sales management mastery slides these are the slides to use and complete when listening to the new...

Sales Management

Mastery Slides

These are the Slides to use and complete when listening to

The New Sales Management Mastery CD System

&

the 3D Model for leading edge performance.

Feel free to email smahar@intd.com.au for any queries or answers.

ManagementManagement Se--Se--

Ot----Ot----

Demonstrate

Encourage

Vis---not

Supervision

Provide direction

Make it possible to followMake it possible to follow

Support, Stretch & Emp---- peopleSupport, Stretch & Emp---- people

1 Dimensional Leadership Behaviour Model

AutocraticAutocratic DemocraticDemocratic

Good/Bad Good/Bad

Too ----Too ---- Too ---- Too ----

**

Country Country TeamTeamClubClub

Impoverished Task

PPEEOOPPLLEE

PRODUCTIONPRODUCTION

What is the best attitude?

--------

Concern for People / Concern for ProductionConcern for People / Concern for Production2 Dimensional Leadership Attitude2 Dimensional Leadership Attitude

ApproachableConfidentSupportivePracticalKnowledgeableReliableVisionaryDecisiveProblem SolverGood Listener

Sense of HumourEmpowers othersGood CoachPraises peopleInvolves everyoneGood CommunicatorPersuasiveInspirationalIntegrityInner Strength

*Recent Feedback from 2,100 Sales Managers in Australia. In no particular order:

The Acid Test

is not what happens

when you’re there,

it’s what happens

when you’re --- -----!

© INTERNATIONAL TRAINING & DEVELOPMENT 131 Beach Street, Port Melbourne 3207

Tel: +61 3 9646 4311 Mobile: 0418 368 337Email: smahar@intd.com.au Website: www.intd.com.au

LearningLearning

““ConfusionConfusion

precedesprecedes

greatergreater un------------”un------------”

LearningLearning

““All things are d--------All things are d--------

before before

they become e---”they become e---”

If If

You can’t measure it,You can’t measure it,

You can’t m---ge it.You can’t m---ge it.

[ CCM ][ CCM ]

[ C+C+M ][ C+C+M ]

C_______C_______

++

C_______C_______

++

M_______M_______

CC==

Com_____________Com_____________

to do _____________to do _____________to get _____________to get _____________with the right ______with the right ______

Com________Com________

BrainstormBrainstorm = =

CC ==

Con________Con________

to do the ____to do the ____on ________on ________with _______with _______

Con______Con______BrainstormBrainstorm = =

MM==

Mot_________Mot_________

to do _______________to do _______________with a with a “ ”“ ”

and the _____________and the _____________

Mot________Mot________

BrainstormBrainstorm = =

[ T + GP = S ][ T + GP = S ]

T_____T_____

++

G_____ P_______G_____ P_______

==

S____S____

DependenceDependence - I ----- know- I ----- know

IndependenceIndependence -I know b----I know b---

InterdependenceInterdependence -the more I know, -the more I know, the more I know the more I know

I don’t ----I don’t ----

DependenceDependence - - I’m not responsible I’m not responsible

Attitude of Attitude of Y--Y--

IndependenceIndependence--I’m responsible for meI’m responsible for me

Attitude of Attitude of II

InterdependenceInterdependence--We’re responsible for usWe’re responsible for us

Attitude of Attitude of W- W-

A A = = C__________C__________

++

C__________C__________

+ +

M__________M__________

K K = = T_____T_____

+ +

G______G______

P ______P ______

==

S______S______

S____ T___, S____ T___,

P______ or P______ or H____H____

1 Unconscious Competence1 Unconscious Competence **Think I KnowThink I Know

“ “ This job will be e---!”This job will be e---!”““I feel invincible!”I feel invincible!”

‘‘Sales Novices’Sales Novices’ don’t know what they don’t know, don’t know what they don’t know,

until they know!until they know!

