Category Archives: Management Training

Sales Team or Manager – the Buck Stops Where?

When things go wrong in the world of sales, which direction do you think the buck should gravitate towards and where do you think it should eventually stop? At the feet of the sales team or the sales manager?

When you think about the phrase “The Buck Stops Here”, whereabouts on the scale, would you place yourself between these two camps;

Would you be the manager who accepts the blame for everything? Takes it on the chin, goes down with the ship? Would you offer to fall on your sword if the team failed?

or

Are you the manager who sits around the boardroom table with your fellow hierarchy, all shaking your heads, dismayed at how the sales team just don’t get it? Discussing how you did everything you possibly could for them – but the team just weren’t up to the job?

I explained in an earlier article the four pieces of the sales management jigsaw that come together to create what I like to call the FAME Effect;

  • Focus
  • Accountability
  • Motivation
  • Education

And it’s the second one – ACCOUNTABILITY – that makes us ask – WHO as in “Whose job is it?”

Yes, of course the sales teams are responsible for hitting their own targets, for slowly bringing their individual slices of achievement back to the company table, one by one, until you’ve put together a perfect and complete Success Pie.

But they’re only ever responsible for their own slice – the sales manager will always be the one responsible for the whole thing.

That may seem obvious so far – but let’s change the scenario for a minute;

What if you managed a team who peeled potatoes?

Let’s say that your target is to have 500 crates of potatoes peeled every day – and you manage a team of people who peel them for you.

What would happen, if one day, the company decided to get rid of the people and replaced them with potato peeling machines – what would your job be then?

Answerexactly the same, it wouldn’t have changed – your job, would still be to ensure that 500 crates of potatoes were peeled – because that’s what you manage.

Same thing applies with a sales team.

As a sales manager it is not your job to hit the sales target – it’s your job to ensure the target gets hit!

Subtle difference in words – massive difference in results.

So, if it’s ACCOUNTABILITY that makes us ask – WHO – as in “Whose job is it?” – then my definition of Accountability (as far as FAME Sales Management goes) is this;

As the Manager you are responsible for;

  • The way that you’re perceived – internally and externally.
  • Making sure your team understand exactly what it is the business needs them to achieve.
  • Helping them to achieve it (that doesn’t mean doing it for them).
  • Explaining to the team, in no uncertain terms, that this small part of international industry now falls under their watch.
  • Hiring the good ones, guiding back those who have lost their way, nurturing and developing those with promise and of course, advising a few that it would be best for all concerned if they furthered their careers elsewhere.
  • Keeping your part of the business in business
  • Taking complete control of, and understanding, where this road will eventually take you.
  • Understanding the 3 types of sales people and recognising who’s who on your team.

While every member of your Team is responsible for;

  • Making your job as easy as possible
  • Turning up every day with the right attitude
  • Achieving their goals and targets
  • The perception of you, your team and the company they work for externally
  • The perception of you and your entire team internally
  • Asking for help when they need it
  • Keeping their part of the business “in business”

************************************************************

To launch my latest book – The Managers Guide to Achieving FAME – I’m holding a number of FAME Sales Management Workshops throughout September.

The UK Workshop is taking place at the beautiful Mottram Hall in Cheshire on Thursday 25 September – and to ensure that I get to spend the appropriate amount of time with each of those attending, places are extremely limited.

I hope you can make it – together with a full day’s management training and all workshop materials, those attending will also receive a signed pre-publication copy of the new book and four exercises exclusive to this workshop to take back and use with their teams at their quarterly sales meetings.

I’d be delighted if you could join me on the day – if you can, take a look here for more details.

Best regards

Chris Murray

Managing Director – Varda Kreuz Training and Author of The Extremely Successful Salesman’s Club and The Managers Guide to Achieving FAME

T: 0844 293 9777

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Sales Managers – How Do You Want to Be Remembered?

FAME Remembered Jigsaw

A quick exercise for Sales Managers and Sales Directors, that will enable you to work out what you’re really trying to achieve.

There are four pieces of the sales management jigsaw that come together to create the FAME Effect;

  • Focus
  • Accountability
  • Motivation
  • Education

During our FAME Workshops we view the first – FOCUS – from a number of different angles.

It’s FOCUS that makes us ask – WHAT – as in “What jobs really need doing?”

Which is all fine and dandy – almost the easiest bit to achieve – for all the external stuff like the sales figures you need to hit, or where you want your brand to be in three years’ time – but what about you? 

Where are you going to end up in this plan? What bits of this really matter to YOU?

