June 2013 Issue 72
Warwick Beban INTERVIEW WITH
CEO KONICA MINOLTA
Winning Sales
Presentations
Keep yourself on
track to achieve results Leaving Effective
Voicemails NZ’s e-mag for sales leaders
1 / www.nzsalesmanager.co.nz
CONTENTS 6
THIS WEEK'S MUST READ
We Interview Warwick Beban CEO of Konica Minolta
11
Winning Sales Presentations 12 tips for success
14
TWO MINUTE TOP UP Keep yourself on track to achieve results A thirst to excel
16
Resource corner Zero-Time Selling 10 Essential Steps to Accelerate Every Company’s Sales
17
Quick Fix Leaving Effective Voicemails It’s not what you sell, it’s how you sell
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18
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ABOUT / Short and sharp, New Zealand
FROM THE EDITOR
Sales Manager is a free e-magazine delivering thought provoking and enlightening articles, and industry news and information to forwardthinking sales managers, business owners and sales professionals.
EDITOR / Paul Newsom
I thoroughly enjoyed working with
Sales people who back themselves
Warwick Beban, CEO of Konica
to be successful where others
Minolta, to prepare our lead article
haven’t, and who are committed to
in this issue.
excellence in personal development
I find Warwick’s insights into sales and
sales
management
very
thought provoking, particularly what it takes to be successful in sales, and what he looks for when recruiting sales people. I agree with Warwick that successful
will provide very useful bench marks for anyone who is recruiting to fill a sales vacancy. The ability to intuitively spot sales talent that does not fit the ‘standard’ as Warwick describes, is a huge asset to any successful sales manager.
ART DIRECTOR / Jodi Olsson GRAPHIC DESIGNER / Sevim Dogru GROUP EDITOR / Trudi Caffell CONTENT ENQUIRIES / Phone Paul on 04 586 4733 or email pauln@nzsalesmanager.co.nz ADVERTISING ENQUIRIES / Phone Richard on 09 522 7257 or email richardl@espiremedia.com ADDRESS / NZ Sales Manager, C/- Espire Media, PO Box 99758, Newmarket, Auckland 1151, NZ
sales people do not necessarily
Happy Selling
make successful sales managers, for
Paul
WEBSITE / nzsalesmanager.co.nz
a variety of reasons.
ISSN 2230-4762
NZ Sales Manager would like to acknowledge the support of our major partners
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MUST READ
We Interview Warwick Beban CEO of Konica Minolta Newly appointed CEO of Konica Minolta, Warwick
NZSM:
Beban, joined the sales team fresh out of university.
organised Warwick?
Early success saw him soon promoted into branch
WB:
management and he has not looked back. We
organised geographically across 16 branches. Each
caught up with Warwick to find out his secrets to
account manager is responsible for a geographic
sales and sales management success.
territory dealing with SME businesses with some
www.nzsalesmanager.co.nz / 6
How is the sales team
Primarily our sales team (about 70) is
MUST READ
large local enterprise clients. In addition we have a
the lows. The best and most successful people I
dedicated Education team who focus on education
have seen have always had a ton of natural talent
clients across the country. In the larger centres we
and drive which is hard (if not impossible) to train.
have dedicated Enterprise Account Managers who are responsible for the top tier of local and national enterprise businesses. Lastly we have a dedicated team of Production Print Specialists who are
I loved the environment but the thing that really excited me about sales was the more effort I put in, the more I could earn.
responsible for that highly specialised market.
NZSM: How can you identify top sales people
NZSM: Born to sell or trained to sell?
at an interview?
Which is it?
WB: Sales people often turn up saying they want
WB: I think born. The training is important and
to be a manager. A top sales person will turn up
should be a priority for all sales leaders, but I think
saying they want to be the best sales person in
all people who succeed in sales have a natural
our company. We even had someone who said in
inclination. You have to be able to relate to people,
their interview that they wanted the worst territory
to be able to ask them the tough questions and be
we had and he would make it a success. He got
someone who loves the highs more than they hate
it, and he did turn it into a success. That is my
“I LOVED THE ENVIRONMENT BUT THE THING THAT REALLY EXCITED ME ABOUT SALES WAS THE MORE EFFORT I PUT IN, THE MORE I COULD EARN.” benchmark for someone who backs themselves. A
products / services, your planning, your time
top sales person will always ask a lot of good, open
management, your communications and your
questions, qualifying the opportunity and testing
customer service – delight them.
whether they fit the role on offer.
