A word to sales managers

I recently participated in a great online conversation in which the question was posed,
"what makes a great sales manager"

I am re printing my posts below

From a thread in the group " Car Dealer"  found at  www.Linkedin.com


The qualities that make good sales manager are the same qualities that make any sales leader great,
1. Loyalty - To the team and the company
2. Uncompromising integrity - He is an example to be followed
3. A Positive Attitude - He not only presents the attitude but insists on it from the team
4. A sense of the deal- he has to see the opportunity , and the path to capture the sale
5. A coaching Spirit - He is the front line coach
6. A Teachable Person- The best of the best know they are still learning every day
7. An encourager - he is the guy to go to when times are hard
8. An out pouring nature - he gives of himself
9. The sales person's back up Plan - he is always ready for the T/O , goes in when all else fails, comes through when the game is on the line
10. He is profit minded - A great Sales manager understands that he is not just managing people but also deals, He sets a pattern of profitibility and stays the course
11. He is a respectable public "face" of the company, of good reputation and character
12. He is the right arm of the GM or dealer principle - willing to stand in the gap and lead the organization as a whole when needed

On the topic of assessment, The bar is and has always been, RESULTS.

I dont think a long standing record of results is available to a manager who lacks the personal qualities that make a good leader. he will experience short term success but no longegivity in his accomplishments.

I respectfully disagree that reputation is key, I have found some very talented leaders that were working in small venues, and really had no audience for their accomplishment. They were just as qualified as the Leaders that were well known in major markets, and frankly showed more humility.

Although I have to state that a good reputation will follow good work even if it isnt wide spread across a Market.

As to the new manager, I say look for leadership qualities in their current role. They may not in fact be the top salesperson, But they will always be a leader, A systems follower, a cheer leader for the team as a whole, and exhibit a passion and work ethic above their peers.

In terms of his tool box

1. He or She needs to be an accomplished, tenacious closer - no compromise here, They must be able to get it done
2. Must be able to "see" the deal - I know this is a vague statement but it is an intuition that tells the manager there is a deal here even when a salesperson is giving up
3. They must be able to Train with commitment - DAILY meetings are not social hours they are for generating winning teams
4. They must be a goal setter - no fluff here, clear- concise -attainable , MEASUREABLE goals
5. They must be able to manage a MERIT BASED sales program, rewarding those that reward the organization
6. They cannot have a history of socialization with their reports - this is very important in a new manager

If you currently are not a memebr of http://www.linkedin.com/  I strongly suggest that you join.  I have found it to be a valuable resource for me in my day to day challenges

sell like your living depends on it
Donnie

Decide who you are ...and be that

I used to be a big fan of the show M.A.S.H.   I still like it, but not for the humor, but for the occasional nugget of real wisdom that I hear in these old re runs 

For example in one episode BJ and Hawkeye are ribbing Charles on taking too long to operate. His response is a stunning nugget of Sales GOLD .  " I do one thing at a time, I do it very well, and then I move on. "

You see, I have learned that I would rather do one thing great, than to do a number of things and only do them adequately

>First, however you have to decide who you are professionally, and what you can do well

For me it is clear :   I am a Sales Manager, I manage deals, and motivate sales people to achieve .

I am not a technician, I am not an accountant, nor am I able to do those things well . Sure , I understand technical aspects of my product, and I have an understanding of the numbers. But I could not be successful in either of these roles.  Why?   Because I am a Sales manager.

>Once we have have cleared up our role, we must get to work on doing it well.

Mastering one's craft used be a source of pride in this country.  You started a new job as an apprentice then worked your way up to an assistant and then worked from there to be certified, and after much learning and work you were considered to have mastered the craft.  Today we seem reluctant to put in the effort or the time needed to really master anything.

Success takes work.    There is no short cut here, You simply cannot be a great sales person and not put in the work.   It takes Study, practice, rehearsal, and a focus on the goal .

