February 10, 2011 Paving the Way to Sales Management Success

Webinar Series Paving the Way 1 The Path to Achieving Goals 2 Managing Sales Activity3 Training for Top Performance4 The Coaching Clinic 5 Best Practices 6

Panel of Experts Nancy Bandy Moderator Wayne Turchetta Dave Bavisotto 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 Sales ability Technical knowledge People skills Decision-making ability Organization skills Other QUESTION: What are the 3 top factors you think make a good sales manager? (Select 3 from the list below)

1.Manages people, not sales. A Great Sales Manager

Sales Force Mix MaintenanceMaintenanceRepairsRepairs ProjectsProjects Intermediate Veteran Novice Intermediate Veteran Novice Intermediate Veteran Novice

The Multi-Generational Workforce Today 5% Traditionalists 5% Gen X 30% Gen Y 18% Boomers 47% Future 7% Traditionalists 7% Gen X 30% Gen Y 30% Boomers 33% 1925 – 1942: Traditionalists 1943 – 1960: Baby Boomers 1961 – 1981: Gen X 1982 – 2004: Gen Y

1.Manages people, not sales. 2.Finds and keeps good salespeople. A Great Sales Manager

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 Internal Techs Others Ad in paper Internet Job PostingWord of Mouth Referrals Recruit from competitors Head Hunters Agencies Consultants

Poll #2 Newspaper ads Internet Head hunters/employment agencies Technicians Non-technical internal employees College recruiting Recruiting experienced from other industries Other Which approaches have been most successful for you in finding good salespeople? (Select the top 3 methods)

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.” Recruiting Orienting Hiring Retaining Training Motivating A Strategic Process

10% Low- Performers 80% Consistent Standard Performers 10% Excellent Performers Into which category would your salespeople fall? Where do you spend your time? The Typical Sales Force

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 SalesManagerSalesManager Move from sales to management; no experience and no training Training programs Conferences Webinars Peer Groups Attend training programs, but not specific to sales management Mentoring by a good sales manager Ways to Gain Sales Management Experience

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 Path to Achieving Goals Training Managing Sales Activity Coaching Best Practices Sales Management Setting goals and sales plans Compensation Goal Setting – April 13 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 – September 28 How to coach salespeople Adapting to different levels of experience Best Practices – December 7 What other companies are doing Resources of interest to sales managers To register for future programs

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 Wayne Turchetta Nancy Bandy

Thank You!