NZSM:
What are the top three qualities or
attributes that are needed to succeed in sales?
WB: 1. See yourself as someone who is better than being ‘average’. Have the drive to want a better house, better holidays, a better life. Mediocrity is the enemy of being a successful sales person. 2. Be expert at the fundamentals – managing your territory / client base, the sales process, your
3. Be self aware and commit to developing yourself. The most successful people I have seen are very aware of their weaknesses and work very hard to improve those weaknesses. They will also read and consult widely and have a strong commitment to their own development.
NZSM: If you are good at selling and train to be a manager, does that make you a good sales manager?
WB:
Not necessarily. I think most people who
transition from sales to sales management have 7 / www.nzsalesmanager.co.nz
MUST READ
to deal with the fact they have
a random process. Get the
NZSM: What is the most
gone from being the centre of
basic disciplines and activities
important thing a sales manager
attention to being the last person
in place, measure them and
does each week, month
who should be considered. As a
hold people to account
and year?
sales manager your efforts have to be to support the team and their individual and collective success, not to push your own profile. If you get that right, your profile and value will rise anyway, but if it is only ever about you then you will struggle to create a long term, engaged team who will strive for success as much for you as themselves.
NZSM:
What are your three
top tips for a sales manager?
WB: 1. Be yourself. Don’t let the role go to your head. You will get your rewards if your
3. Commit to training your team. There is no substitute for expertise in professional sales, product know.
NZSM:
What are the top
three qualities or attributes that are needed to succeed in sales management?
WB: WEEKLY: Review the outcomes of the week with every member of the team and agree the outcomes for the following week – setting short term, meaningful SMART objectives to build long term success. MONTHLY: Review the monthly
WB:
performance with each individual,
1. Set the standards, measure
were agreed and agree the
them and enforce them.
priorities and actions for the
2. Lead from the front, add
coming month. This is about
value to your team and your clients. 3. Invest in recruitment. Your
the actions and outcomes that
setting slightly longer term objectives with each individual to proactively manage performance – ensuring good performers stay
team succeeds – that is your
recruitment decisions will
measure of success.
on track, and poorer performers
be your most important
are not falling away too far
so recruit widely, wisely
while you work on getting them
and patiently.
on track.
2. Set the basic disciplines and manage them. Sales is not
www.nzsalesmanager.co.nz / 8
MUST READ
the enterprise area it is different and a more complex process. When I started it was in a very transactional role and not being brave / confident enough to ask for the order cost me a lot of sales and a lot of money. At the end of the day our job as sales people is to secure the order, whether it is for $10 or $10 million. My experience is that many sales people are not confident in closing a sale. I was one of them but I soon
YEARLY: Write a business plan
NZSM: Which sales or sales
for your team. Create a plan
management success are you
that is real, measurable and that
most proud of?
can be reviewed regularly with
WB: I have a number of
the team. This is not just about
individuals which I have bought
the numbers but the standards
into our busin ey were probably
NZSM: One thing a sales
and commitments that the team
“risky” appointments but
manager can’t do without?
will live by. Set the blueprint
intuitively I believed they could
WB:
for success for the year ahead –
be successful, and they have
a comprehensive CRM system.
activity levels, training schedule,
been. I have greatly enjoyed
Everything should end up in that
target clients, team objectives.
seeing them reach the standards
– activity metrics, pipeline, win/
Get your team’s input to the
they have with the results that
loss ratios, profitability, customer
plan as something they will also
have come from that.
engagement notes and individual
own, set the standards and goals and then you have something to consistently measure yourself and your team against.
NZSM: What is the biggest
learnt. If I wasn’t asking for the order I had two or three very good / competent competitors who were.
Other than a good team,
opportunity potentials.
mistake you have made in sales,
NZSM:
and what did you learn from it?
sales management book or
WB:
resource?
