Jounney of Sales Man to Sales Manager

Journey ofSales Man

to a Sales Manager

AMAR BIR SINGH

How Did Things Change?

Sales Executive

Manager

How role changes

Sales executive Responsible for his

own work

Manager

Responsible for getting work done from his people

Role of Manager

Men Money Material Time Territory

To Manage

How can you do it ?

Plan: Which market/customer to be covered Organize: How each market , customer to

be covered Monitor: See that is your people working as per beat plan Correct: Deviations from plan

Responsibility of ASM

Achieve sales objective of his area To build a winning team out of his team

mates Ensure implementation of strategy Motivate team members Provide on the job guidance through

demonstration Work with team members in the field

to evaluate how they are working and

Check reports of team members

Responsibility of ASM

Train and guide team members

Plan work of his team members

Organize work of team members

Make corrections if required

Maintain Relationship with key customers

Skills required for managers

Skills required for managers are different from skills required as sales person

Management Skills at Various Levels

Conceptual

Human

Technical

SKILLS NEEDEDMANAGEMENTLEVELS

TOPManagement

MIDDLEManagement

SUPERVISORYManagement

Purpose of joint field work

To know how

Your people are

working To provide on the job

training To help him to tackle

difficult customers To boost moral of ASO/

ssm To identify Key

Customers

Build relations with key customers

Know the impact of marketing strategy

Know competitors activity To know what customer

actually needs To motivate people

How to do joint working

• Inform your people well in advance, so that they are prepared, this will improve their efficiency

• Let him do the first call, don't disturb him at all, you will come to know his natural way of working

• Do the next call yourself to demonstrate how he should be working

How to do joint working

Allow him to work don’t substitute his work offer him tea/cold drink in between the work to refresh his energy levels Ensure coverage of all customers of beat are covered without fail otherwise you my miss them for entire month

How to do joint working

• Don’t discuss negative things with him during calls, don't discuss sales with him during calls, only put sales efforts, discuss how to improve next call

• Motivate your people during the calls because only if they are motivated they will produce better result, appreciate him for good orders booked by him

How to do joint working

When you have finished the joint work ,sit some where, take him for tea and do a post call analysis, what was good and praise him on the spot

How to do joint working

Discuss what was the improvement area and how he can improve it

Discuss sales performance (end of the day) till date and balance to be achieved and how he is going to achieve the month

Always Leave your people Motivated

when you leave the sales person he should be motivated so that he work with better skills he has learned from you for rest of the month.

Never leave your sales person demotivated, this will spoil his efficiency for many days

Leave your people motivated

Your success depends on how your people work in your absence than how they work in your presence

Understand Your Team Members

Each member of team is different

They have different strengths and different weakness

They have different motivating factor

They have different likes and dislikes

Understand Your Team Members

Combine the strength of each one your area becomes full of strengths

To combine them you have to build a team

Remember your job is not to catch people doing wrong things and punish them, your job is to identify weakness, mistakes and correct

How to Motivate People ?

You can only find out what motivates them and help them to achieve

Use tools available to for motivation-like incentive, career growth ,recognition

One of the major responsibility of a manger is to motivate people

How to build team ??

To build a team out of team members a manager needs to be a good leader

Who is a leader ???

You are a leader if you can influence your team members to follow you willingly to work towards achieving target of your area

You are a leader if your team members can approach you any time without fear, be open with you and look forward to solve their problems

You are a leader, if they accept their mistakes before without fear, and believe that you will help them to correct their mistake

You are a leader if you people follow you blindly

Retaining people

Retaining Good people is major responsibility of managersPeople work for BOSS not for the company 70 % of the people who leave they leave because of the BOSS not because of the company

For an employee his immediate BOSS is the company, because he lives in the environment created by him.

Hire the Best.

It is not often true that applicants, who look like they can sell, can actually sell.

Your success depends on right selection of sales person

See that candidate has right attitude See his market experience See that he has a vehicle See that he is good in calculation See that he is computer literate See that he is not a job hopper

What makes you win ?

It's not the will to win, but the will to prepare to win that makes the difference

It is the team work which makes you win

Final lesson

Remember you will be successful as a sales manager when your team wants you to be successful

So build a team out of your sales force, and establish your leadership and you will be a Successful Sales Manager