The
second Essential Activity: # 2 - Prospect
Facts
and belief must collide at the prospecting opportunity
to give you the confidence to keep your staff manpower
growing. The number of prospects always exceeds
the ability of your current salespeople to contact them
all. Few sales managers use all the prospecting tools
available. So, at the beginning of this section, you
will review how to determine the extent of your immense
prospecting base. Once you recognize the greater opportunity,
a proven host of proven prospecting techniques is presented
in a "how to" fashion, so that you can embrace
all the market, all the time. In turn, this potent
marketing combination gives you the swagger and confidence
to recruit an ever-growing sales empire.
The
third Essential Activity: # 3 - Hire
Always,
always, always recruit. Today may be the day that an
eagle needs a new perch. The first of two chapters on
recruiting review 17 proven recruiting methods. The
companion chapter provides a clear 10-step interview
process that will fill your training room with more
and better sales recruits than every before.
The
fourth Essential Activity: # 4 - Train
Sales
training is a mix of showmanship, planning, and skills
transference. You control the training. If your sales
partners can't find customers or close orders, it is
your fault. Six distinct chapters address the complete
range of training opportunities: the how and why of
field training;, getting new recruits to their first
order;, retaining new sales people one more week, --
every week;, the challenge of training veterans;, scores
of classroom training techniques;, the power of off-site
training;, and 60 sure-fire ways to keep your sales
meeting interesting. You might be tempted to jump to
one of these chapters right away if your'e due to conduct
a training class soon. Go ahead.
The
fifth Essential Activity: # 5 - Replicate Yourself
Get
ready for your next promotion. Increasing sales is the
first step; developing new sales managers to replace
yourself is the second. The first of these management
development chapters concentrates on how to find, define,
and train the group leader, field manager, or whatever
you choose to call label that first level of sales management.
The chapter on delegation follows, which not only makes
the case for delegating but illustrates precisely how
to do it. The trilogy of chapters on replicating yourself
concludes by proposing a five-day key-person man training
course that you conduct to fast track your managers
to excellence.
The
sixth Essential Activity: #6 - Motivate
Four
robust chapters tackle this ever-important, ever-illusive,
always asked-about sales management skill. Since motivation
starts with the leader, the first chapter helps you
set the type of goals you needed in order to maintain
self-motivation so that you will have the credibility
to motivate others. How you can use the 14 greatest
motivators to inspire your team members to be the best
they can be follows. The third motivation chapter walks
you through the goal-setting steps to use with your
sales representatives. The final chapter covers how
to weave sales contests into your total motivation matrix.
The
seventh Essential Activity: # 7 - Manage
Peter
Drucker's famous assertion, "Management is doing
things right; leadership is choosing the right thing,"
explains why these two responsibilities are separated
within this book. The four management chapters advance
focused time - managemnet practices, promote customer
service as a referral opportunity, suggest prospecting
and selling tools for your troops, and advise you how
to take advantage of the Internet age without it taking
over your life.
The
eighth Essential Activity: #8 - Lead
The
first chapter in this section's first chapter is the
most unusual in the book. It lists the 12 personality
or character demons that can destroy all that a sales
manager built. The following chapter helps you recognize
the characteristics of leadership that you already possess,
encourages you to determine what leadership attributes
you would like to develop further, and gives you specific
suggestions on how to upgrade those targeted leadership
abilities. The book's final chapter closes with 50 ideas
on how to build a leadership persona. Charisma need
not be limited to a chosen few. You can cultivate magnetism
and assure your recognition as a leader by practicing
these series of techniques.
There
it is, all laid out for you so that you can pick and
choose your path to the sales management success you
crave and deserve.
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