1. Colorado Emerging Ventures Building for Growth: Building and Managing Your Sales Team Steve Parry Sandler Training by Sales Productivity Consultants

2. Agenda A look at traditional sales management How the sales person may see it The 5 Keys to Sales Management Success Close

3. 3 “Wing it” 2 weeks training Product training Traditional System Hire

4. 4 Traditional System Pipeline Top Guy Tells How He Does It Unproductive Hire Weekly Meetings

5. 5 Traditional System Call Reports Don’t Manage Behavior Hire Weekly Meetings Manage the Numbers

6. 6 Traditional System Never Enough Time Hire Weekly Meetings Manage the Numbers Run Ragged

7. 7 Sales Rep’s System Everything’s Great We’re Dead Forecast Slip I’m Working Hard Mislead

8. 8 Sales Rep’s System Rescue Me! I Need Help To:  Run My Call 4Write My Proposal  Discount 4Do My Forecasts  Call My Customer 4Do My Paperwork  Speak to Service 4Do My Presentation  Deal with Admin Mislead Delegate (To Sales Mgr.)

9. 9 Sales Rep’s System àLost bid/quote/account  Didn’t do Reports àNo new business  Missed Forecast àI’m Too Busy  Your Fault  Managing Accounts  Economy Mislead Delegate Excuse Factory (Not My Fault)

10. 10 Sales Rep’s System Mislead Delegate Excuse Factory Fox Hole Need Better Brochures No Time to Prospect Need Product Knowledge “Got a Hot One” Hide/ Lay Low On “Safari” Give me Accounts Need Bigger Territory

11. 11 1 23 ACCOUNTABILITY DEVELOPING MOTIVATING SALES MANAGEMENT TOP 5 MOTIVATING 4 GROWING GROWTH 5 RECRUITING

12. 12 SALES MANAGEMENT TOP 5 1 RECRUITING

13. 13 Can sale people help you achieve your company goals? RECRUITING

14. 14 Most Companies: Place an Ad Review Resumes Schedule Interviews Make Hiring Decisions RECRUITING

15. 15 1 2 IDENTIFY FLAWS IDENTIFY REQUIREMENTS WE RECOMMEND

16. 16 3 WRITE THE KILLER AD WE RECOMMEND 4 SOURCE USING TOP SITES 5 USE AUTOMATION

17. 17 6 78 ASSESS CANDIDATES MORE AUTOMATION THE PHONE QUALIFICATION WE RECOMMEND 9 1 ST INTERVIEW 10 FINAL INTERVIEW

18. 18 11 12 JOB OFFER 1 ST 90 DAYS HANDOFF WE RECOMMEND

19. 19 1 23 DESIRE COMMITMENTOUTLOOK CRUCIAL ELEMENTS FOR SUCCESS 4 RESPONSIBILITY YIELD GROWTH POTENTIAL = INCENTIVETOCHANGE

20. 20 1 23 BUY CYCLE APPROVALEMOTIONS 5 MAJOR WEAKNESSES 4 MONEY 5 RECORD COLLECTION

21. 21 2 ACCOUNTABILITY SALES MANAGEMENT TOP 5

22. 22 Sandler System Company’s Mission/Vision Your Mission/Vision Goals—Individual/Team/Org. Strategies Tactics Plan

23. 23 1 2 QUALITY QUANTITY PIPELINE – GOLD OR COAL?

24. 24 1 23 QUALITY QUANTITYVISUAL PIPELINE – GOLD OR COAL?

25. 25

26. 26 See the Stages

27. 27 See the Stages

28. 28 1 23 QUALITY QUANTITYVISUAL PIPELINE – GOLD OR COAL? 4 BALANCE

29. 29 See the balance

30. 30 1 23 QUALITY QUANTITYVISUAL PIPELINE – GOLD OR COAL? 4 BALANCE 5 MOVEMENT

31. 31

32. 32 3 Developing SALES MANAGEMENT TOP 5 Developing Accountability to agreed upon activities exposes areas of potential development

33. 33 3 Developing SALES MANAGEMENT TOP 5 Developing Training Build awareness Develop knowledge Create the skill Coaching Assure application of knowledge and skills Address conceptual issues Mentor Be the role model

34. 34 4 MOTIVATING SALES MANAGEMENT TOP 5

35. 35 4 MOTIVATING SALES MANAGEMENT TOP 5 If you: Hire the right people Hold them accountable to agreed upon goals Demonstrate a commitment to develop them You’ll have a motivated team

36. 36 4 MOTIVATING SALES MANAGEMENT TOP 5 As a manager: You can do more to DE-motivate than to motivate

37. 37 4 MOTIVATING SALES MANAGEMENT TOP 5 As a manager: You can do more to DE-motivate than to motivate Example: Sales meetings that: Aren’t relevant Attack group performance Single out individuals for critique

38. 38 4 MOTIVATING SALES MANAGEMENT TOP 5 Create Positive Stress vs. Negative Stress Have your team develop 2 lists - What can they control - What they can’t control Focus on the first list only Create daily activities

39. 39 SALES MANAGEMENT TOP 5 5 GROWING Growth Look for 3 types of growth My people better this month than last month I can successfully add new people Profitable revenue is increasing

40. 40 SALES MANAGEMENT TOP 5 5 GROWING Growth Only Two Ways To Get Revenue: New Accounts Existing Accounts

41. 41 SALES MANAGEMENT TOP 5 5 GROWING Growth Measure Behavior/Results Margins Reward Compensation Incentives

42. 42 Help Your Company Emerge Stronger Have the right people in the right sales/sales management roles Gain your sales team's commitment and buy-in to work harder, be tougher and do what it takes in these more difficult times Perform a pipeline analysis and work the pipeline

43. 43 Help Your Company Emerge Stronger Create the necessary infrastructure. This includes: An appropriate sales process An appropriate recruiting process Sales management systems Develop the salespeople on process, skills and overcoming their weaknesses.

44. 44 1 23 ACCOUNTABILITYMOTIVATING SALES MANAGEMENT TOP 5 MOTIVATING 4 GROWING 5 RECRUITING COACHING

45. 45 1 23 DECISION “BE THE BEST” EVALUATE SALES FORCE RAISE YOUR EXPECTATIONS HOW TO UPGRADE 4 RAISE THEIR EXPECTATIONS 5 HOLD THEM ACCOUNTABLE

46. Colorado Emerging Ventures Building for Growth: Building and Managing Your Sales Team Steve Parry Sandler Training by Sales Productivity Consultants 303-568-1500 www.salesproductivity.sandler.com