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

High Impact Actions

For sales leaders, everywhere

Many retailers use statistics to measure performance and results, and there are some constants that all retailers measure: Traffic, close ratio, average sale.  All are measurable, all matter, and all have specific actions to increase them.

There are retailers who add another statistic – sales per guest/dollars per opportunity/performance index. Whatever you call it, they all measure the same thing: Total revenue divided by total traffic. It is a combination of close ratio and average sale. It indicates how much every opportunity is worth to each salesperson based on what they do with it, and how well the store is doing. Since it’s a number that measures more than one thing, I have often worked with retailers to lean one way and develop a strategy toward either improving close ratio OR average sale.

Recently, I was working on a seminar for Furniture Row and thinking about this statistic close ration einstein again, and asked myself “Are there actions that improve both close ratio and average sale that would definitely increase performance index?” And yes, there are three: Sketch the room, make appointments to close, use financing for purchases.

As sales leaders, you want to direct your teams to the actions that will get the highest impact AND, since you can’t watch and focus on everything, you and your team members need to reliably and consistently execute the actions that get the biggest return. These do that. Take a look at your team and YOUR actions to direct these three actions and dial up the visibility and accountability.

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

Now, go help your team to sell something.

oxo,

Jody

Jody Smiling Photo copy

Systems for Fulfillment

 

For everyone, everywhere

It’s early in the new year…you might have your bright and shiny goals in front of you, enthusiastic to achieve them and passionate about what you are out to create for yourself, your company, your family. Good for you!!! Now, ask yourself:

“Am I organized enough, with a system that is sufficient for the results I am committed to achieve?”

Take a moment and REALLY sit with that question and the elements it included. For creatives, organization seems boring and uninspiring. Spontaneity is revered, structure organizedis resisted. However, actions planned and taken at the best time to produce the desired result takes scheduling…and it really doesn’t take anything away from right brain impulsiveness. It just makes you/us less at the mercy of knee jerk actions and distractions and more in control of the actions we take that support what we are out to accomplish.

Take a look at your structures and your calendar…and take a look from the perspective of the second floor. What do you notice? Does your system and your actions support the success you desire?

If not, give me a call and we can work it out.

 

Now, go sell something.

oxo,

Jody

Jody Smiling Photo copy