are you a salespeople manager or just a sales manager?
TRANSCRIPT
THE CENTER FORSALES STRATEGY
Or just a Sales Manager?
Are you a Salespeople Manager?
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
If your day is filled with things like...Managing
everyone’s pipelineAttending every
high-stakes meetingApproving every
proposal
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
+ You’re dividing yourself• Stretching yourself to the breaking point• Acting like a salesperson, not a manager• Missing your biggest opportunities• Having less fun than you should
(unless you’d rather be a salesperson than a manager)
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
% Multiply yourself instead!• Activate and grow your people• Stretch your influence, not your workday• Build revenue on their skills, not yours• Fall in love with your job again
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
There’s a huge difference.
Sales Manager+ Salespeople
Manager%the DIVIDER the MULTIPLIER
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
What a Salespeople Manager does
SELECT ASSESS FOCUS NOTICE INVEST
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
What a Salespeople Manager does
SELECT
• Understands that you can’t change people.
• Knows that people’s natural strengths can keep growing and growing, but their weaknesses are unlikely ever to improve.
• Selects people whose basic nature is to do what they need them to do.
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
ASSESS
What a Salespeople Manager does
• Understands that talents can be difficult to evaluate, and therefore uses a sales talent assessment instrument to measure each needed talent.
• Uses a talent assessment designed for sales, not for all jobs.
• Chooses a talent assessment that is equally useful after hiring, to help the salesperson grow.
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
FOCUS
What a Salespeople Manager does
• To grow and develop the salesperson, zeroes in on the individual’s strengths, not their weaknesses.
• Has a tailored development plan for each salesperson, and evolves the plan as the person grows.
• Expects great performance in areas of strengths, and helps find workarounds for areas of weakness.
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
NOTICE
What a Salespeople Manager does
• Understands the power of recognition, and knows that recognition is 9 parts noticing, 1 part celebrating.
• Catches people doing things right (5 times as often as wrong). What’s noticed is repeated.
• Notices performance and achievement at least once every 7 days.
*Just remember the Happy Hour Rule (5-7)
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
INVEST
What a Salespeople Manager does
• Allocates as much time to growing the people as to growing the revenue—and makes it obvious by their actions. Be a Salespeople Manager 50% of your day.
• Devotes the most time to the most talented salespeople on staff, to the ones who are receptive and growing.
• Schedules time each week to add new candidates to the talent bank, and to stay close to the top candidates.
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
Sales Manager+ Salespeople
Manager%
Most managers spendtoo much time chasing business.
Not enough time growing their people.
90% or more of their week. Only 10% of their typical week.
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
Move to 50-50
50% 50%
and watch your business take off.
Sales Manager+ Salespeople
Manager%
THE CENTER FORSALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
The evolution takes some time, some effort, some resources.
And so are their people!
from DIVIDER to MULTIPLIER
...but every manager we know is thankful they did it.
Sales Manager+ Salespeople
Manager%