Getting focused is great for creating your overall vision and setting your goals, but have you ever considered how you – the one who manages the sales team – want to be spoken about when the Board meet up to discuss next year’s promotions and pay-rises?

Now, you might think that that’s not a very important question – but, trust me, if you really want to FOCUS on the real goals – the important stuff – and create a compelling vision that people will be inspired by, then you’ve got to work out how you feel about the things that really matter to you.

You can’t simply plan this stuff from where you are right now, from your current viewpoint – what you’ve got to do is look right to the end – and then work backwards.

So How Do Sales Managers and Sales Directors Figure Out What They’re Really Trying to Achieve?

Try out the exercise below, and I’ll bet you discover one or two key elements – missing from your current plans – which actually define your true version of success. 

Imagine it’s the last day at your current job – members of your sales team, all your peers and colleagues, the entire board of directors and even a few of your favourite customers are gathering to watch you make a little speech and share out the supermarket celebration cake.

Just then, four people step forward and say;

“Due to your outstanding contribution, we’d like to say a few words, if that’s OK?”

These four people are;

  • Someone representing your entire team / direct reports (past and present)
  • Someone representing all of your team’s customers (past and present)
  • Someone representing the heads of all the other departments in the company
  • The Big Boss

So, what would you want them to say?

Write down the four headings.

FAME - How Do You Want to be Remembered

Take around five minutes per person and write down a shorthand version of all the actions and personality traits that you would like people to remember you by and the activities and results of your team which you would be proud to be associated with.

Now – take a look at that list.

What do you need to FOCUS on to make each and every comment a reality?

Now, take your existing business plan, mission statement and vision – and start to figure out, how you’re going to make sure that it’s more than just the numbers that are achieved at the end of each year.

************************************************************

To launch my latest book – The Managers Guide to Achieving FAME – I’m holding a number of FAME Sales Management Workshops throughout September.

The UK Workshop is taking place at the beautiful Mottram Hall in Cheshire on Thursday 25 September – and to ensure that I get to spend the appropriate amount of time with each of those attending, places are extremely limited.

I hope you can make it – together with a full day’s management training and all workshop materials, those attending will also receive a signed pre-publication copy of the new book and four exercises exclusive to this workshop to take back and use with their teams at their quarterly sales meetings.

I’d be delighted if you could join me on the day – if you can, take a look here for more details.

Best regards

Chris Murray

Managing Director – Varda Kreuz Training and Author of The Extremely Successful Salesman’s Club and The Managers Guide to Achieving FAME

T: 0844 293 9777

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The 4 Pieces of the Sales Management Jigsaw

If you’ve reached the heady heights of Sales Management and now feel that your day job can often be likened to herding cats, I’d like to share with you 4 words that will help you and your team to become more productive, more professional, more efficient, more effective and perceived more positively than ever before.

These four key ingredients, when put together correctly, have shaped many first time managers (and a few old hands) into exceptional leaders.

They are the four pieces of the management jigsaw that come together to create (what we at Varda Kreuz like to call) the FAME Effect;

  • Focus
  • Accountability
  • Motivation
  • Education

Let me explain.

FOCUS

You’ve got to start off by truly understanding the real role of any manager or leader.

It’s about working out where your focus should actually be, and why some of the jobs currently filling your day – shouldn’t even be on your to do list.

During our FAME Workshops we begin by taking a look at the need for goals, and the direction in which you’ll be pointing everyone – while understanding exactly where that journey is going to take you all at the end.

This set of goals and a clear sense of direction will lead you to a vision that will define what you expect from those who you’ve chosen to sail the ship with you – which then enables you to sharpen and direct their focus too.

Along the way, you’re also going to have to work out what it is you’re counting – what numbers really define success – and why. Work out whether the things you measure are truly important to arriving at your destination or not.

The way you measure your business is the way you manage it – so you’ll need to work out exactly what needs measuring and then measure nothing else.

Clear, specific, correctly measured, understandable, relevant, time-related.

FOCUS makes us ask – WHAT – as in “What jobs need doing?”

ACCOUNTABILITY

So now you know what needs doing, it’s time to work out who is going to be accountable for achieving each piece of the plan.

This piece of the jigsaw is all about defining responsibilities – yours and theirs – and helping individuals take ownership and the responsibility for nurturing their small corner of the global business garden.

You’ve also got to recognise what you’re accountable for and the need to be a role model – and that doesn’t mean doing their job for them.

ACCOUNTABILITY makes us ask – WHO – as in “Whose job is it?”

