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 [email protected] Wayne Turchetta 502-375-0440 [email protected] Nancy Bandy 949-458-9464 [email protected] Thank You!