Not closing the sale. In
Favourite sales, or
9 / www.nzsalesmanager.co.nz
MUST READ
SOMEONE ONCE SAID TO ME THAT “SALES IS THE BEST PAYING HARD JOB AND THE LOWEST PAYING EASY JOB.” WB: www.nzsalesmanager.co.nz of course. Also,
person to help them solve their problems, whether it
not specifically a sales management resource, but
is through greater efficiency, greater value or better
one of the best business books I have read is ‘Good
customer service. This requires more expertise
to Great’ by Jim Collins. It gives a great perspective
and confidence from the sales person but get it
on business and driving change.
right, solve the clients problems and the success will follow.
NZSM: Your advice to succeed in sales in 2013? WB: We have been exposed to some research
NZSM:
recently which probably supports what we intuitively
into sales or sales management, what advice
knew. In the post GFC environment, the sales
would you give them?
person profile most likely to succeed is that of the
WB: Being in sales can lead to a wonderful
Challenger. The Challenger is someone who will
career. Someone once said to me that ‘sales is the
actively confront and challenge the client – about
best paying hard job and the lowest paying easy
the way they do business, the way they engage with
job.’ That is 100 per cent like it is. If you want a
their clients and the way the sales person can help
predictable, 8-5 job with no personal accountability
with that. These are not friendly coffee meetings
then sales is probably the wrong direction to take.
talking about the weekend and each other’s kids.
If you back yourself, accept that being in sales is a
These are hard questions and conversations about
professional career and are prepared to learn, then
the clients business and the ability for the sales
it is like nothing else.
www.nzsalesmanager.co.nz / 10
And for anybody thinking of moving
QUICK FIX
QUICK FIX
It’s not what you sell, it’s how you sell.
Leaving Effective Voicemails If you are leaving voice messages and finding your
poor choice of words are all sure signs of a lack of
calls are not returned then pause before you make
preparation. Your call is unlikely to be returned.
the next call.
So before making those important calls:
You should of course be prepared to speak when the phone is picked up, but if you are trying to get access at executive level, you could be trying a long time. You should therefore be equally prepared to leave a message. Rambling, hesitation, and
•
Think through your voice message. Write it down and get it right.
•
Practise reading it aloud. Record it and play it back to yourself. How does it sound? Would you return the call?
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Winning Sales
Presentations By Debbie Mayo-Smith
C
12 tips for success
reating a great sales presentation isn’t
you to vastly improve your success when putting
very different to crafting a great speech.
together and delivering a sales presentation.
You want to keep attention. Motivate.
Convince. Move to action.
1. TO WHOM ARE YOU SPEAKING? Be prepared before you go in and know as much
Here is a formula that I follow (learnt from the
about your audience as possible. Age, attitude,
American maestro Patricia Fripp) that should help
industry and gender will all have a bearing on how
www.nzsalesmanager.co.nz / 12
you present your points. Men and women have
and gentlemen, thank you for having us here,” just
different senses of humour. Younger audiences will
cost you over $8,300 by wasting 10 seconds.
be more impatient than older, ‘C’ level executives
Open differently and strongly. Paint a picture.
who don’t need the details. Your presentation style
Take them into the future. Describe how they’re
and content must fit their perspective.
benefiting from the clever decision they made years
2. YOU ARE NOT THE HERO
ago working with you. Decision makers want to
What is the ratio of your PowerPoint slides (or
benefit the company, they also want personally to
written material) devoted to your company vs. the
be sure they are taking the right action. So highlight
potential client? It stands to reason if you are invited
how they’ll be remembered for doing the right thing
to pitch, you have already passed the preliminary
by using your company (don’t make it too much of a
vetting. The convincing is done. Wow them, stand
butter up though).
out from your competition by focusing on them -
5. ANSWER QUESTIONS UP FRONT
not stories of you, your company, achievements or
What do they want to know from you? How can
accolades. Do you like listening to egotistical sales
you help them? If you’re more expensive, will take
people? Share the glory with sales teams. Ensure
longer, or are the underdog – do not ignore the
you put the prospective company in the lime light.
fact. They’re thinking it. Come straight out early into
3. I - YOU RATIO
the presentation with a ‘I know what you’re thinking’
Likewise look through your sales presentations
statement, then answer their objections.
and count how many I’s, we’s and us’s you have.
