Floyd Business Partners

Think Big Do Bigger

Month: January 2017

Why You Need Rotate Your Sales Manager

Complacency can be a big problem for a sales program. When the sales team does well, it’s easy to ignore them, to let things go along like normal and not think about changing anything. This can often be a mistake.

When it comes to your sales team, it doesn’t hurt to keep people on their toes, to keep them wondering about what’s happening next.

That doesn’t mean you should make them worry that they are going to be let go the first time they don’t reach their weekly or monthly quota. It’s not healthy for people to live in fear for their livelihood, but you do want to challenge your sales staff.

Don’t assume your current sales manage will be a permanent fixture. Many marketing experts feel the best way to keep a sales team fresh and productive will be renting your sales manager.

Most of the time, the person you currently have hired as your sales manager is someone who you pulled off your sales team. Chances are pretty good you made them manager because they showed strong leadership skills, and also put up high sales numbers each week. If this is the case, by permanently putting them in a managerial position, you’re depriving yourself of a good sales person. By rotating them back into the sales team, you make it possible for them to stay connected with their clients, the sales process, and continue to generate sales.

You never know what the future holds. By making the managerial position a rotating one, you’ll have multiple staff members ready to step in and take over if things go awry and you find yourself in desperate need of a good sales manager.

By making the position of sales manager a rotating position, you’re giving the rest of your sales team something to work towards. This often encourages them to stay motivated and to keep in contact with old clients while constantly reaching out to new prospects.

Managing a sales team can be tricky. Sales people tend to respond best when they have a close relationship with the person managing them. By routinely making sure that you send your current manager out on calls, you remind the rest of your sales team about the connection they share with the individual.

A good sales person will use knowledge gained from engaging in different activities within your organization to generate even more sales.

 

How To Motivate Salesperson

There are some basic traits that all sales people need in order to be effective. If you have these traits, then sales might just be your niche.

The first trait is personable. You will get nowhere in sales if you can’t strike up a conversation with another human being. The person who can grab attention, maintain a conversation, and make the other person feel like all their attention is being given directly to them is a real salesperson. Fulfilling the need of every person to be heard is what makes great salesmen. Your customer wants to know that they matter to someone else. If you are a smart salesperson, you will be that someone else. And the sale is yours.

An outstanding salesperson needs to be able to communicate clearly and concisely. You might only have two minutes to pitch your sale to your potential customer. Are you going to blow it rambling on about something that may or may not matter? If you can’t communicate clearly then you have already lost your sale.

Outstanding salespersons keep their word and are honest. Being able to communicate and being personable will never help you if you can’t be trusted.If a customer comes to you with a complaint, they should feel reassured that you are handling the problem, and they can count on you to get the job done. In addition to that, if you are selling a product or a service then you need to be able to stand behind that product or service. If you can’t, your ability to sell will suffer tremendously.

Great sales people must be convincing. You have to be able to show your customer why your product or service is superior to other products or services. Or you have to show that your product or service is going to help them in some way and they should not live without it. This motivates your customers to not only buy from you, but to keep buying from you.

The final trait of an outstanding salesperson is to be informative. There should not be an answer that you do not know. If a customer wants to know where the part number 11,342,051 was made, then you need to know exactly where that part was made and preferably the workers name who made it. Now this is an extreme example, but this is the mark of an outstanding salesperson.

 

How To Plan Inventories

People hear about operations planning and sales. The whole thing is covered by many online websites who keep a count on all the essentials. The supply chain around the optimized inventor buffers can be enabled if required. It can also reduce the lead time of customers, order fill rates get increased and even look after the material scarcity. You can even make your own rules for demand planning and forecasting. Different types of strategies are being made by different people and groups. Strategies for multiple suppliers and sourcing of multiple plants with different kinds of postponement and qualifications strategies are being developed.

A different set of environment is required for forecasting which includes inventory optimization, planning for supply, demand planning and lot more. There is a workflow which different companies follow. Some make their own rules and plans and some follow a different set of rules already planned. A lot of patience and energy is required to get the job done but it’s a different experience which these online companies are giving people now a days. With all these things there are a few more things that can be done. Such as leading time can be reduced, the expanding cost can be reduced, proper management for co/by products and even raw material levels and safety stacks need to be optimized.

When it comes to planning your ideas you need to synchronize eyes with your brain so that everything is crystal clear with a single blink. There are different expectations like demand factors, volatile supply, planning and thinking environment and lot more. Focus is the key to plan any idea you have in your brain on every key point and essential data. Many things have changed such as plan utilizations which are optimized, reduction of overtime and lot more. The supply chain planning and multiple locations can be achieved after synchronization.

Online companies give you a whole new experience of learning they tell you about the on-going strategies in the market and give you a fair chance to try it in the real market. Different companies have different resources and different planning strategies. A plan is set on different stages, reduction of inventories, enhancing responsiveness and many more only by strategizing with small and productive plans and ideas. Various ideas can be synchronized and can be worked on by taking different time frame. It is very important that the total plan only contains essential and very vital details to be worked on.

Design to work upon an idea:

• Plans should be made quickly and only the constraint-based ideas should get the focus.
• Reduction of lead time is very important.
• Open work orders, excess inventory and overtime should be reduced.
• The planning for equitable inventory should me made easier by simplifying the idea.

Planning, plotting and implementation are the three basic steps to convert your normal idea into working ideas. There are online companies who give the real solutions to all your problems and dilemmas. People all over the world try these tricks and they get remarkable results.

 

Things You should Consider Before Hire Sales Manager

You’ve been a sales producer for a number of years and a sales management job opens up. You’ve consistently been the top-producing salesperson at the company, winning awards and accolades from upper management. You apply for the position of sales manager and earn the position based on your previous performance and great attitude.

But three months into your new position, you are asking yourself, “Did I make a mistake?”

Some of this regret can be attributed to a steep learning curve because the skills that sales managers need are different then those of a sales producer. Or, the regret may be that you’ve realized you made a wrong career choice.

Ask these questions and decide if you really want to become a sales manager.

1. Do you enjoy training and coaching? Teaching and training always looks like fun – and it is. It is also tedious, requiring endless patience as you conduct role plays and drill skills in order to elevate your team’s selling skills. Salespeople are like well-trained athletes. They have to run the plays over and over until they become second nature, enabling the salesperson to execute under stress. There is a saying, “Infinite patience produces immediate results.”

Instilling new habits and skills takes time, effort and patience. Do you have the patience to develop people?

2. How comfortable are you holding people accountable? As the sales leader, you must make sure your sales team is engaging in the right activities and number of activities needed to create a full sales pipeline. My philosophy is that a salesperson can always do the work because they control how much effort they’ll extend. If a salesperson isn’t doing the work, effective sales managers are willing to have a tough-love meeting.

They aren’t worried about being liked. Their concern is helping this individual achieve their full potential — or find a job where they can do so. A professional selling career isn’t for everyone.

3. Do you enjoy analyzing numbers and data? Sales managers are charged with analyzing sales forecasts, conversion rates and win-loss analysis, capturing trends and working through mounds of big data that needs to translate into relevant data. Wing-it sales management doesn’t work in a sales organization, so if analyzing data doesn’t rock your boat, then stay in the individual sales producer boat.

Everyone has a special set of talents.

Apply the EQ skill of emotional self-awareness, and ask yourself the tough questions to assess your strengths AND motivators before applying for that sales-management position. Companies need strong leaders and strong sales contributors.

Good Selling!