MOTIVATION

So, once you’ve worked out what you’re all supposed to be doing, the next thing a successful manager and leader needs to work out, is why anyone is going to care enough to finish the job, and better than that – care enough to finish it brilliantly.

Yes they’re probably being paid – and I know you think that should be enough – but really, is that what makes you jump out of bed every morning and do your best work? Or are there other drivers that come into play?

I’ll bet your incredible work ethic is driven by more than just money, isn’t it?

When you help a friend or maybe do a little work for charity or the community – do you put in less effort because there’s no monetary reward?

So, you’re going to need to start understanding key motivators, recognise what drives different personality types and why it’s impossible to motivate someone else if you’re not genuinely motivated yourself.

MOTIVATION answers the question – WHY – as in “Why is this job worth doing?”

EDUCATION

So now, you know what needs doing and everyone is passionate about helping you achieve it.

Education in this context isn’t about teaching anyone on your team how to suck eggs.

But the world changes continuously, in many cases what was standard just a few years ago can easily be outdated next week.

It’s about developing and nurturing fabulous talent so that they can be the best that they can be.

It’s about understanding and developing effective coaching strategies and communication skills so that every member of the team stays on the right path, and informed – in the correct fashion, but in no uncertain terms – when they are not.

EDUCATION answers the question – HOW – as in “How does this job get done with spectacular results?”

**************************************************************************

To launch my latest book – The Managers Guide to Achieving FAME – I’m holding a number of FAME Sales Management Workshops throughout September.

The UK Workshop is taking place at the beautiful Mottram Hall in Cheshire on Thursday 25 September – and to ensure that I get to spend the appropriate amount of time with each of those attending, places are extremely limited.

I hope you can make it – together with a full day’s management training and all workshop materials, those attending will also receive a signed pre-publication copy of the new book and four exercises exclusive to this workshop to take back and use with their teams at their quarterly sales meetings.

I’d be delighted if you could join me on the day – if you can, take a look here for more details.

Best regards

Chris Murray

Managing Director – Varda Kreuz Training and Author of The Extremely Successful Salesman’s Club and The Managers Guide to Achieving FAME

T: 0844 293 9777

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Filed under Advanced Sales Training, Management Training, Sales Management, Sales Training

Sales Management Lessons from the Louis van Gaal Press Conference

Louis-van-Gaal-Manchester-United-manager

 

Here are 5 Sales Management lessons from Louis van Gaal’s first Manchester United press conference.

1. He walked in like he was meant to be there

We’ve all walked into sales situations, interviews or a new sales management jobs just like the last two Manchester United managers walked into the press room.

Sometimes you walk in like David Moyes – talented, capable and with a great track record – but you look (and possibly feel) like you’re really stepping up a league. You give the impression that you’re thinking “I’ll do my best, just give me a chance to prove myself.”

Sometimes you walk in like Louis van Gaal – where you feel everyone’s lucky to have you there, you’ve got a job to do and you’re the one to get it done.

2. “Autocratic and strong personality is not the same word”

Having a strong sense of will and being a dictator are not the same thing – later on he pointed out that the press wants to paint him as autocratic because of his focus, adding that he was – “Democratic. Empathetic.”

A keen focus and sense of direction only feels autocratic if you disagree with where it’s taking you – all those enjoying the ride, call it strong leadership.

3. He’s Thinking Big Right From the Start

When asked if he was looking for a top four finish – he replied that he was looking to finish on top.

And there’s the thing – you aim for 4th and you might get 7th – you aim for 1st and the tiny margin of error puts you at least in the top 4.

An old saying I like, tells us “Don’t aim for an eagle and end up hitting a rock – instead shoot at the moon and if you miss you’ll probably hit the eagle.”

4. “I’m not always good at quick decisions.”

I once asked an old boss of mine why his first answer – to everything – was always “No!”

He said that a “Yes” was always final – he could never change his mind – if he said “Yes” people rushed off and started immediately

However if he started with a “No” he always had time to think about it.

He was usually waiting to be convinced otherwise, but was regularly disappointed that the person he turned down wasn’t passionate enough to pursue it.

5. Jose Mourinho thinks he’s “A great man”

Jose Mourinho doesn’t compliment his competition very often

Jose Mourinho worked for him previously and clearly that positive experience has lived with him and helped him become who he is today.

I reckon that’s just about the best testimonial a manager can receive.

