A sales manager is not just a boss. He or she is also a leader, a coach and a psychologist who must create an environment where salespeople can thrive, according to the latest sales book reviewed by MortgageDaily.com.
The first step to take as an ultimate sales manager is to clarify the goals of the company and share that focus with the sales people as a team, John Klymshyn wrote in The Ultimate Sales Managers' Guide.
"People like to work for someone who knows where he or she is going," according to Klymshyn, founder of The Business Generator Inc., a management, sales and communications training firm. Sales managers are responsible for setting the stage for the office environment.
Successful sales people are expected to be prepared, professional and productive, Klymshyn said, and it is these three characteristics that must be displayed consistently to achieve success.
The 216-page hardcover book described 52 attributes of the ultimate sales manager and broke down the process into four parts. The first part focused on finding, keeping and releasing salespeople. After that, sales meetings, planning and general sales skills were reviewed.
Klymshyn wrote that sales managers should strive to maintain high morale through consistency, attitude and compassion while also establishing an environment of trust, hard work and fun.
One way to maintain this environment requires that the manager let go of those sales people who consistently do not fulfill commitments and quotas while rewarding and recognizing the sales people who do.
One-on-one meetings are an important part of the recognition process, Klymshyn said. He uses a process he developed called the "Fifteen Minutes of Fame." The manager and salesperson meet to discuss items of interest, hot prospects, pending deals and future expectations.
"The idea is to create an environment where the salesperson has your undivided attention, so that she can wow you," he said. "It is a window into her personality, as well as a great opportunity for you to learn how she prepares and presents."
Klymshyn also discussed presentation skills and closing techniques that all salespeople should possess.
He said he hasn't actually asked for an order or an appointment for 15 years.
"When you feel a lull in the conversation, and you feel as though you have addressed their questions, and given them ample time to decide if they should by from you. Ask, 'So, what do we do next?'"
Klymshyn said the closing ratio of this technique is at least 75 percent.