Barry J. Farber - Superstar Sales Managers Secrets (State of the Art Selling)
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Superstar Sales Managers Secrets (State of the Art Selling)
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CAREER PRESS 3 Tice Road P.O. Box 687 Franklin Lakes, NJ 07417 1-800-CAREER-1 201-848-0310 (outside U.S.) FAX: 201-848-1727
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Copyright 1995 by Barry J. Farber
All rights reserved under the Pan-American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press.
SUPERSTAR SALES MANAGER'S SECRETS Cover design by A Good Thing, Inc. Printed in the U.S.A. by Book-mart Press
To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada: 201-848-0310) to order using VISA or MasterCard, or for further information on books from Career Press.
Library of Congress Cataloging-in-Publication Data
Farber, Barry J. Superstar sales manager's secrets / by Barry J. Farber. p. cm. Includes index. ISBN 1-56414-168-3 (pbk.) 1. Sales management. I. Title. HF5438.4.F37 1995 658.8-dc20 95-95 CIP
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Acknowledgments
Special thanks to all the superstar sales reps and managers who gave their time and shared their insights.
I'd especially like to thank: Marylou Armendinger, Val-Pak; Jorja Coulter, Allied Van Lines; Don Duncan, Val-Pak; Michael Liess, Oce USA; Rich Luisi, Electrolux; Charles McLane, Holiday Inn; Robert Means, Oxicon; Jim Miller, BT Miller Business Systems; Todd Rose, Gestetner Office Products; Jim Smith, Mid American Waste Systems; and Larry Stein, Whalen/Weavers Allied Van Lines.
And to Sharyn Kolberg with great appreciation for her patient listening and her excellent editorial skills.
Special thanks to the Career Press staff: to Ron Fry and Larry Wood for their support, enthusiasm and publishing excellence; and to Betsy Sheldon, Ellen Scher, Regina McAloney and Sue Gruber for their outstanding work and quality in production.
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Contents
Introduction
7
Chapter 1: What Sales Managers are Made Of
9
Chapter 2: How to Hire Effectively
17
Chapter 3: The Sales Manager's Role
39
Chapter 4: Sales Rep Performance Evaluation
61
Chapter 5: Sales Rep Performance Improvement
75
Chapter 6: Running Effective Sales Meetings
99
Conclusion
123
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Introduction
When I was a sales manager, the best rep I had on my team was not the most experienced, the most knowledgeable or the most skilled. In fact, he was kind of rough around the edges. I wasn't concerned about that; I knew he could be fine-tuned in areas where he needed improvement. So why was he my best rep? He wasn't afraid to go out there, to make the cold calls, to seek out new accounts and sell them. I wished I had a thousand reps like him.
The information in this book has been culled from my own experience in the field and feedback from more than 10,000 sales managers. Whenever I ask a manager why a sales rep fails to succeed, I get the same answer: lack of activity. This is usually a result of a lack of confidence in their skills and product knowledge, which causes them to be uncomfortable prospecting and making cold calls.
That's where Superstar Sales Manager's Secrets comes in. This is not only a guide to coaching and training your reps in the skills they need, it's a handbook full of practical
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tools and motivational strategies to help your reps generate activity and get the business.
As managers, most of us have come into that position from a sales background, where closing a sale provided one of life's greatest highs. Now we have to get that high vicariously through our reps, watching them become successful on their own. That, however, can be a greater reward. If you can look down the road and realize that you're changing the lives of the people on your team, that should be the major reason you become a manager. The thrill is no longer in the individual sale; it's in the team's success. The times when you have to sit back and watch your reps fail are frustrating. But it's part of the jobto let go of the leadership position, where you show them how to do itto letting them show you how they do it.
The information in this book is real-world and result-oriented. It's perfect as a guidebook for the new manager, or as a source of new ideas for the more experienced. This book is meant to be referred to often. Adapt its ideas to your particular business and personal style. Copy the forms and checklists for your own use.
Be passionate about your work, and remember that enthusiasm is catching. Be proud of what you do, be proud of what you have to share with your team. Let your effort and activity levels be a model for your reps to follow. And remember these words from philosopher Orison Swett Marden:
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