CEO AS SALES MANAGER Gretchen Gordon Braveheart Sales Performance www.braveheartsales.com @braveheartsales
Webinar Slides from Ceo as Sales Manager - 1/30/14
May 10, 2015
Gretchen Gordon from Braveheart Sales Performance in a hard hitting look into the requirements necessary for a CEO to also perform in the role as sales manager.
* Quick and easy ways to hold the team accountable.
* How can I find time to effectively coach?
* Establishing a recipe for success.
* Quick and easy ways to hold the team accountable.
* How can I find time to effectively coach?
* Establishing a recipe for success.
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Transcript
CEO AS SALES MANAGER
Gretchen Gordon
Braveheart Sales Performance
www.braveheartsales.com
@braveheartsales
POLL QUESTIONS
TIMEo Coachingo Motivatingo Recruitingo Holding Salespeople Accountableo Crisis Managemento Internal Company Issueso Managing Compensation Planso Organization/Reorganizationo Strategyo Direct Selling
Engagement vs Tasks
Book Suggestion:
Fierce Conversations
SKILLS
o Coacho Motivator o Task Mastero Mentoro Recruiter
o Coacho Motivatoro Task Master
THE VICIOUS CYCLE
Lack of Time to
Coach, Motivate, Hold Accountable Substandard
Execution by Salesperson
Guilt Over Lack of
Management
Hang on to Salesperson
Too Long
Frustration Deepens
Gun Shy About Hiring
Again
SOME FACTS
o 4 out of 5 are ineffectiveo 82% ineffective coaching
• Not effective handling joint sales calls• Rescuing the salesperson when on
joint sales calls• Does not have nor follow a selling
system• Not effective at getting commitments• Does not consistently coach and
debrief calls
WHAT MAKES YOU THINK YOU’RE ANY
BETTER?
KPI’S
Salespeople
You as Sales Manager
Scorecards
KeyPerformance
Indicators
Goals
Pipeline
Activities
MATH OF SUCCESS* Start with Annual Sales Goal* Break it down into Monthly (or weekly) Sales
Goal* Determine Individual Closing Ratios* How Many Proposals Required* How many meetings before at proposal stage* How many first meetings* Determination of the activities to get the 1st
meeting* Make sure they know what to do EVERYDAY
Gretchen Gordon(614) 396-6544
www.braveheartsales.com
blog.braveheartsales.com
To Download the CEO as Sales Manager Toolkit:
http://info.braveheartsales.com/ceo-as-sales-manager-toolkit
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