Until next time, best regards

Chris

PS – My new book The Extremely Successful Salesman’s Club is getting rave reviews and I am humbled by the number of people who have already discovered it – thanks for all your support. If you haven’t read it yet, you can download the first four chapters for free by clicking on this link.

New Varda Kreuz Case Studies HERE and Video Testimonials HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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The Sales Director’s Helpline, Sales Evangelism and a Book Giveaway

 

* Ask the Sales Directors Help Line Any Question

* Why Evangelistic Selling Works

* Goodreads.com Giveaway for Australia and Canada

 

New Sales Directors Help-Line – Ask Any Question and You’ll Get an Answer in Minutes

After the overwhelming success of our “email any sales question” offer to our newsletter list a few months ago, we’ve decided to extend the opportunity to all those involved in sales management.

Here’s how it works

E-mail a question – any sales based question (not HR issues) – regarding a problem or stumbling block your sales team are having, something that’s currently causing you a headache or stopping them from hitting target, and I promise to reply straight away…

Read more http://salesmanagementcentre.wordpress.com/2014/06/17/new-sales-directors-help-line-ask-any-question-and-youll-get-an-answer-in-minutes/

 

YouTube Vid: Why Evangelistic Selling Works

Zig Ziglar said that sales is a transference of feeling, how you feel about what you sell makes a huge difference – find out why becoming truly evangelistic about what you deliver to prospects and customers can have a dramatic effect on your approach and results.

Watch the Vid Here: http://www.youtube.com/watch?v=FCMg1hYR9HQ

 

The Extremely Successful Salesman’s Club Goodreads.com Giveaway

Goodreads Giveaway – 5 Free Signed Copies for Readers in Australia

Goodreads Giveaway – 5 Free Signed Copies for Readers in Canada

Those wonderful people at Goodreads.com are giving away 5 signed copies of The Extremely Successful Salesman’s Club (paperback) to readers in Australia and Canada this month as part of a free prize draw

Simply click on the links above – and on July 1st 2014, 5 winners from each country will be sent a free signed copy

Until next time,

All the best

Chris

New Sales and Customer Service Training testimonial video HERE – find out what our customers think

PS – My new book The Extremely Successful Salesman’s Club is getting rave reviews – including one from Best Selling Author Lee B Salz – if you click on the book title above you can download the first 4 chapters for free There’s also a chance to win a free copy if you’re based in the the United States of America at the Good Reads free draw here

New Sales Training & Customer Service Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on 0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray 0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool,

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Filed under Book Launch, Business Development, Management Training, Sales Targets, The Extremely Successful Salesman's Club, Video

Your Free Download Chart of Next Year’s Best Selling Days

“Carpe diem. Seize the day, boys. Make your lives extraordinary.”
John Keating (Robin Williams) – Dead Poets Society (1989)

It’s that time of year again when I share my annual free download, showing the days available to you over the next 12 months which can be classed as ‘prime selling time’.

A little information that is glaringly obvious to the top 10% of high achieving sales people, but ignored or missed by virtually everyone else.

Actually, I’ll bet – in the back of your mind – you’re all aware of what I’m about to share with you, so much so that this week’s free PDF download will be once again greeted with as many people saying “that – is – brilliant”, as those stating “that is just so obvious!”

You can print it off, pin it up, send it out or just pop it in the back of your personal organiser.

If used properly this single sheet of paper will;

  • Organise and focus you and your team to achieve the important stuff first
  • Help you develop a long term business view, which has the flexibility to recognise what needs doing today
  • Remove the opportunity to complain about “time running out
  • Scare the living daylights out of your inner procrastination gremlins

To achieve this you will need your personal target (worked out as an annual figure for the whole of 2013), your holiday dates and internal meeting dates.

Here’s what to do;

Download the PDF here

If you have just clicked on the link, you will now have before you the selling days available to you over the course of the next year – 2013 – in the UK.

You may need to change it slightly for which ever part of the world you are in.

FACT – Almost all of you have 252 days next year to effectively sell.

FACT – In the UK next year – due to holidays – the sales industry will have five months with only 20 effective selling days each.

FACT – Quarter 3 (July, August, September) has the most selling days – 65 – but will undoubtedly become the time when your competition take their foot off the gas because “there’s never anyone in over the summer

Here’s what to do next

Work out when you will be lying on a beach or stuck in a hotel meeting room with a group of hung-over colleagues looking at a large, projected forecast graph – and then deduct those days from the appropriate months.

OK

  • How many real days have you got to achieve your target?
  • How much does your pipeline need to achieve on a daily basis?
  • What does that mean for each of those monthly figures?
  • What is your target figure for Quarter 3?