STUDY
 I have not done this up to this point in my blog, but I would like to make you a few recommendations of trainers that I know to be the best at what they do:
Mike Whitty   -> www.mikewhitty.com
Grant Cardone - > www.grantcardone.com
Paul Cummings -> www.paulcummings.com
Dan Waldschmidt -> www.edgeofexplosion.com

These folks do not pay me to endorse them, nor do they even know that their sites are recommended here, but I know they are committed individuals and have dedicated their lives to developing great sales teams.

PRACTICE & REHEARSE
  I have said this before   sell everyone !!  your kids, your spouse, your team mates, anyone who will stand still long enough !!!!!  practice and rehearse your presentation.  work on it until it is second nature.  learn to sell with purpose, and a plan. know where you are in the presentation, and be able to anticipate what is coming next. be prepared.

FOCUS
  Remind your self every day what it is you are working for.  write down your goals and read them every morning. remember the words of YODA  " Do or do not, there is no try "


Sell like your living depends on it
Donnie

CAN YOU BE PROUD OF WHO YOU ARE ?

In the world of sales this is a very important question


We are a part of a profession that is rampant with slick talking gurus who promise a quick road to wealth and success.   The problem is that the quick path is often a low road.


KEEP YOUR BALANCE
Imagine that you are walking a balance beam, Its not too narrow to walk on, but it is a beam so balance is needed to get across
- It takes focus ; Don't take your eyes of the Goal , looking right/left, or down will draw you off track .
- It takes a sure step - Be sure of your footing, this is your integrity, your training, and your attitude. make sure that your decisions and actions are based on solid principles and good values


BE CAREFUL WHO IS LEADING YOU
  Test the intentions and the methods of those that would seek to influence you as a sales person.  Are they asking you to defy the principles of the organization, or asking you to compromise your morals?  
There is no good reason to operate beneath your principles.  
Solid leadership will INSIST that you operate in a respectable , professional manner. 
I want you to remember that following is a choice, you will ultimately pay the price for following poor leadership, or reap the reward of following a good leader.

STAND WITH STRENGTH
Standing on the good SOLID principles of Integrity and Professionalism , and hard work will always reap long term success.
Even when you see others reaping short term reward from deceit and poor sales practices .  Keep your self disciplined   DO RIGHT
This may mean that you temporarily stand alone, but be sure others will join you in the pursuit of excellence.  Be an example worthy of being followed

The old Country song is right, you have to stand for something, or you will fall for anything

A parting thought

THERE IS ALWAYS A PLACE FOR THOSE THAT ARE WILLING TO TREAT PEOPLE RIGHT.
 THERE IS ALWAYS A REWARD FOR THOSE THAT WILL OPERATE WITH INTEGRITY
 THERE IS ALWAYS SUCCESS IN DOING RIGHT

Sell like your living depends on it
Donnie

Lets make it happen

I suppose there are few things as dis heartening to a retail sales pro than a business slowdown

You know what i am talking about, those days that feel as if they are crawling by, when there is just not enough coffee to keep you awake. 

This is time we are most vulnerable to day dreaming, Time wasting, and the general dismemberment of all we are working towards.

SO...

LETS STOP WAITING FOR A CLIMATE CHANGE, AND START CONTROLLING OUR OWN ENVIRONMENT

1. GET BUSY GETTING BUSY !!

  Activity breeds activity.  
Hey you've got the time available, so lets use it !!  I will give you a formula that will increase your sales in a down month

A. - Send 20 handwritten notes daily
           Let your prospects know that you are still in there working to earn their business
Snail mail is a lost art form, it is generally ignored by your competition which makes it fertile soil for growing new business - avoid form letters or computer generated "sell it all" letters.  Just a few quick lines , hand written and sincere.

B. Dial for Dollars

  30 to 35 calls a day
  Not just blind cold calling here,  targeted planned calls.  Contact those customers that just needed some more time to make a decision.  Contact that Customer who was just starting his shopping experience.  Call the guy who told you no.
Are there deals and incentives that are here this month that wer'nt the last, Whats new in your industry ?  Are there exciting product changes, PEOPLE NEED TO KNOW  and you've got the time to tell them !!

