Darn cold at 29 last Saturday out by the Vermont barn. Jumped on the ATV to work through the woods and get up to the pond where I noticed that the swamp maples were already turning even though the big foliage week is still a couple of weeks from now. Always good for the Vermont economy when leaf-peeping ties into a long weekend.
Tags: sales and marketing best practices, sales coach, sales effectiveness, marketing effectiveness, sales management boot camp, how to write a sales plan, sales management productivity, writing sales plans, Selling Successfully in a Covid World
In my tiny town (pop. 735) in Vermont...called Winhall by the state and Bondville by the feds...there are only three bastions of commerce:
- the 7/11 gas station which doubles as a state liquor store
- the brand new Ace Hardware store branded "Lincoln Maples Hardware" to countrify it
- and the decades-old Winhall General Store
I've lived in this valley for a very long time with five generations before me, and over the years I've seen many owners of the general store come and go. There were a few serious Vermonters back in the day, lots of city folk who were looking to own "a little slice of Vermont" , but lasted only a couple of wicked cold winta's, and then there's Lorraine.
Like many, Lorraine came for the skiing and the beauty of Vermont and stayed to successfully build the business and support the town. She's done a remarkably consistent job of paying attention to the local Vermonters looking for coffee and a solid sandwich while knowing how to cater to the weekend flatlanders form New York and Jersey.
Tags: improved sales management, sales management training, sales management boot camp, improving sales productivity, sales management productivity, inordertoselltodayyoumustchange, planningsalestodayinacovidworld, whiteboardingmarketingsolutions, forgetsalesstrategyfocusontactics, whiteboardingsalessolutions
Rarely, as in never, do I get into a discussion in this blog about politics, and to a large degree this post is not about politics, it's just about the science, the data and the sources of the truth behind the pandemic and its impact.
What each of us should be doing at this time is to identify our own "single sources of truth" regarding the disease, the impact that it's making on our physical and mental health, and the devastating effect on our businesses and our jobs.
The only way we can fight back is with discipline in what we do, how we act, and how we sell and market our products
Six months into this, we clearly know the facts...
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!