The art of mastering sales management:
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Buch |
| Sprache: | English |
| Veröffentlicht: |
Boca Raton
CRC Press
2010
|
| Schlagworte: | |
| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XVII, 181 S. Ill., graph. Darst. |
| ISBN: | 9781420090758 |
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| adam_text | Titel: The art of mastering sales management
Autor: Cook, Thomas A.
Jahr: 2010
Contents
Introduction..................................................................................................xv
Acknowledgments.......................................................................................xvii
1 The Importance of Leadership in Sales Management.............................1
Overview.....................................................................................................1
Mentoring, Coaching, Teaching, Supervising, Managing, and Leading......3
Mentoring...........................................................................................4
Coaching........................................................................•...................4
Teaching.............................................................................................4
Supervising.........................................................................................4
Managing...........................................................................................5
Leading.................................................¦.............................................6
2 Making Sure the Goals of Corporate Conform to the Sales and
Marketing Initiatives..............................................................................9
Growth.......................................................................................•................9
Goals, Strategies, and Tactics.....................................................................10
Follow-up.........................................................................................12
Goals................................................................................................12
Strategies..........................................................................................13
Tactics..............................................................................................14
Managing the Four Corners of the Sales Matrix........................................15
Manage-Up, Manage-Down, Manage-In, Manage-Out...................15
3 Globalization and Sales Management..................................................19
Globalization............................................................................................. ^
Foreign Languages............................................................................^u
Diverse Cultures...............................................................................
Currency Exchange..........................................................................
Management of Foreign Distributors and Agents.............................22
Local Marketing, Promotion, and Sales Differences.........................23
Political Risks,.............;..........»....................¦¦•••—.........................
vii
viii ¦ Contents
Economic Differentiations................................................................24
Complicated Laws and Regulations..................................................24
Global Risk Management.................................................................25
Vast Geographic Differences.............................................................25
Major Supply Chain and Logistics Issues..........................................25
Packing, Marking, and Labeling Variables.......................................26
Dealing with U.S. and Foreign Customs Authorities........................26
Compliance and Security Concerns..................................................26
Overseas Travel....................................................................... .........26
Time Differences..............................................................................27
Domestic Sales vs. International Sales: Major Differences in
Overall Sales Management and Personnel Matters...........................28
FCPA: Foreign Corrupt Practices Act...............................................28
4 Know When to Be the Mother, the Father, the Brother, the Best
Friend, or the Boss—What Personality Hat to Wear?..........................31
Which Personality Hat to Wear?................................................................32
When to Mother?.............................................................................32
When to Father?...............................................................................33
When to Be the Best Friend?............................................................33
When to Be the Boss ?....................................................................33
Some Examples..........................................................................................33
5 Mentoring and Developing the Skill Sets of Your Sales Staff..............,41
Sales Skill Sets............................................................................................41
Sales Skills Development Strategy.............................................................42
Excelling in Customer Service: Best Practices............................................43
6 Motivational Techniques and Enhancing Bottom-Line Results..........45
Why We Need to Motivate........................................................................45
Two Types of Motivation...........................................................................45
Team Motivation.......................................................................................47
7 Case Studies in Sales Management Problem Solving...........................49
Casel........................................................................................................49
Resolution Step 1..............................................................................49
Resolution Step 2..............................................................................50
Resolution Step 3..............................................................................50
Resolution Step 4..............................................................................50
Resolution Step 5..............................................................................50
Resolution Step 6..............................................................................50
Case 2..................................,.,...................................................................51
Resolution Step 1..............................................................................51
Resolution Step 2.........................,.................................,,....,...,........51
Contents ¦ ix
Resolution Step 3............................................................................ 51
Resolution Step 4..............................................................................51
Case 3........................................................................................................52
Case 4........................................................................................................53
Resolution Step 1.................................................;............................53
Resolution Step 2..............................................................................53
Resolution Step 3..............................................................................53
Resolution Step 4..............................................................................53
Resolution Step 5..............................................................................53
Case 5........................................................................................................54
Case 6........................................................................................................55
Case 7.........................................................................................................56
Resolution Step 1..............................................................................56
Resolution Step 2..............................................................................56
Pricing.....................................................................................57
Competitive Service and Value-Added Deficits.......................58
Lack of Qualified Closing Skills..............................................59
Poor Proposals from a Quality Communicative
Benchmark..............................................................................59
Lack of Quality Relationship with Buyers...............................59
Not Selling to the Decision Maker..........................................60
Failure to Convince Prospect to Buy-In ................................61
Extraneous Issues....................................................................62
8 The Sales Manager Daily Regimen: Time Management Excelled........63
Time Management Overview....................................................................63