C. Tend your Garden

  You have developed a book of business, You have sold customers that know you, like you, and trust you.
They have friends and family members that would benefit from your services. Lets get those names and numbers. ( Create a reward system that makes your customer happy to have helped you with a referral  a little money, a gift card, maybe a meal at the local restuarant )

Hey were getting busy already!!  But we are not done yet !

2. SHARPEN YOUR SKILLS

    A.-  Make sure you are up to speed on any new innovations in product.
    B. Analyze your competition, What are they doing well, what can you learn from them, and how will we
         stay ahead of them
    C. Perform a "Post Mortem" on lost deals ( I know this is a painfull exercise, It involves admitting we   were   not as good as we could have been .  We have to look at our selves in a brutally honest light here and answer the toughest of all questions " Where did I fail?"


3. STRENGTHEN YOUR TEAM !!
      One thing I have learned through the years is that a tight knit, like minded positive team can accomplish great things together.   This is the time to make that happen,
Team up for your mutual success
Help a partner close a deal, ask them to help you, a fresh face, a new voice, this may be all it takes to turn a prospect into a customer and the team will be stronger for the success.
   Train together -work on the rough areas of your game, steel sharpens steel !!
Share positive influences- we all need fresh insight and positive energy to stay on top.  Be a provider of that energy


I'd share more, but you are way too busy to sit and read !!!

Sell like your living depends on it,
Donnie

The sales Experience- Short bursts of Amazing part 2

So any sales person can point, any sales person can read a brochure, any sales clerk can price a unit

Our job here is NOT to be just any Sales person !!

An Amazing Sales eperience has three main ingredients regardless of the product you are selling


1.DISCOVERY

  What are they looking for? Why do they want / need it,
The key to making this experience world class for our customer lies in our ability to listen
Wait... take a moment... LET THAT SINK IN
I'll say it again
 The key to making this experience world class for our customer lies in our ability to listen

- Ask the questions that get you the information you need to know

  Don't waste time trying to be clever in this step, just ask honest questions.
                                    - What are you trying to accomplish
                                    - What is your preference in product
                                    - How will you be using it
                                    - What type of budget have you set for this purchase
                                    - What obstacles stand in the way of our filling this need

2. DEMONSTRATION
   
    Notice I did not use the word presentation .
That's because a presentation involves more talking and less doing
 Our role here is to demonstrate our product's ability to meet the needs of our customer , both with ease of use, and technical accomplishment.
  We will have to have some savvy here.
 Any sales clerk can "pass the buck" to their service and delivery staff, and most do.
 They use clever sayings like " We have folks that will go over all of this with you." and  "I just sell them, someone else will explain it all for you ."

Remember what we are trying to accomplish here, WE are looking to be AMAZING
  - Know your product
                  This comes from having spent time with the product, understanding how it works, and why it benefits the consumer
  - Be able to answer common questions without "passing the buck"
  - Be interactive, don't just show the features, let the Consumer operate the functions whenever possible.
  - Personalize the demonstration - That's why we listened,
        Our customer doesn't care how someone else will use it- lets demonstrate how they will use it

OWNERSHIP

 As a sales person, you need to understand that a customer begins to take ownership of a product long before any money changes hands.
  When our customer can "see " themselves owning a product, they begin to take ownership of it.
Without this step no purchase will be made.
  - Don't clutter this moment with stupidity and insincerity
                    Don't insult the buyer with phony claims of "one time incentives"
                    Don't rush them to purchase by telling them our product will be something it is not
                    Avoid making promises you are not 100% sure you can fulfill
They can get these actions anywhere, and they can smell average a mile away,  Our job is to be Amazing
  In short, Let the Customer buy the unit because it is what they want, It does what they need, and we have done an amazing job of demonstrating these facts.


