文档介绍：Effective Sales Management
ʌάՈ⏄̲੥ˊ
Where are most of sales managers
promoted from?
Does a supper sales people can automatically
e a good sales manager? Why does?
Why Doesn ’t?
What characteristics make a essful sales
person?
What characteristics make an effective sales
manager?
What are similarity and what are different?
Objectives ֲʃ
plish more in less time
ՈrⒸͱǀtż̶ڱż
Motivate sales people to motivate and manage themselves
ˊµ⏄̲¦ɜႮuɬµʐ੥ۇ
Turn “A” players into “A+” players
®ȺA൫Ո⏄̲¦ɜǜt“A+”൫Ո⏄̲ɜ
Decrease time spent on noneffctive tasks and reports
λɅ\άՈç¥ʐĉɎՈrⒸ
Forecast with greater accuracy
Ű¤ஂܲՈ8ϟ
Know when to use coaching and when to use counseling techniques
effectively
ՁŁrẔϬūȰՈ༐ᯧǎŁrƅάՈūϬūȰՈä3
Manage proactively and establish a winning culture
ࢳǽ'¬Ո੥ˊņএt£ՈĚ
Myth of Sales Management
⏄̲੥ˊՈ᪳ľ
Sales Manager Manages Sales Revenue & Quota
⏄̲ඓˊՈ੥ˊȭᬥ«⏄̲Κ͑ʐ⏄̲ǎQ
Supper sales must be a good sales manager
᱉൫⏄̲ȑ«ΙՈ⏄̲ඓˊ
To coach C players and leave A players alone
Ǯ2c൫⏄̲ɜՈȕᩱ໐Ⴗ A൫⏄̲ɜz]2
ₑͲȑƅË͇
Sales Manager is a head of firemen
⏄̲ඓˊ«ε̗ⓣՈ͐
Sales team can be only motivated by money
Ͳₕ«⏄̲ⓣù̳PՈɬµ¯ɉ
Characteristics of a good salesperson
Ąࢄ⏄̲ɜՈɳ
Aggressive ƅẟǚȏ
Winner Ąྠ້• Takes direction well MƂć
Personable ƅʐ ʝ
Can prioritizeᡅw& • A Team -player ƛˍ̵ɇ
̴• A good presenter ŭ΀ȩɶ
Knows when to Σ
἗Łr • Treats the customer as #1ک call for help
˖ɘė͍ϣ̓
Product smart ஂỞ • Never quits ˈɝUȤ
¥ • Time management ͓ɊĨϋ
Good listener ΙՈȪ
Ȱ້
Characteristics of a good sales
manager Ąࢄ⏄̲ඓˊɳ
A good listener ΙՈȪȰ້ Time management skills
Gets things done thru others ੥ rⒸ੥ˊä3
ˊä3
Counseling skillsṉȰä3
Hires effectivelyʌά
A mentor Tɱ
Company -focused Ñ͘Ǽ&ₑ
Keeps perspective ƅᢆȓ
Has no knee jerks
Ǎʻ̡Ở
Has coaching skillsƅūȰä3 Is well informed
A motivator ɬµ້ A municator ΙՈ̳Ở
້
Good at corrective action Έz
൤Ƿ
Si