The Visual.........................................................................................63
Point 1.............................................................................................64
Point 2.............................................................................................64
Point 3.................................................................•.............................65
Take the Initiative to Change Behavior: It Will Change the Results!........66
Mindset...........................................................................................66
Organization...................................................................................66
Prioritization............................................................•.......................66
Communication...............................................................................67
Daily Regimen Planner for the Sales Manager...........................................61
Family..............................................................................................68
Physical Conditioning....................*.................................................68
Mental Setup....................................................................................69
Review of Long-Range Goals and Strategies.....................................69
Review of Short-Term Issues (Daily Checklist and Planner).............70
Team Contact...................................................................................71
Office Contact.............................................................................•—71
Contents
Best Use of Time..............................................................................71
Lunch...............................................................................................72
Afternoon Focus...............................................................................72
Summary and Setup for the Next Day and Balance of Week............73
Mastering Key Skill Sets......................................................................75
Forecasting................................................................................................75
Information Flow..............................................................................76
Accurate Projections.........................................................................76
Unsatisfied Customers Are Clearly Not What
Anyone Wants........................................................................77
Angry Senior Management Is Not to Anyone s Advantage.....77
Communicating Precisely and Timely....................................77
Communications Effect Information Flow for More
Responsible Forecasting..........................................................77
Managing and Tweaking the Forecast.............................................77
Interviewing............................................................................;..................78
Know What Your Needs Are............................................................78
Identify the Skill Sets of the Salesperson against Your Needs...........79
Turn Over All Stones Both Inside and Outside of Company............79
Interview as Many Candidates as Possible, after Being
Prescreened by Human Resources....................................................79
Set a Time Frame for Interviewing and a Time Frame for
Selection and an Anticipated Start Date...........................................79
Judge Character High on the List..................................................80
Qualify Motivational Kick Points, and Make Sure These Are
Doable......,.......................................................................................80
Call Referrals....................................................................................80
Develop a Job Profile/Description That Is Very Specific...................81
Make Sure the Offer Is Contemporary, Competitive, with Clear
and Doable Incentives........................,.............................................81
Summary in Interviewing.................................................................82
Hiring, Firing, and Maintaining...............................................................82
Terminations....................................................................................82
Hiring...............................................................................................83
Maintaining......................................................................................83
Security...................................................,..............................84
Career.................................................,...................................84
Compensation.........................................,..............................84
Leading-Edge Innovation and Reinventing,.,.............,...............................85
Confrontational Management....................................„,.,,___...........,,.,..,86
Proposals That Work,........................,..................,.,.,,................................87
Lead Development............,,.......„..„„,...,...............,...„.„......,„..,........,.,...,88
Contents ¦ xi
Managing the Sales Pipeline ...................................................................88
Running Meetings.....................................................................................89
Eyeball to Eyeball.............................................................................89
Conference Calling..........................................................................90
Negotiation Is Key.....................................................................................91
Strategic............................................................................................91
Understanding What Each Side Wants...................................92
Negotiating with Leverage.......................................................93
Obtaining Information: Mining..............................................94
Relationship Building..............................................................94
Developing a Strategy..............................................................96
Tactical.............................................................................................97
Making the Strategy Work......................................................97
Determining the Place, the Time, the Players...................................98
The Place.................................................................................98
The Time.................................................................................98
The Players...............................................................................99
Executing..............................................................................100
Follow-Up.............................................................................101
Problem Solving.......................................................................................101
Emotional Intelligence.............................................................................102
10 Best Practices: Sales Management Excellence....................................107
Health......................................................................................................107
Remember Who You Are and Where You Came From............................108
Be Consistent...........................................................................................108
Raise the Bar for Yourself.........................................................................109
Raise the Bar for Your Team....................................................................109
Maintain a Mindset of Improvement and Maintain the Learning
Process.............................................................. .......................................110
Manage Locally, Think Globally..............................................................110
Be Altruistic..........................................•..................................................HI
Always Lead and Set a Positive Example..................................................Ill
Always Take the High Road...........................................¦........................112
11 Transitioning From Sales to Sales Management.................................113
Why Are You Now in Management?.......................................................113
Dealing with Colleagues and Peers..........................................................114
Being of Value..........................................................................................H4
Be a Turtle .............................................................................................H5
xii ¦ Contents
Concluding Remarks...................................................................................117
Appendix.....................................................................................................119
Foreign Corrupt Practices Act (FCPA): Department of Justice Extract.... 119
Introduction...................................................................................120
