I have a client with a small sales team who is looking for sales training using ‘ Spin Selling ‘ principles. Can you recommend anyone who specialises in spin selling training, either scheduled courses or coaching programmes? …
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I'm Looking For Spin Selling Sales Training – Do You Know A …
As a Sales Manager you will no doubt be seriously challenged in your role this year if you run a sales team involved in Making Major Sales. I therefore have two tips today:
The first is to make absolutely certain your sales staff is totally familiar with the difference between making a simple sale and making a major sale. If they are not clear on this fact you face an uphill battle.
The best and fastest way to ensure a clear understanding on this is to invest in the very best book ever written on the subject of selling “Making Major Sales” by Neil Rackham of Huthwaite research.
In my opinion this book should be a mandatory purchase for any Sales Manager worth their salt. Rackham has proven beyond doubt there is a massive difference in the skill set required to conclude a major sale as opposed to a simple sale.
The second tip is to ensure you have the right sales people. The best and easiest way to achieve this is to invest in another world class book by Bradford D Smart and Greg Alexander “Topgrading for sales”.
This particular book focuses on how to weed out and employ the very best sales people out there.
We have just begun a new year and if we believe the news it will be a tough one. Therefore the Sales Manager’s Job is to ensure correct tools and strategies are in place for the team.
Make it your priority in 2009 to grab these two books from Amazon (see the link to the side) or any other book supplier carrying the very best in sales training.
What type of challenges face a Sales Manager every day when he or she walk into that office?
Is it sales staff motivation?
Is it sales staff reporting and accountability?
OR:
Is it grief from higher up in your organization?
No doubt the typical Sales Manager’s Job varies from place to place and company to company. However consider this:
As a sales manager are you a coach? Are you a motivator?
We have all seen and heard about the economic downturn in the newspapers and on Television. We are blasted every day on how 2009 is going to be a tough year.
Therefore I have decided to dedicate some time over the next few weeks to assisting the Sales Manager and posting some worthwhile tips that should make the Sales Managers Job more rewarding and worthwhile in these so called gloomy times.
There can be no doubt the Sales Manager who is entirely on top of their game, with the right attitude will not be affected by any downturn. It is a case of working smarter, motivating the team in the correct manner and sharpening the act.
Keep your eye on this blog over the next few days and even if you get one tip that helps you it will be worthwhile.
Sales Manager Jobs
Sales Manager Jobs
Sales Manager Jobs
Sales Manager Jobs
Sales Manager Jobs
Sales Manager Jobs
How many times do we have to look at what a Sales Manager’s Job consists of?
It is a plain fact that good sales people do not always make good sales managers. A Sales Manager needs to understand the basic selling skills and also must know the difference between making a simple sale and making major sales. However above all a sales managers job is to manage a sales team.
Many companies just get this wrong, there are advertisements everywhere for sales managers yet many of them are actually for sales people. In other words there is no team, nor is there any intention of putting a team together.
In these situations it is only a fancy title.
There is no doubt a great sales manager can make a great team. If you are in the business of making major sales and have a sales managers job available I strongly recommend the the book “Topgrading for Sales” reviewed in an earlier post.
Get your priorities right, find a Sales manager who knows how to sell but above all knows how to manage and motivate sales people.