We all play differently when we are keeping score.

Take for example a group of kids kicking a ball around a park just for fun, watch the change – in mood, reactions and body language – on the pitch after someone shouts;

“OK, let’s keep score!”

It’s the same with sales – we all play differently when we’re keeping score!

This year, do yourself a favour – count every available day and make every day count.

Seize those days and make your lives extraordinary

Feel free to leave a comment

Until next time

Chris

New Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on
0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool, London

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Filed under Business Development, Drinks Industry Sales Training, Management Training, Sales Targets, Sales Training, Self Improvement, Time Management

All Sales People Fall Into 1 of 3 Categories

“This is the world we live in, and these are the hands we’re given”
Land of Confusion – Genesis

Sales People fall into 3 categories.

  • Can’t afford to lose them
  • Can’t afford to pay them
  • Can’t afford to leave

Can’t Afford to Lose Them

There are certain individuals who deliver so much value, that it usually takes half their working life for the pay structure to catch up with their actual worth.

Not just because of the business and profit they bring in for the organisation, but also the safe pair of hands and broad shoulders they possess.

They tend to be walking that extra mile before anyone even has the chance to ask.

When it comes to pay, giving them a few extra percentage points once a year is a drop in the ocean compared to what they’re worth.

That’s why good managers constantly try to warn them about the fragility of value.

The world turns, new ways become yesterday’s fads, modern techniques can become embarrassing and old fashioned.

If you find yourself in this category please remember this;

Trees don’t grow all the way to the sun – everything stops somewhere.

Individuals need to constantly evolve – your current perceived value is just that, what you’re perceived to be worth today.

When that value becomes the norm across the team, you will suddenly become the oldest, highest paid member of your peer group.

Sadly, you will feel neither old nor highly paid.

And that is why you must continually find ways to become better tomorrow than you were yesterday; don’t rest on your laurels or past successes.

Unfortunately there are those who think their current star can never dim and drop into one of the next two groups.

Can’t Afford to Pay Them

Not because they’re too good – as I mentioned above, money is always available for great value.

But when there ceases to be enough value it just becomes bad business.

This group fall into two camps;

  • Either the amount of profit they bring in doesn’t cover what they cost, or
  • The amount of distraction they cause means you end up paying three people to do one person’s job.

I once put together a new business development team for a children’s charity.

The team I inherited were taking more out in wages than they were bringing in from commercial donors – there would have actually been more money in the kitty for sick children if their roles didn’t exist.

When I pointed this out, one of them stood up and said;

“You don’t understand; we’re doing this for the kids!”

My response was that it didn’t appear to be the “kids” who were benefitting from the deal.

Now, everyone seems to agree that depleting a pot of money from a children’s charity disguised as an unproductive wage is morally wrong.

But members of group two believe it’s perfectly reasonable to do the same thing in a commercial environment.

Can’t Afford to Leave

I remember the morning perfectly, this guy walks into the interview room with a swagger from a 1930’s detective movie, sits down and tells us why he’s SO the real deal.

After a great 45 minutes we’re impressed and he asks;

“So, how much does the position pay?”

It’s a fair question and we’re happy to do what it takes to get the best, so we say;

“Don’t worry; we’ll pay you what you’re worth.”

To which he replies,

“But I’m already earning more than that!”

Until next time

Chris

PS – My new book The Extremely Successful Salesman’s Club is getting rave reviews – including one from Best Selling Author Lee B Salz – if you click on the book title above you can download the first 4 chapters for free

New Sales and Customer Service Training testimonial video HERE – find out what our customers think

New Sales Training & Customer Service Case Studies HERE

This year, I want to help you and your sales team become more successful than they’ve ever been before – call my office now on 0844 293 9777 or request a call back by going to our Contact Page HERE.

You and I can work out a sales training programme that suits your requirements perfectly – foundation level sales training, field sales training, account management training, selling value over price, FMCG sales training, customer service training, whatever it might be – but it’s a big old world out there and if you don’t take two minutes to invite me over, I may never know you need me.

We create bespoke sales training days from as little as £228 per person, so give my office a call today and we can get a date in the diary to start working on tailoring something just for you.

Chris Murray

0844 293 9777

By the way, if someone has forwarded you this newsletter, you can sign up to receive it directly from Varda Kreuz here

Varda Kreuz Sales TrainingManchester, Leeds, Birmingham, Liverpool,

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Filed under Drinks Industry Sales Training, Management Training, Sales Training, Self Improvement