Background....................................................................................120
Enforcement...................................................................................121
Antibribery Provisions....................................................................122
Basic Prohibition...................................................................122
Third Party Payments............................................................124
Permissible Payments and Affirmative Defenses..............................125
Facilitating Payments for Routine Governmental Actions.....125
Affirmative Defenses..............................................................125
Sanctions against Bribery................................................................126
Criminal................................................................................126
Civil......................................................................................126
Other Governmental Action..................................................126
Private Cause of Action.........................................................127
Guidance from the Government.....................................................127
Political Risk Overview............................................................................128
Political Risk Insurance Update: 2000 andBeyond........................128
History..................................................................................128
Spread of Risk.......................................................................129
Political Risk Coverages........................................................130
ISO War Risk Exclusion........................................................131
Trade Disruption...................................................................133
Markets.................................................................................133
Loss Control..........................................................................135
Global Risk Management........................................................................136
Political Risk Coverage Analyzed: Ten Critical Steps for Risk
Managers........................................................................................136
Use a Specialist to Arrange International Protection.......................140
Information and Technology in Sales Management.................................142
World Trade Institute.....................................................................142
Needed: Fluent Access to and Use of Sales Knowledge...................143
The Challenge of Sales Knowledge Management............................143
Knowledge-Management Functions...............................................144
Technology Solutions......................................................................144
Knowledge Architecture: Organizing Knowledge for Use...............145
State of the Sales Knowledge Technology Marketplace...................147
Benefits of the Strategy.........,.....:...................................................150
Making Someone Sell..............................................................................150
THOMAS A. COOK
Contents ¦ xiii
ARI.................................................................................................150
Sales Management Seminar: Newly Appointed Sales Manager
Workshop Agenda...................................................................................151
THOMAS A. COOK
Presentation for First-Time Sales Managers..............................................151
Why Are You in the Position of a Newly Appointed Sales
Manager?........................................................................................151
Why Have You Accepted the Position?...........................................152
What Are Your Concerns or Fears about These New
Responsibilities?..............................................................................152
What Does Senior Management Expect from You?........................ 152
What Are Your Expectations from This Seminar and Class?...........152
Management vs. Leadership?..........................................................153
Goals and Strategies........................................................................153
Execution and Consistency: Success or Failure...............................153
Name the Major Responsibilities of a Sales Manager ...................153
What Are Transitional Issues?.........................................................153
Why Do People Buy?...............................................................................154
Management Qualities...................................................................154
Delegation......................................................................................154
Potential Problem Areas..................................................................154
Best Attributes of Sales Personnel...................................................154
Running of Meetings......................................................................155
Prospecting and Lead Generation............................................................155
Interviewing................................................................................... 155
Negotiation Best Practices Outline: 10 Steps...........................................156
THOMAS A. COOK
Go to School...................................................................................156
Master This Skill Set.......................................................................156
Study the Psychology of Need and People s Behavior......................157
Compromise...................................................................................157
Create the Win-Win Scenario.........................................................157
Mine Heavily..................................................................................158
Articulation Is Key.........................................................................158
Sell to the Decision Makers............................................................158
Control the Venue..........................................................................158
Make It So It Sells Itself..................................................................158
Closing Questions....................................................................................158
Sales Management Case Studies Workshop.............................................159
Basic Case Studies..........................................................................1^
Casel.....................................................................................159
Case 2...............................................-...........................-•......159
xiv ¦ Contents
Case 3....................................................................................159
Case 4....................................................................................160
Case 5....................................................................................160
Case 6....................................................................................160
Case 7....................................................................................160
Case 8....................................................................................160
Case 9............,.......................................................................160
Case 10..................................................................................161
Case 11..................................................................................161
Case 12..................................................................................161
Case 13..................................................................................161
Case 14..................................................................................161
Case 15..................................................................................161
Advanced Case Studies...................................................................162
Case 1....................................................................................162
Case II...................................................................................162
Case III.................................................................................162
Case IV.................................................................................163
CaseV...................................................................................163
Case VI.................................................................................163
Case VII................................................................................163
What International Salesmen and Travelers Need to Know about U.S.
Customs (CBP)........................................................................................164
THOMAS A. COOK
Index.......................................................................................................,,..169
About the Author........................................................................................181
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