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Secrets of a Successful Sales Manager

Secrets of a Successful Sales Manager Without an effective sales manager, a sales team can fall apart. Despite what we might hope for, salespeople don't necessarily perform at 100% just for their standard paycheck. That's why it is vital for managers to employ tools of the trade to keep their team happy all year. Learn about the balance of a sales team, where sales managers should spend their time, and tips on running an effective contest to motivate performance. Anatomy of Your Sales Team Top 20% Organically motivated and engaged; not generally influenced by sales incentives to outperform colleagues but their performance will motivate others Sales ShCentive programs d focus on the top and middle tiers of your team Middle 60%: Wide range of performance; levels of motivation and sales success largely depends on the ability of the manager and the sales incentive program Bottom 20%: either new/still improving or phasing out of the job When cold calling: 12% quit after 4 rejections 14% quit after 3 rejections 44% of sales reps quit after 1 rejection 22% quit after 2 rejections It can take 7 attempts to contact an executive How Should Sales Managers Spend Their Time? The big question sales managers often ask themselves is, "How should I be spending my time?" Help your team get more out of sales tools: The average company spends $43,000 on marketing content and sales tools per salesperson per year 90% of marketing deliverables are not used by sales professionals $38,000 per salesperson per year is wasted Spend more time coaching: Most sales reps say they don't get enough coaching, but managers don't know how to do it. Research suggests that a manager should spend 60% of their time cosching their sales reps. COACHING Look for the right people: They lack.. Successful salespeople are. gregariousness discouragement self- consciousness modest conscientious achievement oriented curious ROI of Sales Incentives/Contests Sales incentive programs can boost performance: Less than 10-55% 20% of managers actually perform ROI calculations on these incentives! How to Run a Great Sales Contest Kick it off strong Announce at your team meeting, via email, and via Chatter if you use Salesforce.com. It's tempting to have many behaviors, but people will get confused if too much is going on. 1 or 2 key actions is best (e.g, most calls, most new sales opportunities, most sales of ABC product), Keep it simple and no more than 4. SUN Depending on the goal, you could run a contest as short as one day. Most com monly a contest should be 1 week, 2 weeks, or 1 month. If it's longer than a month, salespeople can lose interest. Limit the length 12 Experiential type awards can be more impactful and might even save you some money. Consider things like a nice dinner out with a significant other, lunch with the CEO, tickets to an Cash is not always king TICKET event, or a team outing. These are things people will remember and talk about. Award and recognize top performers, but olso keep everyone interested and motivated with random draw prizes that anyone can win. For example, top performer gets a prize, but every sale/meeting/call earns an entry towards a secondary prize as well. Consolation prizes Tabulate a leaderboard and share the status MARY Z with the team regularly (every day or at least once/week). Make sure people Share results regularly TIM S s 3 always know where they stand! $9 billion: amount spent yearly for non-monetary incentive program awards $100 billion: amount spent yearly for monetary incentives SOuliCES mectgpepleegengie6 SALES Motivate your team and drive Salesforce.com adoption with high impact soles contests. Build your contest and fire up your team in 6-easy stepsall inside Salesforce.com. Learn more at www.salescontestbuilder.com Find us in the: appexchange EEEEE

Secrets of a Successful Sales Manager

shared by JennyAnn on Apr 18
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Ever wondered what the successful sales managers do differently from the rest? This infographic from Sales Contest Builder

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aayuja

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Jenny

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Business
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