6. PREMISE
Make certain your slides and stories are about
Build the sales presentation around the structure
them, not you. Change the perspective at every
of how they will benefit from what you are asking
opportunity possible.
them to do. “You will save $2 million dollars by
Wrong: “Our company is number one in ….”
using our software”, or, “You will cut maintenance expenditure by 20 per cent”. Phrase it so they say
Right: “You benefit from our number one
to themselves ‘how?’ You then answer in a logical
standing because….”
and structured way.
4. STRONG OPENING
7. POINTS LAID OUT LOGICALLY
If you’re pitching a $500,000 contract and have only
You can help them make $2 million. How? You
10 minutes, then starting with “good morning ladies
enumerate and discuss the points one by one with
13 / www.nzsalesmanager.co.nz
examples. Point one is cutting costs. Point two
SITUATIONS VACANT
increasing revenue. Point three is boosting staff productivity. Highlighting points by telling a story will work infinitely better for you than simply stating
FANTASTIC CAREER
it or just saying why. By the way, you turn masterful
OPPORTUNITY
in your sales presentation story telling skills when you give your stories flesh and blood characters and dialogue.
8. SEAMLESS TRANSITION Moving from a main point (cutting costs) to the next (increasing revenue) should have a smooth flow instead of an abrupt change. Carrying on our example you could transition by saying, “lowering costs is only one side of the equation of boosting
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9. QUESTIONS
We look forward to hearing from you.
your profit. Increasing sales in a challenging environment might not seem easy, let me show
Don’t end with questions, rather take them before you review at the end so you can close on a high note.
10. REVIEW If possible use a story again – outlining a client
elements together describing how they’ll benefit. If
that benefited in all the ways you highlight they
you didn’t use the’ looking into the future’ in your
will benefit.
opening, you can use it in the closing. “Picture
11. REPETITIVE REFRAMES/ SOUND BITE STATEMENTS You can be sure they’ll remember stories. Hit home with better retention by giving them little sound bites and repeating them often.
12. STRONG CLOSE
yourself in two years’ time. It’s the gala dinner. Award night. Everyone is abuzz because of the success of the new software system you approved and installed the year before. Five different staff have come to you throughout the evening – all award winners from their significant leap in productivity”.
Refer back to your opening story or bring all the
Debbie Mayo-Smith works with businesses that want more effective teams and management. Find out more and to sign up for her monthly newsletter visit www.successis.co.nz
www.nzsalesmanager.co.nz / 14
Resource CorneR
Zero-Time Selling
10 Essential Steps to Accelerate Every Company’s Sales
Authors: Andy Paul Publisher: Morgan James Publishing Price: $24.31 from www.fishpond.co.nz
Z
ero-Time Selling: 10 Essential Steps to
starved prospects reward the sellers who help them
Accelerate Every Company’s Sales teaches
compress their buying cycles to make fully informed
managers and sales professionals how to
purchasing decisions faster.
sell fast and shift their sales results into a higher gear by integrating greater speed, responsiveness, and information content into each step of the selling process. Time is the most valuable currency for buyers and sellers. Zero-Time Selling illustrates how time-
Zero-Time Selling provides the keys to the speed of selling – selling with maximum impact in the least amount of time to enable your prospects to earn the best return on the limited time they have to invest in buying your product or service.
2 Minute top-up
Keep yourself on track to achieve results A thirst to excel By Janice Davies
I
f you want to achieve more, write or visualise
achieving before you started to write them down
your goals. Many athletes daydream or visualise
but gathered momentum when you concentrated
to succeed. They have seen themselves crossing
on them.
the line first or on the podium with their medal and have learnt to ‘see the end in mind’ and work backwards in their training programme.
