jounney of sales man to sales manager
DESCRIPTION
salesTRANSCRIPT
Journey ofSales Man
to a Sales Manager
AMAR BIR SINGH
How Did Things Change?
Sales Executive
Manager
How role changes
Sales executive Responsible for his
own work
Manager
Responsible for getting work done from his people
Role of Manager
Men Money Material Time Territory
To Manage
How can you do it ?
Plan: Which market/customer to be covered Organize: How each market , customer to
be covered Monitor: See that is your people working as per beat plan Correct: Deviations from plan
Responsibility of ASM
Achieve sales objective of his area To build a winning team out of his team
mates Ensure implementation of strategy Motivate team members Provide on the job guidance through
demonstration Work with team members in the field
to evaluate how they are working and
Check reports of team members
Responsibility of ASM
Train and guide team members
Plan work of his team members
Organize work of team members
Make corrections if required
Maintain Relationship with key customers
Skills required for managers
Skills required for managers are different from skills required as sales person
Management Skills at Various Levels
Conceptual
Human
Technical
SKILLS NEEDEDMANAGEMENTLEVELS
TOPManagement
MIDDLEManagement
SUPERVISORYManagement
Purpose of joint field work
To know how
Your people are
working To provide on the job
training To help him to tackle
difficult customers To boost moral of ASO/
ssm To identify Key
Customers
Build relations with key customers
Know the impact of marketing strategy
Know competitors activity To know what customer
actually needs To motivate people
How to do joint working
• Inform your people well in advance, so that they are prepared, this will improve their efficiency
• Let him do the first call, don't disturb him at all, you will come to know his natural way of working
• Do the next call yourself to demonstrate how he should be working
How to do joint working
Allow him to work don’t substitute his work offer him tea/cold drink in between the work to refresh his energy levels Ensure coverage of all customers of beat are covered without fail otherwise you my miss them for entire month
How to do joint working
• Don’t discuss negative things with him during calls, don't discuss sales with him during calls, only put sales efforts, discuss how to improve next call
• Motivate your people during the calls because only if they are motivated they will produce better result, appreciate him for good orders booked by him
How to do joint working
When you have finished the joint work ,sit some where, take him for tea and do a post call analysis, what was good and praise him on the spot
How to do joint working
Discuss what was the improvement area and how he can improve it
Discuss sales performance (end of the day) till date and balance to be achieved and how he is going to achieve the month
Always Leave your people Motivated
when you leave the sales person he should be motivated so that he work with better skills he has learned from you for rest of the month.
Never leave your sales person demotivated, this will spoil his efficiency for many days
Leave your people motivated
Your success depends on how your people work in your absence than how they work in your presence
Understand Your Team Members
Each member of team is different
They have different strengths and different weakness
They have different motivating factor
They have different likes and dislikes
Understand Your Team Members
Combine the strength of each one your area becomes full of strengths
To combine them you have to build a team
Remember your job is not to catch people doing wrong things and punish them, your job is to identify weakness, mistakes and correct
How to Motivate People ?
You can only find out what motivates them and help them to achieve
Use tools available to for motivation-like incentive, career growth ,recognition
One of the major responsibility of a manger is to motivate people
How to build team ??
To build a team out of team members a manager needs to be a good leader
Who is a leader ???
You are a leader if you can influence your team members to follow you willingly to work towards achieving target of your area
You are a leader if your team members can approach you any time without fear, be open with you and look forward to solve their problems
You are a leader, if they accept their mistakes before without fear, and believe that you will help them to correct their mistake
You are a leader if you people follow you blindly
Retaining people
Retaining Good people is major responsibility of managersPeople work for BOSS not for the company 70 % of the people who leave they leave because of the BOSS not because of the company
For an employee his immediate BOSS is the company, because he lives in the environment created by him.
Hire the Best.
It is not often true that applicants, who look like they can sell, can actually sell.
Your success depends on right selection of sales person
See that candidate has right attitude See his market experience See that he has a vehicle See that he is good in calculation See that he is computer literate See that he is not a job hopper
What makes you win ?
It's not the will to win, but the will to prepare to win that makes the difference
It is the team work which makes you win
Final lesson
Remember you will be successful as a sales manager when your team wants you to be successful
So build a team out of your sales force, and establish your leadership and you will be a Successful Sales Manager