Teaching Marketing at Tufts...
- A consistent search for real life Marketing & Sales Plan projects for my students
- 5-6 person teams work for 13 weeks on complex marketing and sales plan assignments
- All of our academic content is woven into these assignments from real companies
- I teach the tools; company management provides the real life experiences
The results are very positive and dynamically exciting from everyone involved
Tags: sales effectiveness, sales enablement, sales planning, marketing effectiveness, marketing plans, how to write a marketing plan, sales management plans, how to write a sales plan, marketing planning, sales management productivity
This job of being a successful sales manager requires heart!
Nothing in the career of sales management is for the faint of heart! This is a profession that requires a constant ability to balance selling and management skills, both of our people and our customers, while keeping an ever watchful eye on the monthly, quarterly and annual clocks. Thinking more directly about the true meaning of why "heart" is at the lifeblood of this career, if one wants to be "successful" as a sales manager, one must be "consistent", and in order to be "consistently successful", one needs to have heart and truly love what one does.
- You've got to love this as a career, and not just like it as a job
- It's not good enough to just enjoy the work, or just be good at it
- This is a career that requires jump-out-of-bed and love going to work passion.
Whether the title is SVP or VP of Sales, or National, Regional, or District Sales Manager, or any of the ego-inflating titles of CRO or CSO, the real work of any successful manager of sales comes down to striking a work balance between being a Player and being the Coach.
Let's assume that I have some level of sales and sales management skills. The question that I then must ask and answer, and will ultimately guide my success and the success of my team, comes down my decision of how much time am I as a manager going to spend playing the game, and how much time am I going to spend coaching my team.
- The average "very good" salesperson spends 57.5 hours a week "working".
- The average "very good" sales manager guiding a team of 6-10, spends 65
The rest of that time from the original 3,000 to 3,800 hours is either simply not there (vacations, holidays, sick days) or is managed very ineffectively.
So, why do we want to become sales managers?
- For the competitive sales DNA in us that strives to win and be recognized for our wins
- It's another step from salesperson, to manager, to VP to CEO. (20%+ of the F500 CEOs)
- We simply love building and coaching a team...and, of course winning, which goes to #1.
What are the most important sales management Skills & Attributes?
- Attributes: Integrity, Trust, Accountability and Work Ethic
- Skills: Strategic & Tactical Planning, Hiring & Developing, Leadership & Communication
Want to learn more and be part of a very unique experience?
Attend our Sales management Boot Camp: October 1st-3rd
This post is adapted from the excellent perspectives of JP Nicols 5 Lesson Leadership Lessons From the Godfather. JP provides a very interesting hangout. Check him out.
You finished Q1 either on (or not) plan. Congratulations in either case !
Let's spend detailed time this week or next figuring out why and then rebalance Q2
Probably the last time you looked at your 2017 Sales Plan was January, and maybe even last December at the time the board approved the company's business plan.
Then you jumped into the deep end of the pool with your January sales meeting after which everyone hit the road and their desks totally focused on execution.
It's been a blazing hot and exhausting Q1, and Q2 promises to be more of the same. Certainly, nothing is going to slow down.
When I grew up in Greater Boston, we had one "device" in the house, and that was one AM radio in my parent's bedroom. No Internet? We would never have even been able to comprehend the concept. No, no Internet. In fact, no TV.
Being successful in any business is tough work. Always has been, always will be...and that's what makes it both an exciting career and very rewarding. Once in a while, we get lucky, but rarely, and then only for short periods of calm in a turbulent ocean of constant change.
The high-antioxidant, nutrient-rich, heart-healthy poster child of new age eating, or the scourge of every child and teenager who has heard the battle cry of “You have to eat your broccoli” ?