2. Planning, Staffing, and Training Successful Salespeople16
Chapter
Planning, Staffing, and Training Successful Salespeople
McGraw-Hill/Irwin
Copyright © 2006 by The McGraw-Hill Companies, Inc. All rights reserved.

3. 16
16-3
Chapter

4. 16 Main Topics Chapter The Tree of Business Life: Management
16-4
Chapter
Main Topics
The Tree of Business Life: Management
Transition from Salesperson to Sales Manager
Technology Is Needed in the Job
Being a First-Line Sales Manager Is a Challenging Job
What Is the Salary for Management?

5. 16 Main Topics Chapter Overview of the Job Sales Management Functions
16-5
Chapter
Main Topics
Overview of the Job
Sales Management Functions
Sales Force Planning
Staffing: Having the Right People to Sell
Training the Sales Force

6. The Tree of Business Life: Management
Guided by The Golden Rule:
Recognize that the characteristics needed to be a sales manager are the same as those needed to be a salesperson
Remember that just as there is a Golden Rule of sales, there is also a Golden Rule of sales management
As a sales manager, treat others as you would like to be treated T T
Ethical
Service T T T T T T T T
Builds
T r u e
Relationships T C I

7. Personal Characteristics Needed for Managing Today’s Salespeople
Joy in work
Caring for people
Harmony in relationships
Self-control in emotions
Patience with people
Sales Leader
Fairness in relationships
Kind to people
Faithful to your word
Morally ethical

8. Transition From Salesperson to Sales Manager
What changes occur?
Perspectives change
Goals change
Responsibilities change
Satisfaction changes
Job skill requirements change
Relationships change

9. Transition From Salesperson to Sales Manager, cont…
The experience of being promoted
Seven phases
Immobilization
Minimizing or denial of change
Depression
Acceptance of reality
Testing
Searching for meanings
Internalization

10. Transition From Salesperson to Sales Manager, cont…
Problems experienced by new managers
Lack of preparation for the job
The key to making a successful transition
Learning attitude
Realistic expectations
Learning new job responsibilities
Need to make the initial adjustments

11. Technology Is Needed in the Job
You need technology to be an effective manager in the 21st century
The computer is a powerful leadership tool

12. Being a First-Line Manager Is a Challenging Job
District sales manager is link between the salespeople and the manager’s immediate boss
A manager must be effective in managing salespeople and influencing the boss

13. Exhibit 16-2: The District Sales Manager Links Salespeople to the Company

14. What Is the Salary for Management?
Salary is usually related to:
Annual sales volume of units managed
Number of salespeople supervised
Length of experience in sales
Annual sales volume of the firm
Salary is just one part of compensation
The higher the sales position, the greater the benefits offered

15. Overview of the Job
A sales manager’s main goal is to achieve the levels of sales, volume, profits, and sales growth desired by higher levels of management
The factor underlying success in achieving the goal is the ability to influence the behavior of all parties involved

16. Sales Management Functions
Planning
Staffing
Training
Directing
Evaluating

17. Exhibit 16-3: The Basic Sales Management Functions

18. Sales Force Planning Sales forecasting – uses of sales forecasts
The sales manager’s budget – methods of developing sales force budgets
Organizing the sales force
Organizational design
Organizational structure

19. Exhibit 16-5: Operating Costs for the Sales Force

20. Exhibit 16-6: Multiple Factors Determine the Design of the Sales Force

21. Exhibit 16-7: Activities Involved in Managing the Human Resources of a Sales Force

22. Staffing: Having the Right People to Sell
First Element – People Planning
Sales force size
Type of people
Job analysis
Job descriptions
Job specifications

23. Staffing: Having the Right People to Sell, cont…
Job specifications for successful salespeople
Education
Personality
Experience
Physical attributes

24. Exhibit 16-8: Selected Characteristics of Successful Salespeople―Which are Most Important?

25. Staffing: Having the Right People to Sell, cont…
Second Element – Employment planning
Legal framework for employment
Equal Employment Opportunity Commission (EEOC)
Americans with Disabilities Act (ADA)
Diversity of the sales force
Diversity of buyers
The multicultural sales organization

26. Exhibit 16-9: The Sales Force is Becoming Diverse

27. Staffing: Having the Right People to Sell, cont…
Recruitment – finding the right people
Selection – choose the best available!
Application
Initial interview
In-depth interviews
Testing
Reference checks
Physical examination

28. Exhibit 16-10: Major Steps in Sales Personnel Selection Process
Not all companies take every step

29. Staffing: Having the Right People to Sell, cont…
A sales manager’s view of the recruit
Is sales the right job for the applicant?
What recruiters look for
The application letter
The resume
The interview
Applicant: create a performance portfolio

30. Staffing: Having the Right People to Sell, cont…
Interview follow-up
The second interview
Job offers
No job offer

31. Training the Sales Force
Sales training
Purposes of training
Training methods:
Discussion
Role playing
On-the-job training
Where does training take place?
Centralized training programs
Decentralized training

32. Training the Sales Force, cont…
When does training occur?
Who is involved in training?
Corporate staff trainers
Sales force personnel
Outside training specialists
Combination of training sources

33. Exhibit 16-13: Basic Sources of Sales Training

34. Summary of Major Selling Issues
A salesperson who is promoted to sales manager becomes involved in sales planning, staffing, training, directing, and evaluating sales force activities
Today, firms structure their organizations to best serve their customers
Sales managers are frequently involved in forecasting their firm’s sales

35. Summary of Major Selling Issues, cont…
The contemporary sales manager is knowledgeable in personnel practices involving the recruiting and hiring of salespeople
Government laws need to be considered
Once hiring is done, the sales manager becomes involved in training salespeople
The sales manager is a salesperson first but is also something of a jack-of-all trades