1 1 AA[Com + Mot = high, Con = Low ] [Com + Mot = high, Con = Low ] K = Low K = Low

22 Conscious IncompetenceConscious Incompetence *Know that I don’t know*Know that I don’t know

““I c---- sell”I c---- sell”““I feel like g----- up”I feel like g----- up”

‘‘Sales Trainees’Sales Trainees’ know that they don’t know because know that they don’t know because even though their call rate is high, even though their call rate is high,

their sales conversions are low. their sales conversions are low.

22 A [ Com + Con + Mot = Low ]K = Low +A [ Com + Con + Mot = Low ]K = Low +

3 Conscious Competence – Theory3 Conscious Competence – Theory * Learning to Know* Learning to Know

““I am learning the fundamentals & proven systems.”I am learning the fundamentals & proven systems.”

““I am feeling more c--------”I am feeling more c--------”

‘‘Sales Developers’Sales Developers’ know that they are on a steep learning know that they are on a steep learning curve as they are learning to know the Basics.curve as they are learning to know the Basics.

3 A [ Com + Con + Mot = ? ] K = Medium3 A [ Com + Con + Mot = ? ] K = Medium

44 Conscious Competence -Conscious Competence - * Knowing & Doing* Knowing & Doing

““I am applying & practicing both the fundamentals I am applying & practicing both the fundamentals & the proven systems.” & the proven systems.”

““I am feeling proud of my im----------”I am feeling proud of my im----------”

‘‘Sales Professionals’Sales Professionals’ are now both ‘knowing & doing’ with 80% are now both ‘knowing & doing’ with 80% of the Clients.of the Clients.

4 A [ Com + Con + Mot =4 A [ Com + Con + Mot = High ] K = HighHigh ] K = High

5 Unconscious Competence5 Unconscious Competence --** Gaining Sales Mastery Gaining Sales Mastery

““I am exceeding sales t------ comfortably”I am exceeding sales t------ comfortably”““I am feeling proud of my a-----------”I am feeling proud of my a-----------”

‘‘Sales Masters’Sales Masters’ are gaining sales mastery & are ready to look after are gaining sales mastery & are ready to look after the ‘Top 20% Key Clients.’ the ‘Top 20% Key Clients.’

55 A [ Com + Con + Mot = Very High A [ Com + Con + Mot = Very High +K =+K = Very HighVery High

5 Unconscious Competence 5 Unconscious Competence --** Gaining Sales Mastery Gaining Sales Mastery

““Everyone sellsEveryone sells

Some poorly, others wellSome poorly, others well

Sales Masters “exsell!”Sales Masters “exsell!”

1 U / I1 U / I Sales NoviceSales Novice

22 C / I C / I Sales TraineeSales Trainee

3 C / CT3 C / CT Sales DeveloperSales Developer

4 C / CP 4 C / CP Sales ProfessionalSales Professional

5 U / C5 U / C Sales MasterSales Master

A = ATTITUDE = 80%A = ATTITUDE = 80% = = Commitment[ Com] Commitment[ Com]

+ Confidence[Con] + Confidence[Con] + Motivation [Mot]+ Motivation [Mot]

K = Know how [T + P ]K = Know how [T + P ]

“ “When you’reWhen you’re GreenGreen you Growyou Grow

When you’reWhen you’re RipeRipe youyou Rot!Rot!””

AttitudeAttitudeis is

Number 1Number 1

Fear of:Fear of:

11 Rej------ Rej------

2 Fai---- 2 Fai----

3 Feeling vul-------3 Feeling vul-------

4 Public hum-------4 Public hum-------

5 Self sab-----5 Self sab-----

How can you overcome your Fear ofHow can you overcome your Fear of

Rejection?Rejection?

