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Management CNBAM Effective Leadership Leading a sales team is a complex pursuit with a single objective - to meet and exceed the sales objectives for the area you’re managing. The variables that can impact your success as a leader are tremendous. Below is your sales management checklist. Its purpose is to help you stay on top of the primary issues that should have your attention on a regular basis and to avoid letting the important success factors slip through the cracks. Your particular sales world will likely involve a few more points or slight changes that are specific to you and your team/ company/ industry. Consistently addressed, these are the sales management fundamentals that will put you and your team far in front of the pack... and keep you there. Your team •

general periodic discussion/ review

goals/ expectations understood

sales skill training

motivation

product/ service/ industry knowledge and training

recruiting

promotions/ new roles/ new positions

performance reviews

recognition

Operational issues •

activity numbers

sales numbers (units/ revenue/ margin)

sales process reviewed

sales communication reviewed/ distributed

before and after the sale reviewed (processes)

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Management CNBAM •

lead generation

barriers to remove from sales efforts

External relationships •

top customers contacted

top competitors reviewed

top partners contacted

Self-development •

management skills

additional contributions

source: www.justsell.com

Excellence is not an exception, it is a prevailing atttiude. Colin Powell

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Management CNBAM Management Tips Recognize good work, large or small, on a continuous basis. Everyone likes a pat on the back – some studies show acknowledgement is ranked higher in job satisfaction than more pay! Ways to acknowledge performance: Put a note in their mailbox. Give them a “shout-out” at your weekly sales meeting “Kudos” bars with a note attached Have a bulletin or dry erase board with notes for everyone to see. Bonuses for specific accomplishments Ad Rep of the week, semester, or year

Good Ad Rep of Job the Week: ! e i l a t Na D avid

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Management CNBAM Meeting Tips Have a regular staff meeting each week. Make attendance mandatory – three absences are grounds for termination. Start your meeting on time – establish the importance of promptness. Three tardy arrivals at meeting constitute one absence. Have an agenda – even for a short meeting. Break lengthy meetings into manageable sections. Ask questions. What was the best thing that happened to you on a sales call this week? The worst? Use meetings to introduce, explain, and update information. Ask your staff for their opinions. Share: Successes – what worked well for one may work well for everyone Problem situations – group problem-solving. Discuss upcoming deadlines and special sections. Brainstorm! A meeting is a great time to have brainstorming sessions. Games and activities – make meetings fun!

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Management CNBAM Department evaluations At the end of the semester, ask for feedback from the current ad staff. Use it as a learning tool from the people who know the job best – the ones that work in your department.

Department Evaluation Name____________________ Date _________ What has helped you most from working at the newspaper? What did you like most about your work experience here? What didn’t meet your expectations? What change would you like to see in the advertising department? What procedure/policy should we definitely keep? Any other comments you’d like to make or suggestions you’d like to give?

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Management CNBAM Written Communications Communicating all the information available to your ad staff is a challenge - weekly staff meetings just aren’t enough time. A sales staff newsletter is a great way to communicate all the extra pieces of information that won’t fit into your staff meetings.

Advertising Newsletter

September 2006

Now that we’ve made the big sales, what’s next?

Step-by-Step Follow Up

Why should businesses advertise this month? • Fall Sports: in addition to the Fall 1. Say thank you. An occasional sincere note of thanks goes a Sports Preview edition, students will long way. be turning to the Collegian for sports 2. Keep your promises. Deliver what you promised. news and places to watch the games 3. Form reliable routines. Make sure customers know when they • Labor Day: Students don’t have can reach you. classes on Monday, September 4...give 4. Offer ideas. Make suggestions for improvement. them something fun to do 5. Communicate. Speak frankly and frequently with your cus• New to town? Many freshmen and tomers. transfer students are still getting used 6. Respond quickly. Return all calls as soon as possible. to Fort Collins and could use some 7. Visit unexpectedly. Drop by now and then for a friendly visit. help finding where they need to go for laundry, entertainment, etc. Selling Power, July/August 1999 • Back-to-Class: Fall is a time when WHY COULDN’T THE we start new and need furnishings, Bits and Pieces... household goods, schools supplies, Life is a great big canvas; throw all the 12 YEAR OLD GET paint on it you can. school clothes, etc. -Danny Kaye INTO THE PIRATE • Weather Changes: Enjoy the warm Either you decide to stay in the shallow end weather now, because it won’t last! of the pool or you go out in the ocean. MOVIE? -Christopher Reeve With snow, students may need new It's never too late to be who you might have BECAUSE IT WAS clothes, shoes, coats, ski/snowboard been. equipment, ski passes, etc. -George Eliot RATED ARRR

Rocky Mountain Collegian, Colorado State University

Another useful tool is a monthly calendar with upcoming events, special sections, staff meetings, and deadlines.

2006 Sunday

September Monday

Tuesday

Wednesday 30

Thursday 31

Turn In Inches

2006

Friday

Saturday 1

2

FALL SPORTS DEADLINE

3

10

4

NO WORK NO SCHOOL! WAAHOO

11

Career Fair Publishes

17

24

Megan’s Birthday

5

CAREER FAIR DEADLINES

12

6 Fall Sports Publishes

7

8

9

14

15

16

21

22

23

28

29

30

Turn In Inches

Greek Guide Publishes

13

Turn in inches

18

19

20

25

26

27

Turn in Inches

Turn in Inches HOMECOMING DEADLINES

Rocky Mountain Collegian, Colorado State University

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Management CNBAM Sample Evaluation

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Management CNBAM

Always have the person who is being evaluated sign the ďŹ nal evaluation.

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