Sales Managers don't need Training, do they? - Increasing Sales Effectiveness Opportunity 3
Sales Managers don't need Training, do they? - Increasing Sales Effectiveness Opportunity 3
After proving themselves as great sales people, most sales managers are promoted with several attaboys & warm wishes, but without any training on their vital new role.
If this is your situation, consider the following survey results…..
1. Summary of Views On Sales Managers by their Sales Team Members
Source of Views
Before proposing any progam to our customers, PERFORMAX very often conducts a Needs Analysis Survey of their sales force. As a bye product of surveying about 3,000 sales people on about 60 questions, some interesting conclusions, or opportunities for improvement emerged:
Sales Feedbacks on Themselves
18% of respondents did not have documented sales goals, and of the 82% of respondents who did:
1. 23% felt their targets were unfair;
2. 50% were forecasting that they would not reach their annual sales goals;
3. 85% had no documented plan for reaching their goals;
4. 73% had no account strategy for their top five accounts.
Sales Feedbacks on Their Sales Managers
Most respondents gave their managers high ratings in the areas of their personal selling skills.
But they gave sales managers poor marks for their management skills - more than 33% rated their managers at less than 50% in their management capabilities.
2. Summary of Views from Sales Managers on Themselves
Source of Views
During the introduction to workshops of our For Sales Mangers Only Workshops, PERFORMAX always solicits inputs from participants on the question: What are the top challenges you face that will affect your ability to make your main $ Goal(s)?
Here is a synopsis of some of the most repeatable answers to this question (from about 4,000 Sales Managers):
Recruiting/Hiring/Retaining of good sales people
Product deficiencies & lack of New Products/Solutions
Fierce Competitors, especially new smaller ones
Not enough time and focus for self and sales team
Delivery problems and delays
Billing errors and problems
Economic decline with slowdowns in several markets
Too many Boss directives and meetings
Lack of authority to make decisions
Too few leads from marketing
Relatively Inexperienced Sales Staff needing lots of management help
Heavy Focus on "what" (results needed) versus "how to achieve results."
Ability of sales people to sell value and call highI
Poor or unknown Company Strategy & Plan
More knowledgeable and demanding customers
Ability to increase activity levels of our sales people
“Bottom of the Funnel Feeding Frenzy” by Senior Management
New Selling Models needed/not accepted
Slow Decision Making at all Levels
Role of Sales Manager changing… more of a Marketing Manager
Sales Pipeline/Funnel inadequate
Threats of War and Terrorism Spreading
Support not Supporting
Commoditization of Products & Services
Sales Training not aligned with Task at hand
Sales forecasts keep slipping
Fear, Uncertainty and Doubt (FUD)
Poor Time Management & Focus by Sales Reps
Sales Reps chasing poor or any Opportunities
Many Reps unable/unwilling to generate New Opportunities
Too much Management; not enough Leadership
No Common process to qualify and reconcile accounts
Need tools to identify coaching/ motivation opportunities
Customer Budgets slashed
Sales Reps not spending enough “Face Time” with Customers or Prospects
Too few “Sales Producers”
Personal Positive Attitude
3. Conclusion
Since addressing items 1, 3, and 4 in Section 1 above are clearly sales management responsibilities, as are the feedbacks from sales people on their managers, there is a huge opportunity for improved Sales Effectiveness in most sales forces by selecting the right people to be sales managers, and ensuring that they are well trained and competent as managers.
By the end of our workshops, the majority of participants fedback that we have helped them with most of the issue listed in Section 2 above.
The sales managers who we have trained had an average of 6.5 sales people reporting to them, so if you can increase the effectiveness of the manager by 10%, the leverage opportunity is huge!
Peter Michie, Founder of PERFORMAX
Sales Managers dont need Training do they Increasing Sales Effectiveness Opportunity 3 - To learn more about this author, visit Peter Michie's Website.
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Sales Managers don’t need Training, do they?
After proving themselves as great sales people, most sales managers are promoted with several attaboys & warm wishes, but without any training on their vital new role.
