Master today’s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for:
Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability
Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support
Hiring more effective and productive salespeople – including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates
Building winning teams that meet sales objectives and delight customers
Empowering sales reps and teams in decision-making that increases sales productivity
Measuring individual and team performance towards objectives
Keeping people on target without micro-managing them
Promoting team growth and continual improvement
Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance
And much more
Seven Steps to Success for Sales Managers presents proven sales management tactics in a "bulletized" format that’s easy to read – and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you’re a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.
Table of contents
- About This eBook
- Title Page
- Copyright Page
- About the Author
1. First Step: Manage Yourself
- Self-Management Question Number One: Are You a Trusted Leader?
Self-Management, the Rest of the Story
- 1. Are You Advancing or Retreating?
- 2. Are You Stuck in a Rut?
- 3. Are You Really Using Your Brain?
- 4. Speaking of Adaptability, Are You an Adaptive Leader?
- 5. Are You Aware Enough to Be Self-Aware?
- 6. Are You Mentally Tough Enough?
- 7. Do You Have Bad-Boss Characteristics?
- 8. Are You a Sales Narcissist?
- 9. Have You Put Your Ego on Hold?
- 10. Can You Empathize?
- 11. Do You Have EQ? Are You Teaching It?
- 12. Are You Intoxicated by Power?
- 13. Are You the Smartest Person in the Room?
- 14. Have You Found Your Style?
- 15. Do You Have a Black Bass Strategy?
Fourteen Aids to Self-Manage Successfully
- 1. Reverse Appraisals Make Smarter Leaders
- 2. Manage Your Expectations
- 3. Best Practices Help Stimulate Success
- 4. It Takes More Than Money to Motivate
- 5. Get Out of the Way and Let It Flow
- 6. Grab the Tool Kit; a Hammer Just Won’t Do
- 7. Stop Selling, Start Managing
- 8. Don’t Try to Sell a Salesperson
- 9. Develop an Effective Sales Culture
- 10. If You Want Followers, Lead by Example
- 11. Knowing Your Reps Builds Understanding
- 12. Understand Your Customers’ Needs
- 13. Shhhh...Are You Listening?
- 14. Make Yourself Promotable
2. Second Step: High-Performance Teams Begin with Hiring
- First Goal: Hire Those You Know
- Recruitment: The First Step to Success
- The Science of Selection
- Don’ts of Hiring
- Hire for Traits, Not Skills
- Who’s Your Best Candidate—Extrovert, Introvert, or Ambivert?
- Personality Analysis: Leave It to the Pros
- The Big Five as It Applies to Salespeople
- Which Traits Make the Best Salespeople?
- The Sixth Dimension
- The Best Predictors of Sales Success in Rank Order
- Body Language Helps Identify Success Traits
- Seven Tiebreakers
- Red Flags to Consider
3. Third Step: Building a Winning Team
- Teamwork Begins with Partnership
- Filling the Wheelbarrow
- Teamwork Becomes More Important with Millennials
- The Unseen Team Will Make You or Break You
- What Makes an Effective Team Leader?
- Five Ways to Set the Stage for Team Building
- Building Team Momentum
- Values Help Create a Successful Sales Culture
- Creating a Learning Environment
- Best Practices Emphasized
- Teamwork Expected
- Finally, Set Ground Rules
- Forming, Storming, Norming, Performing
- Your First Meeting
- Understanding Team Dynamics
- Tips for Team Building
- Three Ways Sales Teams Enhance Managers’ Success
- Things to Expect from a High-Performing Team
- The By-Product of Teamwork Is Better Sales
Care and Feeding of the Sales Team
- Give and Get Respect
- Engage Your People
- The Power of Asking
- Limitless Selling
- Tolerate Cockiness
- Build Team Confidence Through Ego Affirmation
- Prevent Sales Burnout
- Humor Can Facilitate Managerial Success
- Spouses Are Your Number One Support Group
- Beyond the Basics
- Is Your Gratitude Showing?
- Remember, Team Building Begins One Rep at a Time
- Teaching Moments Are Best One-on-One
- Training Beyond the Basics
- Create a Mentor Program
- Insist on Honesty, Not Positivity
- Encourage Your Reps to Vent
- Don’t Wait for Me
- Daily Assessment Keeps Everyone in the Loop
- Get Close to the Action
- Make Sales the Priority
- Be a Heat Shield
- Remember the Law of Opposite Results
- Carefully Criticize Your People
- Listen to What Is Not Said
- Selling Is an Art and a Science
- Make Pressure Work for You
- Positive Reinforcement Works
- Look for Reasons to Celebrate Success, and Then Step into the Shadows
- Beware of Unintended Consequences
- Great Results Might Not Be So Great
- “War Stories” Are Their Moment
- Don’t Let Failure Get in the Way
- Letting Go: When Change Is Necessary
- What’s Your Legacy?
4. Fourth Step: Becoming a Successful Servant Leader
- Custom-Made Team Building
- The Inverted Pyramid
- Ethics and Servant Leadership
- Top Leaders Have High Expectations
- Leading with Grace Under Fire
- The Servant Leader as a Problem Solver
- Communication Is Vital to Servant Leaders’ Effectiveness
- Servant Leaders Create Flow
- Servant Leadership Improves Productivity
- Servant Leaders Improve Sales Retention Rates and Customer Engagement
- 5. Fifth Step: Sales Empowerment, Beginning with Ownership
6. Sixth Step: Success Through Performance Measurement
- Daily Measures to Prevent Micromanagement
- First Priority, This Is a People Thing
- Types of Key Performance Metrics
- Using the Numbers—Aha versus Gotcha
- Stretch Your Objectives, but Don’t Overstretch
- Selling Smart with Sales Opportunity Metrics
- Red-Flagging Your Database
- Sales Segmentation Is a Team Effort
7. Seventh Step: Continuous Improvement, Maintaining Success
- Achieving Success with Six Sigma
- Using the Deming Cycle for Improved Sales
- Sales Excellence Is the Core Value of Continuous Improvement
- Tips for Implementing Continuous Improvement
- Conclusion: Leadership, the Sales Management Buffet
- Title: Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration
- Release date: June 2015
- Publisher(s): Pearson
- ISBN: 9780134211152
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