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Hi everybody, Andrew Reimer here – author, consultant, trainer, coach and specialist
in Sales Management. Founder and CEO of Sales Management Solved where we teach you a Framework
based upon the three Key Pillars of Sales Management so that you are consistently a
top performing and high earning sales manager. I help sales managers succeed! To identify
and retain top sales talent on your team, effectively forecast, achieve every budget,
and build clients into advocates so that sales managers thrive – so you’re in control,
proactive, that you’re recognised for excellence, have high team morale and enjoy your role
and the lifestyle success brings. At Sales Management Solved, I help sales managers exponentially
excel by applying a unique framework that creates advocates from your key clients. I
help sales managers shift their sales culture and become masters of their role.
Are you challenged by being new in sales management or just took over a sales team? Or maybe challenged
by having poorly performing sales people, forecasting you can’t trust, missed budgets,
or spending most of your time putting out spot fires? What about struggling to retain
current clients, low new business development or poor implementation after training? Do
you even get stressed out with too many priorities or no real strategy?
Well, me too! If you know my story I failed miserably as a sales manager after being promoted
from sales in my first job. I survived cancer as a teenager and failure was not in my vocabulary
so I committed to mastering sales management and read all the books, met the authors, went
to conferences and sales management courses. Then I borrowed to buy a poorly operating
business; I brought this new knowledge and more consultants to help me and through a
do it/ fix it approach, turned the company around with a fair bit of learning and struggle.
But I more than doubled my investment. Over 25 years, I built and rebuilt radio stations
and due to our success, was hired to rebuild a national company’s sales division and
take the company from losing $16m to a profit of $20M in three years.
So, I have felt you pain of failure and felt the struggle to figure it out and survive
as a sales manager and as a consultant to sales managers – relatively easy compared
to surviving cancer! I have found the 3 key pillars to success
in mastering sales management. And today I want to focus on Pillar Three
that details the specific processes, and how they need to link to create a professional,
consistent approach to leading a sales department. You’ll need to use a customer-centric Solutions
sales process which impacts each customer’s ‘level of relationship.’ Customer Segmentation
and account Territory management define the salespeople’s action plans. Planning is
therefore an integration of sales processes and customer level of relationship strategic
decisions. You’ll need a Dashboard, a personal tool,
which displays key sales process and people management measurements to forecast and proactively
manage activity. You should use CRM, Sales Tools and Marketing to support your sales
vision both within the company and with customers. Your vision emphasises Service, the key competitive
advantage in developing advocates. You always meet or exceed your Budgets because
you detail and measure each sales step! You can accurately forecast activity to Structure
the sales department so that it leverages talent. Appraisals are your final step in
both coaching each member of her team to be their best and in leading a successful sales
department. You’re prepared, informed and ready to act.
So let’s look at these 11 Key Processes that must be in place and a
Dashboard for each Sales Manager to monitor and be pro active
1. Solution selling 2. Segmentation strategy – 80/20, key clients,
new/return business 3. Territory/Account List – customer lists
4. Planning vs. Reporting – Qrtrly, Monthly, Weekly, Daily
5. CRM – data base to share with others, protection, next step, linked to sales not
IT 6. Tools – developed continually for and
by the sales people 7. Marketing – supporting the sales strategy
8. Service – system to identify and consistently deliver the specific value added items
9. Budgeting and forecasting – linked to measurements/pipeline for each individual
10. Structure – sales and support to achieve goals, linked to sales strategy
11. Appraisals and goal setting – 90 days,
Now, and especially since the financial crisis of 2008, there is a new economy. There is
also increased competition and more choices for our customers. And they are demanding
genuine value or they focus on lowest price and that means lower margins unless we deliver
the value they need. Sales managers must change – What used to
work in the 80’s and 90’s is over. Sales managers need to know what to do today to
succeed, and when they do, they actually enjoy their role and what it brings to their life.
My relentless appetite for studying best practice in sales management and my 35 years applying
what works has made me an in-demand sales management consultant-trainer in a wide range
of industries. Click on some of my other complimentary training videos where I’ll give you more
details on this Framework and more details of the 3 Key Pillars that work today.
I just want to help sales managers so that they don’t fail, as many do in this important
role. The
three things I want out of life are Relationships, Results and Revenue. Relationships (with sales
managers and the world’s top experts), Results (for my clients and their ongoing success) and Revenue
(so that I can keep offering great service to sales managers).
My dream would be that sales managers learn this Framework before they start a position as Sales Manager or
that Senior Management would develop their existing sales managers– their
success would change their lives and greatly reduce the problems for their sales teams
and their companies. I’m Andrew Reimer and thanks for your time
and please see my complimentary training videos where I detail this Framework for successful
sales
management or visit me at www.salesmanagementsolved.com and here’s to
your continued success!