Of course the announcement of the beginning of Spring brings out all of that amorphous stuff about rebirth, awakening and new growth. For me, after all of these springs, I'm sure that those touchy feelings also exist somewhere neatly filed in some dusty corner of my brain right alongside my desire to look for the first robin. Not really !
Tags: sales management boot camp, how to write a business plan, writing a business plan, business planning meetings, Making Tough Choices, jack derby professor at Tufts, sales effectivness, sales motivation, Tufts Entrepreneurship Center
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.
In the rhythm of the seasons, we're right now at the peak of leaf-peeping time here in New England. This afternoon, I'm headed to my little (population 697) town of Bondville in Vermont along with hundreds of buses from Iowa, Indiana and everywhere else just to get a glimpse of fall color.
Long ago, I learned from 'The Boys on the Bench' down at the Winhall General Store that the month of October is known as "the money month" by the locals around all of the resort towns in Vermont.
A good example of the quirkiness of Vermonters (me being a 7th generation Vermonter and a perfect example of quirky) is the fact that the Winhall General store is directly across the street from the Bondville Post office. Vermont calls my town "Winhall", while the federal government calls it "Bondville". Only in Vermont!
As a sales pro, what am I really selling?
Is it my shiny new bag of beads? Maybe, assuming it's really, really shiny...at least for a while
Fall has officially begun, and we're deep into it already
Summer's gone with a snap of the fingers and a turn of the page of the calendar with lingering self promises that "next year, I'm going to plan my schedule better."
Good luck on that btw...
This week began with a Monday front page Wall Street Journal article that started with the comment...