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Management 
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Key Points Hiring the Right Salespeople Training for Results The Fundamentals of Organizing Your Sales Force to Maximize Results Introduction to Effective Compensation Packages The Basics of Sales Planning, Forecasting, and Expense Budgets
Non-Monetary
Performance
Management
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Read Calvin For Insights on Sales, Sales Management and Marketing Other Articles by Calvin
Best Practices for
Increasing Sales Force Productivity
Motivating Sales People In Troubled Times
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Calvin's Thoughts on Sales
A sales force is no better than its
management. A weak sales force reflects weak management.
A sales manager's goal is quite simple, to
make the salespeople successful. However, implementing that goal
is quite complicated. What separates the best from the not so
best sales managers is the ability to set standards, be critical
and sit in judgment.
Sales drive profits
and hide many sins. You can not save your way to success, only
sell your way to success and that requires good sales
management.
Calvin's Laws
Recruiting The Best. Terminating
the Rest.
Have sales people
review, update and sign their job description annually.
Create a candidate profile based on your best sales people's
skills. knowledge, experience and personal characteristics.
Don't' hire in your own image or hire people you think will be
easy to manage.
Be sure to do a preliminary telephone interview of candidates.
Can they use the phone to sell an in-person appointment.
Simulate your sales situation in the interview and hiring
process. For example throw some rejection at the candidate. See
if the candidate closes by asking for the next action.
Have the candidate sell you his or her previous product or
service.
For finalists check references by contacting previous customers
and managers.
Replace the bottom 10% of your sales force each year. Weed the
garden. Let the cream rise to the top.
Get the right people on the bus, the wrong
people off of the bus, and the right people in the right seats. |