If this is your situation, consider the following survey results…..
1. Summary of Views On Sales Managers by their Sales Team Members
Source of Views
Before proposing any progam to our customers, PERFORMAX very often conducts a Needs Analysis Survey of their sales force. As a bye product of surveying about 3,000 sales people on about 60 questions, some interesting conclusions, or opportunities for improvement emerged:
Sales Feedbacks on Themselves
18% of respondents did not have documented sales goals, and of the 82% of respondents who did:
1. 23% felt their targets were unfair;
2. 50% were forecasting that they would not reach their annual sales goals;
3. 85% had no documented plan for reaching their goals;
4. 73% had no account strategy for their top five accounts.
Sales Feedbacks on Their Sales Managers
Most respondents gave their managers high ratings in the areas of their personal selling skills.
But they gave sales managers poor marks for their management skills - more than 33% rated their managers at less than 50% in their management capabilities.
2. Summary of Views from Sales Managers on Themselves
Source of Views
During the introduction to workshops of our For Sales Mangers Only Workshops, PERFORMAX always solicits inputs from participants on the question: What are the top challenges you face that will affect your ability to make your main $ Goal(s)?
Here is a synopsis of some of the most repeatable answers to this question (from about 4,000 Sales Managers):
Recruiting/Hiring/Retaining of good sales people
Product deficiencies & lack of New Products/Solutions
Fierce Competitors, especially new smaller ones
Not enough time and focus for self and sales team
Delivery problems and delays
Billing errors and problems
Economic decline with slowdowns in several markets
Too many Boss directives and meetings
Lack of authority to make decisions
Too few leads from marketing
Relatively Inexperienced Sales Staff needing lots of management help
Heavy Focus on "what" (results needed) versus "how to achieve results."
Ability of sales people to sell value and call highI
Poor or unknown Company Strategy & Plan
More knowledgeable and demanding customers
Ability to increase activity levels of our sales people
“Bottom of the Funnel Feeding Frenzy” by Senior Management
New Selling Models needed/not accepted
Slow Decision Making at all Levels
Role of Sales Manager changing… more of a Marketing Manager
Sales Pipeline/Funnel inadequate
Threats of War and Terrorism Spreading
Support not Supporting
Commoditization of Products & Services
Sales Training not aligned with Task at hand
Sales forecasts keep slipping
Fear, Uncertainty and Doubt (FUD)
Poor Time Management & Focus by Sales Reps
Sales Reps chasing poor or any Opportunities
Many Reps unable/unwilling to generate New Opportunities
Too much Management; not enough Leadership
No Common process to qualify and reconcile accounts
Need tools to identify coaching/ motivation opportunities
Customer Budgets slashed
Sales Reps not spending enough “Face Time” with Customers or Prospects
Too few “Sales Producers”
Personal Positive Attitude
3. Conclusion
Since addressing items 1, 3, and 4 in Section 1 above are clearly sales management responsibilities, as are the feedbacks from sales people on their managers, there is a huge opportunity for improved Sales Effectiveness in most sales forces by selecting the right people to be sales managers, and ensuring that they are well trained and competent as managers.
By the end of our workshops, the majority of participants fedback that we have helped them with most of the issue listed in Section 2 above.
The sales managers who we have trained had an average of 6.5 sales people reporting to them, so if you can increase the effectiveness of the manager by 10%, the leverage opportunity is huge!
Peter Michie, Founder of PERFORMAX
Sales Managers dont need Training do they Increasing Sales Effectiveness Opportunity 3 - To learn more about this author, visit Peter Michie's Website.
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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John AlexanderJohn has taught keyword research and SEO skills to small groups of business owners and Webmasters from over 80 different countries world wide since 2002. John is also the Director of Search Engine Academy ; Co-director of Training at Search Engine Workshops offering live, SEO Workshops with his partner SEO educator Robin Nobles, author of the very first comprehensive online search engine marketing courses at SEO Training Online and the SEO Workshop Resource Center. I look forward to hearing from you! - Visit John Alexander's Website |
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