally to
some, they can be honed and developed to a
finely-tuned balance.
Got any Superstars?
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New Book by Mike Griego |
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42 Rules to Increase Sales
Effectiveness
Michael Griego, MXL's founder/president,
sales
consultant and trainer to Fortune 500 firms and
leading Silicon Valley technology firms, has reduced
the keys to sales effectiveness to 42 rules in his
forthcoming book 42 Rules to Increase Sales
Effectiveness.
This book, to be released in September 2009 by
SuperStar Press, applies modern fundamentals to all
selling efforts, from high-tech enterprise sales to the
non-technology sales.
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Quotation |
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Leaders and Managers
"Leaders manage change. Managers control process."
- Anonymous
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