Paving the Way to Sales
Management Success
February 10, 2011
Webinar Series
1
Paving the Way
2
The Path to Achieving Goals
3
Managing Sales Activity
4
Training for Top Performance
5
The Coaching Clinic
6
Best Practices
Panel of Experts
Wayne Turchetta
Dave Bavisotto
Nancy Bandy
Moderator
Woody Woodall
Steve Smith
Today’s Presenter
Wayne Turchetta
Vice President/Sales Manager
HMC Service Co.
Louisville, Kentucky
Today’s Goals
• List characteristics of a good/great Sales Manager
• Identify major mistakes Sales Managers make
• Determine the Sales Manager’s priorities
• Provide additional resources for answers
Creating Sales Success
1. Sell work at fair and
reasonable profit
2. Good technicians to
perform quality work
3. Loyal, long-term
customers
A Solid Foundation to Build on
Poll #1
QUESTION: What are the 3 top factors you think make
a good sales manager? (Select 3 from the list below)
•
•
•
•
•
•
Sales ability
Technical knowledge
People skills
Decision-making ability
Organization skills
Other
A Great Sales Manager
1. Manages people, not sales.
Sales Force Mix
Maintenance
Repairs
Projects
Novice
Novice
Novice
Intermediate
Intermediate
Intermediate
Veteran
Veteran
Veteran
The Multi-Generational
Workforce
Gen X
30%
Boomers
47%
5%
5%
Gen Y
18%
Gen X
30%
Gen Y
30%
Traditionalists
Today
Boomers
33%
7%
7%
Traditionalists
Future
1925 – 1942:
1943 – 1960:
1961 – 1981:
1982 – 2004:
Traditionalists
Baby Boomers
Gen X
Gen Y
A Great Sales Manager
1. Manages people, not sales.
2. Finds and keeps good
salespeople.
Finding Good Salespeople
It’s hard to find a good tech,
but even harder
to find a good salesperson!
My Sales Team
Finding Good Salespeople
Opportunities for finding
good salespeople
Job Posting
Word of
Mouth
Head Hunters
Internal
• Ad in paper
• Referrals
• Agencies
• Techs
• Internet
• Recruit from
competitors
• Consultants
• Others
Poll #2
Which approaches have been most successful for you in finding good salespeople?
(Select the top 3 methods)
•
•
•
•
•
•
•
•
Newspaper ads
Internet
Head hunters/employment agencies
Technicians
Non-technical internal employees
College recruiting
Recruiting experienced from other industries
Other
Social Media and Business
BLOGS
hvac-tools.blogspot.com
everythinghvac.blogspot.com
groups.google.com/group/alt.hvac
Creating Great Salespeople
“It’s not just finding the right people.
It’s working with them to bring out the best in them.”
Retaining
Motivating
Training
Recruiting
A Strategic
Process
Hiring
Orienting
The Typical Sales Force
Into which category would your salespeople fall?
10%
LowPerformers
80%
10%
Consistent
Standard
Performers
Excellent
Performers
Where do you spend your time?
Our Hiring History
“Hire quickly.
Fire slowly.”
From Technician to Sales
“Does this person have the right abilities and will he
make the sales team better?”
A Top Performing Sales
Manager . . .
. . . Depends on a
top-performing team
Gaining Experience
Ways to Gain Sales Management Experience
Move from sales to
management; no experience
and no training
Attend training programs, but
not specific to sales
management
Sales
Manager
Training programs
Conferences
Webinars
Peer Groups
Mentoring by a good sales
manager
Today’s Wrap-up
• We manage people, not sales.
• Finding good people is important, but
developing them is critical.
• Creating great salespeople is a strategic
and ongoing activity, not a one time event.
• Resources are available to gain relevant
experience.
Future Webinars
Goal Setting – April 13
Path to Achieving Goals
Managing Sales
Activity
Sales
Management
Training
Setting goals and sales plans
Compensation
Sales Activity – June 1
Type and frequency of activities
How to monitor performance
Training – August 10
The 9-box training matrix
Training by skill and service sold
Coaching
Best Practices
Coaching – September 28
How to coach salespeople
Adapting to different levels of experience
Best Practices – December 7
To register for future programs
http://msca.webex.com
What other companies are doing
Resources of interest to sales managers
Next Sales Training
Re-Energize Your Sales Force:
Selling Skills Training Program
March 14 – 16, 2011
Irvine Marriott
Irvine, CA
Closest Airport:
Orange County/John Wayne/SNA
Hotel is within 1 mile of airport
Questions & Answers
What questions do you have?
For Further Information
Barbara Dolim
Executive Director, MSCA
301-869-5800
bdolim@mcaa.org
Wayne Turchetta
502-375-0440
turchettaw@hmcservice.com
Nancy Bandy
949-458-9464
nbandy@trainsitions.com
Thank You!