Sales Pipeline Radio

Sales Pipeline Radio header image 1

Guide for the first time sales manager

00:0000:00

episode-card-250-thorseon.jpg

Jim Obermayer sitting in for Matt today with guest, Ken Thoreson, of Acumen Management Group. Their firm is focused on execution, discipline, accountability to the sales organization.

He has just published his fourth book in a series:

The other three in the series are:

Some of what is covered in the book includes:
  • How do you on-board a new sales manager? Within 6 months, new sales managers are usually slammed.
  • Leadership and management skills playing together don't usually get taught.
  • Lifespan of a sales manager is about 18 months.Marketing will go back and write a new plan, but the sales managers get fired.
New sales managers seem to focus on micro issues, tracking numbers and activity, and forget they need to have emotional leadership and inspire people to execute. It is the manager's job to instill work ethic, intensity, high levels of performance and interest in creating high levels of results.

The sales manager typically will ask, "What are you going to do today? What are your goals for the day?"
The stunned sales person stammers a defensive reply, "I'm going to get on the phone...I'm going to call prospects.."

At the end of the day, what determines the level of success you had for the day?

On AcumenManagement.com there are a ton of free tools, including, Top 40 actions a sales manager must activate to create predictable revenue."

Jim asked Ken,"What is the biggest challenge you see a new sales manager has in the first 2-3 months?"

First, you have to set priorities based on the situation.

Assume you are walking into a turnaround role - sales are poor...observe, reflect, make a few changes so the team sees that things are getting fixed.
Then you go about setting priorities, goals and then expressing your vision of what you want to achieve over the next 90 days to 6 months.
Most act too quickly or chew off more than they can achieve.

If you are walking into a role where you are replacing someone successful. Then it's sitting back again and understanding the players, building trust first.

Ken finds that there is a lot of talk in struggling organizations about "them" and "us" or "those people." There is a line between WE as a team. That line needs to be broken down immediately for the vision, direction and belief of where you are going. This is building culture.

Listen to the full episode to get more insights.

Hitting the number vs. doing it the right way: Sales management best practices with Matt Heinz

00:0000:00
We’re walking you through some ideas and tactics you can employ right now if you are already behind on your sales pipeline goals; there are things you can do from a marketing perspective, you can take a look at your pipeline and get yourself back on track.

What can you do at the beginning of the sales cycle to set the tone and feel successful? Get yourself positioned to hit your number. What are you doing daily in a disciplined, precise and focused that is helping you close those deals? 

Matt covers a few scenarios of salespeople: employees that are doing everything right - focusing on the right things, doing the daily work of moving deals forward - but are not hitting their numbers, and salespeople who are hitting their numbers but not going about it the right way. Do you let them go? Who is coachable? Who is working with the core values of the company?

This is an information-packed episode, and this time you get Shark Week comparisons. Don’t miss it!

Sales is a mental game: Master it with Sedric Hill on Sales Pipeline Radio

00:0000:00

episode-card-250-sedric-hill.jpg

Listen in as we hear from Sedric Hill, Entrepreneur, Author, Thought Leader, Business Coach, Consultant, Sales Expert.

The journey to creating a more profitable business can only begin when people identify specific knowledge and skills that are necessary to skyrocket their businesses. In order to do so, they must learn how to unlock implicit cognitive skills present in everyone. Consciously applying these skills will help to increase profitable sales as well as overall personal success.

In order to avoid wasting valuable selling time, business professionals must harness what the author calls “the expert advantage.” Simply put, they must learn how to communicate persuasively with clients, prospects and other stakeholders. Connecting with their audience is simple once the essentials that most influence successful outcomes are learned.

Cognitive-based skills for communications are rarely taught today, especially in the sales and marketing fields. Hill, however, believes such skills are critical for anyone whose success depends on persuasive communication. He proposes two methods for increasing these mental skills, one cognitive and one app-based, that enhances skills with minimal time and effort.

Novice and experienced salespeople can both learn from the strategies Hill presents in this book. Additionally, trial lawyers or people in any field requiring the use of persuasive communication will find Hill’s suggestions beneficial. Succes http:// s in selling is not reserved for the experts; with the right tools, anyone can cross the bar to the next level of sales performance.

If you would like more information about this topic, or to schedule an interview with Sedric Hill, please call Nickcole Watkins at 516.900.5674.

About the Author:

Sedric Hillhas twenty-five years’ experience working in sales, training and development, and senior management. He has written several articles for mailing industry publications. Additionally, he is president and co-founder of Sales Development and Performance, a sales training and consulting firm located in Irvine, California.

Expert Selling: A Blueprint to Accelerate Sales Excellence by Sedric Hill was released by Morgan James
Publishing on May 3 2016. Expert Selling—ISBN 978-1630477165—has 254 pages and is being sold as a trade paperback for $17.95.

CEOs Listen up: You can pull this off! With Jim Keenan

00:0000:00

Keenan has over 15 years of experience in sales leadership and leading sales team. But that doesn’t get him too excited. He’ll tell you it isn’t much of an accomplishment. Keenan says, “Staying above ground and not doing anything stupid enough that would prevent a company from wanting you to run their sales organization isn’t much to brag about. Staying power isn’t impressive. What is impressive is what one absorbs from their years of experience.”

Listen in for some quick hitting tips to get you started TODAY!

Sales Management Simplified with Mike Weinberg

00:0000:00

Mike LOVE business and LOVES sales. His specialties are new business development and sales management. His passion is creating high -performance sales teams and helping sales leaders, sales teams and salespeople acquire more new clients and net new business.


His latest book is Sales Management. Simplified. – The Straight Truth About Getting Exceptional Results from Your Sales Team, also published by AMACOM) was just released (late September). One sales expert reviewer has called it “arguably the greatest book ever written on sales management,” and “an unequaled blueprint for leading salespeople and building high-performance sales teams.” Learn more more about the book, and get a free download of the Table of Contents, Introduction and sample chapters by clicking here<.