SALES MAN

TO A SALES MANAGER

HOW DID THINGS CHANGE?

Sales

ExecutiveManager

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 NEEDEDMANAGEMENT

LEVELS

TOP

Management

MIDDLE

Management

SUPERVISORY

Management

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

managers

People 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