with Norman Behar and Ray Makela

Transcription

1 with Norman Behar and Ray Makela

2 Tips for the Webinar 2 Citrix Tech Support (800)

3 Training Industry Webinars 3 Citrix Tech Support (800)

4 Today s Presenters 4 nbehar@salesreadinessgroup.com rmakela@salesreadinessgroup.com

5 SRG Sales Training Programs 5 Comprehensive Selling Skills

6 The Transition to Sales Manager Why do sales stars find it difficult to make this transition?

7 What s So Difficult About Being a Frontline Sales Manager? 7 Can t control all the factors that influence results Sales results are most visible number in a company Have to manage sales people day-to-day Some managers have to manage and also sell

8 Common Career Trajectory for Sales Manager? 8 Step 1: Join company as a new sales rep Step 2: Become star sales performer Step 3: Get promoted to sales management I m tired of my quota constantly being raised this is my big break. Bob is our best rep he ll know how to whip our West Coast team into shape.

9 The Sales Leadership Pipeline 9 TURN TURN TURN The Leadership Pipeline by Ram Charan

10 The Star Athlete Syndrome 10 The best players don t always make the best coaches ISIAH THOMAS NBA Player: 13 Seasons, 11 Time All Star NBA Coaching Record: 187 wins, 223 losses (.456) PHIL JACKSON NBA Player: 13 Seasons, No All-Star appearances NBA Coaching Record: 1,155 wins, 485 losses (.704)

11 Sales Rep vs. Sales Manager: Skills and Knowledge 11 Sales Rep Prospecting skills Questioning skills Listening/communication Managing objections Gaining commitment Time management (self) Product knowledge Sales Manager Setting team goals, priorities Recruiting & selecting Coaching Sales performance management Leadership & motivation Time management (team) Industry knowledge and trends

12 How do your sales managers allocate their time? POLL a) Meetings, administration, and reports b) Coaching individual team members c) Recruiting new sales reps d) Selling e) Managing sales team's performance

13 Core Skills of Great Sales Managers 13 Hire Manage Coach Lead

14 Core Skills of Great Sales Managers 14 Hire Manage Coach Lead

15 Cost of Hiring a Bad Sales Rep 15 Recruiting costs Training costs Salary Missed numbers Lost time Customer risk

16 Behavior Based Interviewing 16 Interview Questions Behaviors Competencies

17 Interview for Key Sales Competencies 17 STAR Questioning Model Situation Task Action Describe Situation where you accomplished something or used a specific behavior. Probe further by asking what the Task was. What specific Actions were involved? Result What was the Result?

18 Core Skills of Great Sales Managers 18 Hire Manage Coach Lead

19 Managing Sales Performance 19 Positive and consistent behaviors lead to positive and consistent results

20 Example Focus on Behaviors 20 Diet Behaviors: 1. Eating healthy food 2. Portion control Exercise behaviors: 1. Daily 30 minute run 2. Going to the gym Positive Results

21 Performance Management System 21 Communicate and monitor success factors Identify key behaviors Analyze gains/gaps in behaviors Determine underlying causes Take appropriate action

22 Core Skills of Great Sales Managers 22 Hire Manage Coach Lead

23 Coaching Creates Leverage 23 Sales people learn how to solve their own problems without your involvement As skills improve, results improve Manager spends less time putting out fires

24 Better Sales Management Skills Improve Results 24 Improved sales performance Better hiring decisions Improved retention Sales Management Skills Improved selling skills Better execution of sales vision Improved motivation

25 The Business Case for Coaching Training 25 Coaching Skills: Needs Improvement Coaching Skills: Meets Expectation Coaching Skills: Exceed Expectations Identify New Opportunities 18.3% 51.8% 71.1% Sell Value/ Avoid Discounting 37.9% 70.0% 89.9% Percentage of Overall Plan Attainment 84.5% 89.3% 94.9% Source: CSO Insights, 2015 Sales Management Optimization Study

26 Sales Coaching Challenges What are your managers most significant sales coaching challenges?

27 Common Sales Coaching Challenges 27 Don t know how to coach Not spending enough time coaching right reps No consistent coaching process Coaching is viewed as remedial or confrontational

28 Sales Coaching 28 MINDSET Managing vs. coaching When to coach Develop coaching mindset ANALYZE Co-assess and analyze Discuss performance COACH Apply 5-step sales coaching model Overcome coaching challenges Allocate coaching time

29 MOTIVATION Coaching is About Moving the Middle 29 Focuses on developing skills where motivation/ proficiency is average Fine tunes skills (that general training can t address) Most reps have at least some skills that are coachable Create leverage by moving average skills to empowering TRAINING DIRECTING COACHING PROFICIENCY EMPOWERING PERFORMANCE COUNSELING

30 5-Step Sales Coaching Model Develop Coaching Plan 2. Conduct Pre-Call Briefing 3. Observe Sales Coaching Call 4. Debrief Sales Coaching Call 5. Follow-Up

31 Core Skills of Great Sales Managers 31 Hire Manage Coach Lead

32 Sales Leadership 32 The ability to positively influence the actions and attitudes of the sales team to achieve/surpass their goals

33 Management vs. Leadership 33 Sales Manager Reactive Directs sales reps Focuses on short term day-to-day results Helps sales team cope with change Improves sales rep s skills Sales Leader Proactive Motivates and inspires salespeople Focuses on long-term vision Helps sales team initiate change Improves attitudes and motivation

34 Sales Leadership Model 34 Sales Vision Decision Making Influence Sales Manager Personal Abilities Sales Team

35 Management skills are different than selling skills Training sales managers has a high ROI Key Takeaways Focus on key sales management skills Hiring the right people Managing performance Sales coaching Leading and motivating your team Improved skills lead to better results

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38 Upcoming Webinars 38 March 17 - Disrupting Development Centers: A New Approach March 21 - Designing Virtual Training to Achieve Organizational Results April 6 - Disagree Agreeably to Improve Your Professional Relationships For More Info/To Register/To Access Archive: Choose the Webinar tab at TrainingIndustry.com.

39 More Ways to Get Involved 39 Become a CPTM Virtual Session: April 18-21, 2016 Join our social feed to continue this discussion. Visit TrainingIndustry.com/webinars for more info.

40 On behalf of TrainingIndustry.com thanks to: Today s Speakers: Norman Behar and Ray Makela THANK YOU Today s Sponsor: Sales Readiness Group Questions or Comments? Please contact Lea Johnson: ljohnson@trainingindustry.com