My second question is: Have you seen your end in mind? Mine is to sit on a boat in a bay, writing. I can swim and fish as well, and even become a beach
My first question to you is: How old were you when
bum or tour the world on cruise ships. But what
you started to set your goals ? I am sure you were
about yours?
www.nzsalesmanager.co.nz / 16
2 Minute top-up
If you can excite and motivate yourself, you have a
Again, it’s the same with you. How do you keep
thirst to excel.
yourself on track to achieve the results you have a
Understanding your personality is an advantage
thirst to excel in?
when goal setting. You are aware of your strengths
Another word I use after missing deadlines because
and weaknesses and grasp why you are achieving in
‘life’ happened and I was having a sense of failure,
some areas of your life and not in others.
is the word ‘intentions’. Life happens which is
Right-brained creative thinkers are constantly
sometimes out of your control. However either word
coming up with new ideas and love being with
works. Visual or written down, constantly reading
people, talking and selling. However the most
or seeing your goals provides you an incentive to
difficulty they will have is in the area of finances,
greater success.
systems and analytical areas.
I am certain it is the minority of people who sit
So setting pages and pages of goals may not match
down and writes their goals on New Year’s day, so
how you like to operate. Instead maybe you need
anytime is better than none. I recommend you use
a combination of visual treasure maps as John
a 15 month calendar, exactly for that reason. Many
Assaraf talks about in ‘The Secret’ and his fabulous
people have opted out of the goal setting, because
book ‘The Answer’. I have one of these on my wall,
they say it is too hard, or they don’t know how.
along with one of my new life long goals of making
The key to achieving is for you to understand you
a movie. Every time I read that headline, I attach a
are living in a constant state of learning. You reach
‘Yes’ to it, giving it momentum forward.
one goal and the next is scooting along ready
One sales person I knew had his goals on his
for you if you want to achieve more. Let’s face
Blackberry and every time he received a rejection,
it you can learn how to operate you new mobile
he would re-read his goal to quickly move his
phone and the latest technology, so you can learn
thinking forward again.
anything, if you are provided the opportunities.
Janice Davies is The Attitude Specialist, who educates about empowerment. As a Professional Speaker, Success Coach and author Janice shares at conference and workshops on difficult people, attitude, goals, stress, and positive work relationships. To find out more visit www.attitudespecialist.co.nz.
17 / www.nzsalesmanager.co.nz
CALENDAR
DATE
NAME
PLACE
COMPANY LINK
Wednesday 3rd July
Sales Ignition Day
Palmerston
The Marketing Company
http://events.themarketingcompany.
North Winning Proposal Strategies
Auckland
Shipley NZ
http://www.shipleywins.co.nz/public-
Cross Selling & Up Selling
Tauranga
Winning Business as an
Auckland
Wednesday 3rd July Thursday 4th July Thursday 4th July
Friday 5th July
co.nz/courses/2-sales-ignition-day
training-schedule.html The Marketing Company
http://events.themarketingcompany.
Shipley NZ
http://www.shipleywins.co.nz/public-
SME
co.nz/courses/22-crossselling-upselling
training-schedule.html
Essential Client Management
Auckland Central
The Marketing Company
http://events.themarketingcompany. co.nz/courses/4-essential-client-management
Sales leadership and management academy
Auckland
Sales Star
Thursday 11th July
www.salesstar.com/salestraining/consultative-selling.html
Thursday 11st July
Eat That Frog!Â
Auckland
KND Consultancy
http://www.kndconsultancy.co.nz
Tuesday 16th July
Sales Basics
Auckland
Geewiz
http://www.geewiz.co.nz
Wednesday 17th July
Sales Management
Auckland
Geewiz
http://www.geewiz.co.nz
Tuesday 23th July
Sales Basics
Christchurch
Geewiz
http://www.geewiz.co.nz
Wednesday 24th July
Sales Management
Christchurch
Geewiz
http://www.geewiz.co.nz
Monday 29th July -
Perform at Your Best
Auckland
KND Consultancy
http://www.kndconsultancy.co.nz
Scotwork Advancing Negotiating Skills
Auckland
Scotwork Negotiating Skills NZ
http://www.scotwork.co.nz/
Tuesday 9th July
Tuesday 9th July -
Tuesday 30th July Tuesday 30th July Thursday 1st August
www.nzsalesmanager.co.nz / 18
THE CLOSE
“Opportunity is missed by most people because it is dressed in overalls and looks like work.” - Thomas Edison
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