Paving the Way to Sales Management Success February 10, 2011
Webinar Series 1
Paving the Way
2
The Path to Achieving Goals
3
Managing Sales Activity
4
Training for Top Performance
5
The Coaching Clinic
6
Best Practices
Panel of Experts
Wayne Turchetta
Dave Bavisotto
Nancy Bandy Moderator
Woody Woodall Steve Smith
Today’s Presenter
Wayne Turchetta Vice President/Sales Manager HMC Service Co. Louisville, Kentucky
Today’s Goals • List characteristics of a good/great Sales Manager • Identify major mistakes Sales Managers make • Determine the Sales Manager’s priorities • Provide additional resources for answers
Creating Sales Success 1. Sell work at fair and reasonable profit 2. Good technicians to perform quality work 3. Loyal, long-term customers
A Solid Foundation to Build on
Poll #1 QUESTION: What are the 3 top factors you think make a good sales manager? (Select 3 from the list below)
• • • • • •
Sales ability Technical knowledge People skills Decision-making ability Organization skills Other
A Great Sales Manager 1. Manages people, not sales.
Sales Force Mix
Maintenance
Repairs
Projects
Novice
Novice
Novice
Intermediate
Intermediate
Intermediate
Veteran
Veteran
Veteran
The Multi-Generational Workforce Gen X 30% Boomers 47%
5% 5%
Gen Y 18%
Gen X 30%
Gen Y 30%
Traditionalists
Today
Boomers 33%
7%
7% Traditionalists
Future
1925 – 1942: 1943 – 1960: 1961 – 1981: 1982 – 2004:
Traditionalists Baby Boomers Gen X Gen Y
A Great Sales Manager 1. Manages people, not sales. 2. Finds and keeps good salespeople.
Finding Good Salespeople
It’s hard to find a good tech, but even harder to find a good salesperson!
My Sales Team
Finding Good Salespeople
Opportunities for finding good salespeople
Job Posting
Word of Mouth
Head Hunters
Internal
• Ad in paper
• Referrals
• Agencies
• Techs
• Internet
• Recruit from competitors
• Consultants
• Others
Poll #2 Which approaches have been most successful for you in finding good salespeople? (Select the top 3 methods)
• • • • • • • •
Newspaper ads Internet Head hunters/employment agencies Technicians Non-technical internal employees College recruiting Recruiting experienced from other industries Other
Social Media and Business
BLOGS hvac-tools.blogspot.com everythinghvac.blogspot.com groups.google.com/group/alt.hvac
Creating Great Salespeople “It’s not just finding the right people. It’s working with them to bring out the best in them.”
Retaining
Motivating
Training
Recruiting
A Strategic Process
Hiring
Orienting
The Typical Sales Force Into which category would your salespeople fall?
10% LowPerformers
80%
10%
Consistent Standard Performers
Excellent Performers
Where do you spend your time?
Our Hiring History
“Hire quickly. Fire slowly.”
From Technician to Sales
“Does this person have the right abilities and will he make the sales team better?”
A Top Performing Sales Manager . . .
. . . Depends on a top-performing team
Gaining Experience Ways to Gain Sales Management Experience
Move from sales to management; no experience and no training
Attend training programs, but not specific to sales management
Sales Manager Training programs Conferences Webinars Peer Groups
Mentoring by a good sales manager
Today’s Wrap-up • We manage people, not sales. • Finding good people is important, but developing them is critical. • Creating great salespeople is a strategic and ongoing activity, not a one time event.
• Resources are available to gain relevant experience.
Future Webinars Goal Setting – April 13 Path to Achieving Goals Managing Sales Activity
Sales Management
Training
Setting goals and sales plans Compensation
Sales Activity – June 1 Type and frequency of activities How to monitor performance
Training – August 10 The 9-box training matrix Training by skill and service sold
Coaching Best Practices
Coaching – September 28 How to coach salespeople Adapting to different levels of experience
Best Practices – December 7 To register for future programs http://msca.webex.com
What other companies are doing Resources of interest to sales managers
Next Sales Training Re-Energize Your Sales Force: Selling Skills Training Program March 14 – 16, 2011 Irvine Marriott Irvine, CA Closest Airport: Orange County/John Wayne/SNA Hotel is within 1 mile of airport
Questions & Answers
What questions do you have?
For Further Information Barbara Dolim Executive Director, MSCA 301-869-5800
[email protected] Wayne Turchetta 502-375-0440
[email protected]
Nancy Bandy 949-458-9464
[email protected]
Thank You!