Sell like your living depends on it
Donnie
                
                                 

Luck takes work

Early in my career  I wasted a lot of time looking for lucky breaks that would increase my income, and make me a better Sales person
  Like a lot of sales people  I hoped for that big chance at the big sale that would change my fortunes forever
after some time I realized that Luck had nothing to do with being better


IT TAKES WORK
  There is an old saying, the harder I work the luckier I get . 

This saying has a lot of truth in it. I found that one key to becoming better was to put more effort into it than my peers.

- I came in early, and I stayed late  - prepared for my day, got the morning pleasantries out of the way and was ready to sell when the opportunity arrived  At the end of the day I found the quiet time I needed to review any mistakes that I had made, and decide how I would fix them in the future. I also found the time to write quick thank you notes to my customers, and make a call or two to the folks I didn't reach earlier in the day  I found my self talking to more customers and making more deals. Just lucky I guess

- I studied - Everything I could get my hands on, Product literature, Sales training books, Company manuals just any thing that might give me a morsel of knowledge that I didn't have when I started   I found my self more comfortable answering questions my customers asked. I saw that having the answers gained me a higher standing with the People that were buying from me. They trusted me to pass on good information and not just clever "sales speak"   This skill allowed me to make better gross profit on my deals and my income increased . Plain lucky if you ask me .

- I practiced - I pitched my product to any one that would listen .  Team mates, Customers, passers by, just any person that might take a moment and listen, including my wife and children. The more I practiced the better the presentation became .   I managed to talk more about how the product improved the lives of my prospects, I could demonstrate that benefit in a way they could understand .I knew what my product did and how it worked  My confidence rose and my sales increased . Lucky again 


  These are just some suggestions from my own career, I am by no means the best I can be, but I certainly know what it takes to get better. And that my friend keeps me lucky to this day.


Sell like your living depends on it
Donnie

Getting past average

When I was a younger man I aspired to be a Rock and Roll musician, When I dreamed of my future fame, I imagined the Stadiums filled to capacity and the Music lifting  the people . 
Funny, I never dreamed of rehearsal, Practice , voice lessons ,  countless hours of travel,... well you get the picture.


No one dreams of hard work, long hours,training,and practice .  But this is exactly what it takes to rise above the average sales masses

Hard Work
Putting in the effort when the other guys are long finished, Being willing to get just a little farther before you wrap it up.  Asking just one more tough question, making just one more phone call.  Being the last man standing is often the difference in getting the deal.  The greats in this profession understand this discipline well.

Long hours
 What gets you up earlier than the competition, What keeps you going long after the office lights are out?
This discipline is the result of PASSION , a driving desire to be the best, to experience the magic that comes with being at the top of the game Sales leaders dont watch clocks, they Make the time to make it happen.

Training and practice
I know a Sales person  who brags " I have sold more units to my bathroom mirror than I have customers " !
Incidently, he consistantly out sells his peers .  Sales is like any other Craft, training and practice are the key to lasting success.   Practice really doesn't make Perfection, It does make you better and that equals SALES


Sell like your living depends on it
Donnie

Today is here , How will you handle it

OK Sales people, your at work, the day has begun , where are you heading, what is your plan, and more importantly how will you get there.


The answer lies in Yesterday's preparation, and This morning's activity


PREPARING TO WORK IS JUST AS IMPORTANT AS THE PERFORMANCE


1. SET THE GOAL FOR THE DAY
   What will you accomplish , make it simple and specific, don't allow your self to drift aimlessly through your day relying on Chance.  Set a defined goal
" I will sell ___ "
" I will make __ new contacts"
" I will call __ current customers"
" I will study ________"
" I will leave today prepared for tomorrow"