Due to:Due to:1 Good performance doesn’t get --------1 Good performance doesn’t get --------

2 Past promises not ---------2 Past promises not ---------

3 B----3 B----

4 “Carrying” the ----4 “Carrying” the ----

5 Doing same job for too----. 5 Doing same job for too----. May need new c---------.May need new c---------.

Session 1 Questions1 What are the advantages & benefits of 3

Dimensional Leadership? 2 Attitude = C+C+M. What is CCM? Why measure

Attitude? 3 Know how = T + GP. What is T + GP? 4 What is the most critical learning stage & why? 5 What is the main reason a learner gets stuck at

learning stage 2? 6 What would cause a “peak performer”, in a

specific task, to regress?

“What the mind of man

can conceive

&

believe,

it can a------.”

Napoleon Hill

Our F-------, A--------, B------, A------, H----- & Our F-------, A--------, B------, A------, H----- &

R------ are all based on our R------ are all based on our ThinkingThinking

T------- lead to F-------T------- lead to F-------

F-------- create A--------F-------- create A--------

A-------- lead to B------A-------- lead to B------

B------- create A------B------- create A------

A------ mold H-----A------ mold H-----

H----- build long term R------H----- build long term R------

““The ancestor toThe ancestor to

every action every action

is a -------”is a -------”

Ralph Waldo EmersonRalph Waldo Emerson

““Manage your --------Manage your --------

rather thanrather than

control your feelings/emotions.”control your feelings/emotions.”

Shane MaharShane Mahar

““You can lead a human being to KnowledgeYou can lead a human being to Knowledge

butbut

You can’t make them You can’t make them T----T----””

Logic makes people Logic makes people think.think.

Emotion makes people Emotion makes people a--a--..

• You had 1/5-- million chance of being born

• Your im---- system listens to your internal dialogue

• The average person has approximately 75,--- neuron connections [ or thoughts ] per day.

• You have approx. 1,000,000,000,000 [ one million, million ] brain cells

• Your blood circulates through your body 1,000 times per day

• You have 9 taste buds on your tongue

• You will drink approx. 75,--- litres of water in your lifetime

• Your heart beats -- million times p.a.

• You have about -- trillion cells in your body

Beliefs create Reality

Think Smart [ 75k ]

Eat Well [ 80 / 20 ]

““Move Baby Move” Move Baby Move” [ 600 muscles ][ 600 muscles ]

Beliefs create Actions

“The Brain is as strong

as its

weakest t----”

ThoughtsThoughts

If we don’t take responsibility

for our thinking,

someone else will!

Should you trust your Should you trust your

feelings?feelings?

Should you trust your Should you trust your

feelings?feelings?

Not if they come from Not if they come from “stinking t-------!”“stinking t-------!”

Are feelings facts?

Are feelings facts?Not if you think that:

“Rainy days and Mondays always --- -- ----!”

1.1. Ignorance is ….

2. Sticks & Stones may break your Bones . . . . . .

3. If you want a good job done around here . . . . . . .

4. This is the way we do things around here!

5. It’s impossible to break the 4 minute mile barrier!

Cliches create Reality!

TT ThoughtsThoughts [Practice m----- t-------- ] [Practice m----- t-------- ]

FF FeelingsFeelings [E------ your feelings][E------ your feelings]

AA Attitude Attitude [Positive e--------- or Fear][Positive e--------- or Fear]

BB BELIEFS BELIEFS [Beliefs create r------][Beliefs create r------]

AA Actions Actions [Walk your t---][Walk your t---]

HH Habits Habits [E--- to do / e--- not to do][E--- to do / e--- not to do]

RR ResultsResults [ Reap the r------ ][ Reap the r------ ]

CC Corporate Culture Corporate Culture [This is the way we [This is the way we do things around here! ]do things around here! ]

Sales MastersSales Masters

havehave

aa

LeadershipLeadership

Mi-----Mi-----

Sales MastersSales Masters

havehave

the couragethe courage

to confrontto confront

conventional w-----conventional w-----

Are Beliefs Facts?Are Beliefs Facts?

