Managing a Sales Team

sales teamFor sales managers and sales leaders, everywhere           

Although my sales process “Sell it or Schedule it” is designed for salespeople, they are not completely responsible for executing it to mastery. The inclusion of their sales manager is critical to the implementation and ownership of this process.

I just finished a 90-day sales management coaching agreement with Sherry Kollar of Furniture Warehouse Design Gallery (FWDG) in Beaufort, South Carolina.  Our engagement was for HER training and coaching only…I never had contact with her sales team. She was a willing and engaged learner who was new to this position and had been a strong salesperson – selling HER way. She now had to have a sales manager perspective, an objective selling format, and a fundamental understanding of how to train and coach this team of individuals. We just finished her third month and her store made goal (which IS her goal) and every member of her team made goal.

The big take away is that she can tell you WHY and HOW that happened….so that she can now repeat it.

I believe that Sales Managers are the most pivotal role in the sales operation. They are often good salespeople who are elevated to a new role with little support or direction from leadership. They are often saddled with managing customer service issues (business that is already in the system) instead of focusing on driving new business. And they can make or break the success of the sales team.

If you have a sales manager on your team, are you giving them everything they need to succeed?

And if you ARE a sales manager, what are you doing to develop your skills so that your team wins and making goal is NOT an option?

 

If you need help with this, call me. 877-663-9663.

 

Now, go help someone to sell something.

oxo,

Jody

Jody Smiling Photo copy

This Equals That

For Sales Managers, everywhere
I  love Sales Managers, especially selling sales managers. I love that they love to sell and engage with the customer and that they are interested in developing their team members for greater achievement.  managers810
You know that I believe the sketch is the Holy Grail for the salesperson and the customer. Those salespeople who sketch and take notes during the interaction and gather great data that they use in their sales presentation have a higher close ratio, higher average sale, and higher total sales revenue than those who do not sketch. Period. So as a high impact, ‘do this always!’ action, it does not have a parallel or substitute.
For sales managers, there is an equivalent: Interrupting the sales interaction to help the salesperson to CLOSE this customer. Those sales managers who understand that their job is to help their sales team members to close more opportunities do this consistently while on the floor. Interrupting/inserting into the interaction to help to close is the equivalent for the sales manager to what the sketch is for the salesperson. No kidding.
If it is not part of what you do now, start doing it.
I spoke of this in an earlier blog…Tim, the Sales Manager at The Amish Craftsman in Houston is a master at this. He introduces himself at the first interaction with everyone on the floor, then swings back around about 30 minutes later to check on selection, to ask if they are using financing for this purchase, and to double check that they are purchasing accident protection.
The result: Close ratio: 50%. Execution: Mastery.
Start practicing this and if you need help, call me.
Now, go help your salespeople to sell something.
oxo,
Jody
Jody Smiling Photo copy

Forward the Sale

 

For sales professionals and leaders, everywhere
My sister, Jill Simoes, a masterful sales leader and I were having a conversation over  Screen Shot 2018-11-28 at 7.21.34 AM.pngdinner last night. She was discussing a trade show that she attended with her sales teams – as an observer, as their leader, and as support where needed. We were discussing the construct of the sales process, with specific interactions that she viewed and participated in.
When she observed, she watched as the sales associates connected, asked a few questions and proceeded to talk until there was nothing left to talk about…with no next steps in mind. When Jill stepped in, she asked questions – lots of questions, out of interest to understand the prospect and their situation better, out of a desire to hear what the prospect is struggling with that she/they can help with and to determine what (other) product/service offerings will benefit the prospect.
A highlight was that one of her sales associates performed exquisitely. Her engaging was natural, her questions fluid and flowed from question to answer to the next question, and her ability to offer information and solutions was appropriate for the stage at which their conversation occurred. AND she created the next steps before they left the space. Jill took a moment to ask her: “Do you know how skilled and talented you are?”…which was received with surprise and humility and continued to become a mentor/mentee arrangement that begins this week!
As a sales leader, are you listening for their greatness or their shortcomings? Are you listening for where they take the sales opportunity now and what they close for today and tomorrow?
Your salespeople follow your lead – take an opportunity and see where you can take it. Show them how it’s done.
Now, go sell something!
oxo,
Jody
Jody Smiling Photo copy