Journey of Sales Man to a Sales Manager

AMAR BIR SINGH

How Did Things Change?

Sales Executive

Manager

How role changes

Sales executive
Responsible for his

Manager
Responsible for getting

own work

work done from his people

Role of Manager
To Manage
Men Money Material Time Territory

How can you do it ?

Plan:

Which market/customer to be covered Organize: How each market , customer to be covered Monitor: See that is your people working as per beat plan Correct: Deviations from plan

Responsibility of ASM

Achieve sales objective of his area To build a winning team out of his team mates Ensure implementation of strategy Motivate team members Provide on the job guidance through demonstration Work with team members in the field to evaluate how they are working and

Responsibility of ASM
Train and guide team members
Plan work of his team members

Organize work of team members

Make corrections if required

Maintain Relationship with key customers

Skills required for managers

Skills required for managers are different from skills required as sales person

Management Skills at Various Levels

MANAGEMENT LEVELS

SKILLS NEEDED

TOP Management

Conceptual

MIDDLE Management

Human

SUPERVISORY Management

Technical

Purpose of joint field work

To know how Build relations with key

Your people are working To provide on the job training To help him to tackle difficult customers To boost moral of ASO/ ssm To identify Key Customers

customers Know the impact of marketing strategy Know competitors activity To know what customer actually needs To motivate people

How to do joint working

Inform your people well in advance, so that they are prepared, this will improve their efficiency Let him do the first call, don't disturb him at all, you will come to know his natural way of working Do the next call yourself to demonstrate how he should be working

How to do joint working

Allow him to work dont substitute his work offer him tea/cold drink in between the work to refresh his energy levels Ensure coverage of all customers of beat are covered without fail otherwise you my miss them for entire month

How to do joint working

Dont discuss negative things with him during calls, don't discuss sales with him during calls, only put sales efforts, discuss how to improve next call
Motivate your people during the calls because only if they are motivated they will produce better result, appreciate him for good orders booked by him

How to do joint working

When you have finished the joint work ,sit some where, take him for tea and do a post call analysis, what was good and praise him on the spot

How to do joint working

Discuss what was the improvement area and

how he can improve it

Discuss sales performance (end of the day)

till date and balance to be achieved and how he is going to achieve the month

Always Leave your people Motivated

when you leave the sales person he should be

motivated so that he work with better skills he has learned from you for rest of the month.
Never leave your sales person demotivated,

this will spoil his efficiency for many days

Leave your people motivated

Your success depends on how your people

work in your absence than how they work in your presence

Understand Your Team Members

Each member of team is different They have different strengths and different

weakness
They have different motivating factor They have different likes and dislikes

Understand Your Team Members

Combine the strength of each one your area

becomes full of strengths

To combine them you have to build a team Remember your job is not to catch people doing

wrong things and punish them, your job is to identify weakness, mistakes and correct

How to Motivate People ?

You can only find out what motivates them

and help them to achieve

Use tools available to for motivation-like

incentive, career growth ,recognition

One of the major responsibility of a manger

is to motivate people

How to build team ??

To build a team out of team members a

manager needs to be a good leader

Who is a leader ???
You are a leader if you can influence your

team members to follow you willingly to work towards achieving target of your area

 You are a leader if your team members can

approach you any time without fear, be open with you and look forward to solve their problems
You are a leader, if they accept their mistakes

before without fear, and believe that you will help them to correct their mistake
You are a leader if you people follow you blindly

Retaining people
Retaining Good people is major responsibility of managers People work for BOSS not for the company 70 % of the people who leave they leave because of the BOSS not because of the company For an employee his immediate BOSS is the company, because he lives in the environment created by him.

Hire the Best.

It is not often true that applicants, who look

like they can sell, can actually sell. Your success depends on right selection of sales person See that candidate has right attitude See his market experience See that he has a vehicle See that he is good in calculation See that he is computer literate See that he is not a job hopper

What makes you win ?

It's not the will to win, but the will to prepare

to win that makes the difference It is the team work which makes you win

Final lesson
Remember you will be successful

as a sales manager when your team wants you to be successful

So build a team out of your sales

force, and establish your leadership and you will be a Successful Sales Manager