Are Beliefs Facts?Are Beliefs Facts?Not necessarily.Not, if they are not based on the t----.Example:

“It’s impossible to run a sub 4 [ four ] minute mile!”

1 I think I---!

2 I -----

3 --- -?

4 I ---- I can

5 I ---- I could!

How to challenge limiting beliefs:

Ask smart questions…Listen

The Self-fulfilling Prophecy

“Thought Interrupter” …

“How to Change Thoughts: …Simple as “ABC” [ It’s only a “Click” away ]

A B----C----Simple process:•“Click on it” - Observe thoughts•“Click off it” – Interrupt / Challenge thoughts•“Click on it” - Choose a better thought

Session 2 Questions1 Why is it so important to be mentally tough?

2 How can you & your team think smarter, eat better and get physically fitter?

3 How many thoughts does the average person have per

day? What’s the good & bad news?

4 Should you trust your feelings?

Questions

Session 35 Are feelings facts?

6 What does “TFABAHRC” stand for?

7 How are you feeling?

8 Are beliefs facts? Can I challenge any limiting beliefs? What are the benefits?

What’s the difference What’s the difference

between Needs & Wants?between Needs & Wants?

What’s the difference What’s the difference

between Needs & Wants?between Needs & Wants?

A “Need” is a n--------.

A “Want” is a d-----.

At Learning Stage 1, At Learning Stage 1, what what

DIRECTIONDIRECTION

do Sales Novices need?do Sales Novices need?• To be told the B-----

• Sales T-------• Sales Mastery S-----

At Learning Stage 2, At Learning Stage 2, what what

HELP / SUPPORTHELP / SUPPORTdo Sales Trainees need?do Sales Trainees need?• To be s---- the Basics

• Sales C-------• Sales Mastery S-----

At Learning Stage 3, At Learning Stage 3, what what

PRACTICE/REDIRECTIONPRACTICE/REDIRECTION

do Sales Developers need?do Sales Developers need?• G----- Sales Calls• S------- feedback

• Praise p-------

At Learning Stage 4, At Learning Stage 4, what what

RECOGNITIONRECOGNITION

do Sales Professionals need?do Sales Professionals need?• C---------- rates on target

• Sales A----s• Ready to Sell ‘s---’

At Learning Stage 5, At Learning Stage 5, what what

NEW CHALLENGESNEW CHALLENGESmight Sales Masters need?might Sales Masters need?

• Good performance must make a d---------• Sales Incentives / B------

• Promotion - Ready to t---- others• Promotion – Maybe ready to l--- others

What happens if you

don’t get your NEEDS met?

You get under - SupervisedYou get under - Supervised

==People f---,People f---,

get st---get st---

andand

get d------------.get d------------.

Your Manager cannot meet your Your Manager cannot meet your needs needs

if he/she doesn’t knowif he/she doesn’t know

W---W---they arethey are

oror

W--W-- you are! you are!

You cannot meet your team You cannot meet your team members needs members needs

if you don’t knowif you don’t know

W---W---they arethey are

oror

W–W– they are! they are!

I NEEDI NEED…….…….

D-------- [ *L/S 1]

H---- [*L/S 2]

P------- [*L/S 3]

F------- + + + [*L/S 4]

N-- C--------- [*L/S 5]

[ *L/S = Learning Stage ]

What Leadership style/s would you choose if you were

an effective leader?

--- - -- ----as appropriate.

What are the 5 appropriate Leadership style/s?

Dir------Dir------Co-------Co-------Su--------Su--------Del-------Del-------

Emp------- & Du---------Emp------- & Du---------

How to Diagnose Down:

- to get your team members Needs met:

Know what they are

Know who they are

“The Golden Rule”

Session 3 Questions

1 What is the difference between Needs and Wants? 2 What are the five key Needs at each Learning

Stage?3 What happens if you don’t get your needs met?4 How can you effectively negotiate to get your

Needs met?