Management has been re-named Sales Leadership!
First and foremost, if you are in a Sales Force
Management position you need to understand that you do not "manage"
people. People aren't managed, they are lead by leaders. You can help
your people manage their day, their priorities, their accounts, their
activities, and their territories... Sales force management as we knew
it, is dead.
Once you become crystal clear that you don't
manage people, you lead them. Then, you are no longer a Sales Manager;
you are officially a Sales Leader, leading sales people, via sales
You lead your people. Everything else you do all
day in your role as a sales manager is management.
For additional resources on leadership you can
click on this sales
link. There is also a ton of more great leadership stories I share from
my combat experience with Task Force Ranger in Somalia in my book Corporate
Infantry: Everything I know about corporate sales I learned in combat.
You will need it because sales Leadership is one
of the toughest positions in corporate America today. Yet, with
leadership, comes responsibility. First off, you are in charge and
responsible of a bunch of yahoo-sales-cowboys that all suffer from
ADHD, overwhelm, and an inability to complete paperwork.
If that leadership role isn't enough, you also
have to manage everything else on top of that.
You have to build, define, refine and manage the sales
and marketing plans.
You have to get very intimate with marketing. Not how to do it, that is
the job of marketing. It is your job to guide marketing with marketing
and tell marketing what to do and when to do it in the sales
and marketing plan.
(aka the sales process) That is specifically why it is called "sales
and marketing" and not "marketing and sales". Sales comes first. You
must define the sales plan (process) first, and then fit the marketing
plan into it.
Don’t fret. I make the explanation of marketing
really simple. Really, really simple. I understand my audience is a
bunch of sales people. I will take you step-by-step through the scary
world of marketing. You will blow the doors off those marketing geeks
with your marketing
, and guidance.
can always get my help with all these things
via my trademarked Coachsulting
With the ever increasing demands of sales force
management, you must become better at your own personal productivity,
and teach your sales Force to do the same. Effective
is the key to this. Conventional (read here: nerdy-geek) time
management training only works for accountants and program managers.
But, not for the distracted, reactionary, sales leaders, leading
distracted, overwhelmed, sales forces. Effective
for sales, is required.
Once you yourself have maximized your personal
productivity, you must now understand and employ Sales
Force Multipliers. These can triple the effectiveness of your sales staff without having
to hire and compensate any additional sales professionals.
the right people for your sales team can be a
constant struggle. You
need to add some technology to this process because hiring on
gut-instinct isn't the best technique anymore.
Then once you hire them, you must develop them by
teaching them that sales is simple.
and you must also counsel
them. Great, good, or bad, part of sales force management is counseling
your people. Leaders counsel, and since you are a sales leader, so must
you. I know, I know, it is uncomfortable and a pain in the ass, but counseling
must be done if you are going to be an effective leader.
Lastly, knowing the ins and outs of strategic
is so important to sales force management in todays fast paced and
hectic world. I will teach you the most effective way to conduct stategic
that everyone will think you are a deep and envisioned strategist. When
in actuality, it is a simple process that any knuckle-dragging sales
guy can do.
Additional information on strategic planning can
be found by click the link above. There is also several chapters in my
book Corporate Infantry:
Everything I know about corporate sales I learned in combat.
that really drills down into the strategic planning process.
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