Sales Management Tips

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Sales Management Tips

• Jeff Lehman
• author/consultant
• The Sales Managers MENTOR

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10 Biggest Mistakes the Sales Reps Make

• 26 - Didnt follow clients buying process
• 18 - Didnt listen to the clients needs
• 17 - Didnt follow-up
• 12 - Were pushy, aggressive or disrespectful
• 10 - Didnt explain solutions adequately
• 6 - Made exaggerated or inaccurate claims
• 4 - Didnt understand the clients business
• 3 - Acted too familiar
• 2 - Didnt know or respect the competition
• 2 - Other (such as charged high prices)
• (SOURCE Harvard Business Review 2006, Atkinson
  and Koprowski)

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One Dozen Tips for Sales Managers
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The Five Big Concepts

• Be a mentor not a tormentor.
• Manager Mentor Sales Leader
• Salespeople have to work for Sales Managers. They
  want to work for Sales Leaders
• Always be focused on helping your salespeople and
  your customers create more of their customers.
• Find a mentor for yourself.

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What makes for an ineffective
sales manager? (MENTOR, pages 17-20)
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Consider this scenario

• Youve been a top salesperson at your company
  and just got the call up into the ranks of
  sales management. You are thrilled and terrified.
  You want to keep your personal career momentum
  going but your new management job is a completely
  different job description.
• What do you do to keep from looking like a new
  sales manager?

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One dozen tips for sales managers

• 1. Take the time to understand that you are
  entering a new phase of your career and that you
  will need a little time to transition.
• 2. Resist the temptation to continue to do what
  made you a success as a Fighter Pilot
  salesperson. You are now a Ships Captain.
• 3. Meet with each person on your team and gather
  some Emotional Intelligence (EI) on them. Use
  that information only in a positive way.
• 4. Go on sales calls with them and let them do
  the pitches. Critique them later with a
  constructive 11.

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One dozen tips for sales managers

• 5. Find out from the members of your team how
  they like to be managed. Stick with that as long
  as they are consistently making their numbers.
• 6. Treat the people below you like kings and
  queensthey are doing the hard work.
• 7. Have kind earsbe the person they want to go
  to with questions and problems. Realize that a
  salespersons problem is your problem.
• 8. Take bullets for the team.

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One dozen tips for sales managers

• 9. Teach self sufficiency and resourcefulness.
• 10. Set realistic sales goals. Be analytical not
  ANAL-lytical.
• 11. Always maintain your personal integrity.
• 12. Train your team constantly and review team
  goals regularly.

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BONUS TIP

• 13. Foster a fun environment for both you and
  your team.

If this is all seems so easy,

why dont more sales managers do
these things?
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THANK YOU!
jjlehman_at_earthlink.net