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Your Role As a Sales Manager. Definition of a Sales Manager (cont). According to Henry Ford, the most valuable person to work for him was “a manager of people rather than projects.” When it comes to sales, there is no substitute for people management.
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Definition of a Sales Manager (cont) • According to Henry Ford, the most valuable person to work for him was “a manager of people rather than projects.” When it comes to sales, there is no substitute for people management.
The Major Responsibilities of a Sales Manager • Recruit, train and develop a winning sales team • Motivate the sales team • Sales people are motivated by different reasons. It is the job of a sales manager to recognize and utilize these factors. Money, power and achievement are some of these motivators
Major Responsibilities of a Sales Manager • Generate sales • Nothing happens until a sale is made • Maintain morale • Keeping sales people positive is one of the greatest challenges facing sales managers today. • Train sales staff to create self-generated leads
Do’s of Successful Sales Management • Recruit and hire top notch people • Hiring mistakes are costly. Get them involved from the start. • Hiring the wrong salesperson will have a negative impact on your entire company • Keep your sales team aware of their goals • Monitor and measure their performance
Do’s of Successful Sales Management (cont) • Create an on going training program • Consistent training will make your people represent your company professionally • Establish a vision of what you and your sales team want to accomplish
Do’s of Successful Sales Management (cont) • Terminate poor performers as soon as possible • No one enjoys terminating employees but when it becomes necessary, it must be be done professionally and without hesitation. • Longer you keep the poor performer the harder it is to let that person go. • Become a counselor • As a sales manager you take on many rolls, coach, teacher, cheerleader; The name is not important- what is important is that you need to be there when your people need you.
Do’s of Successful Sales Management • Enhance your skills • Take on a mentor or a coach. Consistently work on upgrading your skills. “Never stop Learning” • Books, tapes, seminars, keep your ideas sharp, fresh
Don’ts of Sales Management • Don’t waste too much energy on negatives. • Explain to employees what you want being honest and direct—that will get the best results. They are adults-treat them as adults! • Don’t hide mistakes. • It’s important to know the facts, encourage your team to report actual situations.
Don’ts of Sales Management (cont) • Don’t allow minimum production from employees. • Good sales managers know how to motivate and challenge their salespeople through the use of goals. Successful sales managers know how to get salespeople to compete with one another in a healthy environment without creating animosity among the team. • Don’t concentrate on mistakes • Successful sales managers know how to turn mistakes into opportunities.
Don’ts of Sales Management (cont) • Don’t interrupt people. • Good sales managers listen and get buy-in from the team on course of action as a result of what has been said and understood. • Don’t be the “boss” be a team player. • Successful sales managers understand the importance of such things as communication, proper goal setting, accountability and follow-up.
Take Inventory • What are your strengths & weaknesses as a manager? Be honest. • Know your team-what are their strengths & weaknesses • What causes you to lose focus on your job?
Take Inventory of yourself • Take Inventory • Go over the following checklist and determine how you feel about each quality or skill. Then work to improve areas where you need improvement. • Quality or Skill Yes ImproveNo • 1. Demonstrates patience, tolerance • 2. Knows the Sales Process • 3. Communicates, clearly and concisely • 4. Ability to Train • 5. Shows empathy, care, concern • 6. Confident of abilities • 7. Knows your Production Process • 8. Maintains a good working environment • 9. Organized and prepared • 10. Ability to control meetings-Be BOLD/Can you say NO? • 11. Ability to listen & keep your mouth shut • 12. Strong Leadership Ability
Who is the Case Handyman Remodeling Consultant? • The Case Handyman Remodeling Consultant (RC) is a unique individual because their responsibilities require them to be multi-talented. Production & sales • The RC”s function is to stimulate sales activity and to generate business and clients. • The RC’s function is to support and to aid in production. 50% of their commission is based on GP %
Cost of an RC • View worksheet!
Job Description of the Remodeling Consultant • Understands and utilizes the Sales Process • Understands and utilizes the Production Process • Knows and understands CJES • Estimates projects properly to be profitable.
Recommended Characteristics of a CHS Remodeling Consultant • Remodeling/construction experience • Can build a project in the head • Sales aptitude recommended by McQuaig • Computer literate/ability to learn • Ability to communicate clearly • Likeable • Coachable
Characteristics of A CHS Remodeling Consultant • Driven • Self-starter • Honest/sincere • Can NOT fail attitude • Sophistication • Presents themselves professionally • Straight-forward
Managing The Case Handyman Remodeling Consultant • It is the job of a sales manager to recruit, train and develop salespeople. • The sales manager accomplishes this by taking different personalities and molding them into a solid, efficient sales team.
Managing The CHS Remodeling Consultant • The sales manager manages by personal example and sustains high performance through motivation and providing on going challenges. • It is through this genuine concern that sales managers make their biggest impact on the growth of their team and the success of their business.
Summary • Understand the importance of your Role as a Sales Manager • Identify the CHS Remodeling Consultant and understand his/her job description and characteristics • Learn to Manage and Develop the CHS Remodeling Consultant