"Situational" Sales Management

Anyone who has managed sales people for any significant period of time knows it is obvious that different individuals call for different management approaches.


Ken Blanchard wrote a book on leadership a number of years ago in his "One Minute Manager" series. I love Ken's books and used his four styles of leadership in managing sales people, other sales managers and even our support staff.

In it's simplest state, situational leadership purports that there are four actual leadership styles. Directing, Coaching, Supporting and Delegating. Blanchard labels each style S1, S2, S3 and S4. I've taken this wide view of leadership and plugged it in to sales management.

S1: Directing. Sales managers typically find themselves working with brand new people, when this is the case, a directive style is best. A directing style defines the roles and tasks of the sales person and supervises them closely. Decisions are made by the sales manager regarding prospecting activity, what accounts are worked and what products are sold. Communication is largely one-way.

S2: Coaching. Sales managers spend A LOT of time coaching. In doing so, they are defining roles and tasks, but also seek ideas and suggestions from their sales people. Decisions remain with the sales manager, but communication is much more two-way.

S3: Supporting. As sales people become sales professionals, managers pass day-to-day decisions to their people. The sales manager facilitates and takes part in decisions, but control is with the sales person. The ability to function autonomously is critical from this point forward for the sales person. Top producers are made at this juncture as are mediocre producers.

S4: Delegating. When this situation is reached sales managers are still involved in decisions and problem-solving, but the sales professional is in control of their production and scheduling. When this situation is reached, the sales person decides when and how their sales manager will be involved.

Sales management is the toughest task in American business. Situational leadership can help clarify the different individuals managers are presented with over the course of their careers.

TK

Quote of the Week

"Nobody sent me a Christmas card today. I almost wish there weren't a holiday season. I know nobody likes me. Why do we have to have a holiday season to emphasize it?"

Charlie Brown

If you didn't get a Christmas card this season - Merry Christmas!

TK

Treat Your Sales Career Like a Business

If you've been in selling very long you've heard of Brian Tracy. Guaranteed. Brian is one of the most respected personal development trainers in the world. His ideas and experiences have changed the lives of thousands of individuals.

As I've mentioned before, selling is such a unique field, if you jump into the arena you need constant, relevant and inspirational training on a consistent basis.

I recommend Brian Tracy be a major source of inspiration. One of the best quotes I've ever heard came from Brian - here it is:

"The top people in our society have an attitude of self-employed. 100% of us are self-employed. We are presidents of our own personal services corporation. You work for yourself. The biggest mistake we can ever make is to think we work for anyone else. We work for ourselves. The person who signs our paycheck may change; our jobs may change, but we are always the same. We are the one constant--we are always self-employed.

The fact of the matter is this is not optional, it is mandatory, you are the president of your own company, you're the president of your own career, your own life, your own finances, your own body, your own family, your own health. You are totally responsible. We are responsible. No one will ever do it for us. It's the most liberating and exhilarating thought of all, to think that you're the president of your own life."

That's good stuff.

So Mr./Ms. President - how are you doing? Would the stakeholders in your "company" retain your services in 2007? Do you have a pay raise coming or a pay cut looming? Stock options? Bonuses? How do you treat your sales career - are you running it like it's a business the entire business world would emulate? What if CNBC followed you around tomorrow from the time you woke in the morning until you ended business... would people be impressed, or would they be laughing on the floor?

In selling, many people quickly learn that autonomy is not for everyone. Everyone loves it, but not everyone can be successful with it. If you're struggling with this, and a ton of sales people do, try imagining you are the president of your own company.

TK

Quote of the Week

I am always inspired by quotes that "hang everything out there" and let the chips fall as they may. If you are prepared and if you will stake everything on your own efforts you can have success.

Here's Jim Rohn on the topic of resolve:

"Resolve says, 'I will.' The man says, 'I will climb this mountain. They told me it is too high, too far, too steep, too rocky and too difficult. But it's my mountain. I will climb it. You will soon see me waving from the top or dead on the side from trying.'"

Jim Rohn

I love this stuff!

TK

Quote of the Week

Sticking with James Allen and his all-time classic "As a Man Thinketh" here's the quote of the week!

"Work joyfully and peacefully, knowing that right thoughts and right efforts inevitably bring about right results."

James Allen

This is Mr. Allen's take on "Karma" and of course what he's expressed is truth. The key word is "inevitably." Some results take time, but they will come.

I've pushed myself and others towards success only to have some people quit on themselves and it's extremely frustrating. Remember that anything worth having is worth working for and waiting for... instant success (although they do happen occasionally) is rare. It's like an "instant classic" or an "instant antique."

There are no such things... but inevitably, anything is possible.

TK

Selling is a Numbers Game?

No... But it is a game of numbers.

I once attended a meeting with Brian Tracy in which Brian was introducing a new training product, and as he started the meeting there were a number of people from my industry that Brain introduced personally. One of his top representatives had just sold his company for a large sum of money and when Brian asked him what his key to success was his answer was simple... "Know your numbers."

The statement "selling is a numbers game" implies that just throwing numbers up each week will insure results - not true. Results may come, but they come with no guarantee. There must be a level of quality in everything we do in selling - including, prospecting, closing deals and providing customer care to insure consistent results.

Once you begin doing everything with minimum standard of quality... then selling is truly a game of numbers.

Start with learning your ratios for prospecting and closing sales. Keep track of everyone you contact and which encounters turn into appointments. Keep track of every presentation and which opportunities turn into sales. If your company won't track data in a format that motivates you to excel, do it yourself.

Over the years I've seen top people reach superior levels of success by pushing themselves to improve on their numbers. Leads gathered, units sold, revenue generated - you name it. They only needed to see the information and they were inspired to take action.

I've also seen weak sales people manipulate numbers to make themselves look better than they are performing. Big mistake. Usually the blank for sales made ____ can't be manipulated... All the BS they put in other blanks won't add up in the long run and in the end, the real results will expose their weakness and lack of ethics.

The best approach is to be honest and consistent in determining your ratios. Once you've done that, set out to improve them. If 10% of your leads turn into appointments - get that number to 20%. How many of your appointments cancel? Cut that number in half - would that make a difference in your income? You bet.

Follow the lead of every major sport in the world. Owners, coaches, players (and their agents)know their stats! It's the difference in what they pay and get paid. Know your numbers and reach the level of success you deserve.

TK

Quote of the Week

The battle for you mind is the most important fight that you will ever engage in your selling career. There are too many examples of men and women with physical disabilities and have still had huge success in selling and business to prove that your mind is the key to your achievement.

Here's the perfect quote for this truth...

"Man is made or unmade by himself. By the right choice he ascends. As a being of power, intelligence, and love, and the lord of his own thoughts, he holds the key to every situation"

James Allen

Don't worry about your physical limitations. Do all you can do to improve your health and appearance, but focus more on your mind. It's more difficult for most of us to "think right" than it is to do physical exercise. Start with your mind!

TK