Are You a Salespeople Manager? Or just a sales manager?

There's a difference between being a manager of sales and a manager of salespeople. Which are you?

Transcript

1. THE CENTER FOR SALES STRATEGY Or just a Sales Manager? Are you a Salespeople Manager?
2. THE CENTER FOR SALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight If your day is filled with things like... Managing everyone’s pipeline Attending every high-stakes meeting Approving every proposal
3. THE CENTER FOR SALES 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)
4. THE CENTER FOR SALES 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
5. THE CENTER FOR SALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight There’s a huge difference. Sales Manager + + Salespeople Manager % % the DIVIDER the MULTIPLIER
6. THE CENTER FOR SALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight What a Salespeople Manager does SELECT ASSESS FOCUS NOTICE INVEST
7. THE CENTER FOR SALES 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.
8. THE CENTER FOR SALES 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.
9. THE CENTER FOR SALES 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.
10. THE CENTER FOR SALES 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)
11. THE CENTER FOR SALES 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.
12. THE CENTER FOR SALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight Sales Manager + + Salespeople Manager % % Most managers spend too much time chasing business. Not enough time growing their people. 90% or more of their week. Only 10% of their typical week.
13. THE CENTER FOR SALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight Move to 50-50 50% 50% and watch your business take off. Sales Manager + + Salespeople Manager % %
14. THE CENTER FOR SALES 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 % %
15. THE CENTER FOR SALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight Salespeople Manager % % If you think you might like to evolve from divider to multiplier, there’s no better way to start than with our Talent Insight S U R V E Y & C O A C H I N G LEARN MORE