2. PREPARE TO WORK YOUR PLAN
    A common sales day is filled with distractions,  Work place drama, Office politics, Internal issues, Gossip, Home place interruptions, and many other situations and people that will derail even the best of intentions.
The key ; Discipline
  Be disciplined in your approach to your day, prioritize your tasks, Write down the tasks for the day and check them off as you finish.
  Plan to avoid the parts of your work environment that tend to steal your time and attention.  Stay out of the "break room" avoid the "gathering spots" ( Every work place has them )  These places tend to rob your time and impact negatively on your attitude .  In the end staying focused on your plan will result in a fulfilling work day and a profitable selling day

3. REDISCOVER THE VALUE OF QUIET TIME IN THE MORNINGS
  Even if you have to get up a little earlier, just a little time in the morning , in quiet meditation, Prayer, or reflection is worth Thousands to you in additional income.  Not because it provokes some mythical spirit of wealth that bestows you with sales.  It does however , kindle a fire within you, a quiet determination to have a good day , and a reassurance of whats truly important in your life.  It prepares you to interact with Customers and Co-workers in a positive manner and this results in SALES

And the final tip for this post ;

4. BRING GENUINE ENTHUSIASM TO WORK WITH YOU
  Don't count on it being there when you arrive, don't blame others for the lack of it in your work place BRING IT .  I would much rather be known at work for being the guy that is way too fired up ,than for being the guy that is way too burnt out.


Sell like your living depends on it
Donnie

Selling like it matters

These days I am more and more shocked by the level of apathy in the retail selling profession

A few examples :

* A quick trip to the Mattress store finds the sales man on duty, busy playing the latest game on his "smart" phone
* A stop by the electronics store, and the Sales person has to consult the manual to answer a question on the remote control settings
* A sales person ,Reading a novel,filing their nails,smoking out by the door,Flirting with a receptionist,watching the game, wearing his MP3 player,

Or any other activity that suggests at best he is not ready to help, and at worst he doesn't care !!

Let me be clear, I am a Sales Professional in a retail setting, and I am PROUD of what I do for a living.  I want to do it well, and I am not settling for a mediocre living generated by mediocre talent and laziness. 

And I am certain their are others like me ( Hence the Blog, really not just a rant ! )

So I humbly submit the following advice for my fellow Sales professionals  :

1. Come to work with a purpose
     Set goals, both personal and professional , not far reaching un attainable goals, but daily practical goals
Don't let yourself settle for just "burning" the hours of the workday.  Work towards a benchmark and  accept nothing less than your best effort.

2. Sell with sincere enthusiasm
     What is your " value " in the market place? What can you get excited about? Sincere enthusiasm is generated from within, it stems from a belief that what you do is worth while and will add value to the lives of others.  And the desire to share that value

3. Know what you are talking about
No matter your product, chances are good your customer isn't buying it because they have three more just like it at home.   get to know the product, what are the "real life" applications. Try to know more than the product card or brochure.  Offer your prospect tangible examples of how this product will increase the quality of their lifestyle.  Try spending just fifteen minutes a day examining the product , learning the ins and outs, even it's short comings.  Time spent mastering the product will equal quality demonstrations, and well thought out conversations with the customer, and that my friend, equals SALES.

4. Look the part
Here is the area where I will offend someone, but come on, your customer wants to think about your product not how you managed to get that large silver bone in your nose !! Or how you manage to keep your head up with those fifteen pound earrings on!!  That Shirt with the clever sarcasm on it, is great for a trip to Walmart, but it has no place in a retail setting.  And hey, how about a bath before work, a quick run through with the toothbrush and comb.  Let's look like we care .

And the last tip for this particular post ( and perhaps the most important) ...

5. Act like the customer matters ( Because he does )
 You may think that Snarling ,spitting, overbearing sales manager  pays your paycheck, but you are very mistaken.  If you are in sales of any kind the most important person in the process is the person from whom the income is derived.  They put the fuel in your tank, pay the light bill, buy the nice furniture, and finance the vacations.  Their reward, if you will ,for being willing to spend their money with us  , should not be wasted time with apathetic sales robots,  It should be Our sincere effort to make their time with us effortless, and an experience worth rewarding us for

Sell like your Living depends on it
Donnie