Tuesday, January 12, 2016
Thursday, September 10, 2015
Sunday, August 2, 2015
Sunday, July 19, 2015
Today's special podcast was recorded this week at the LA MART. The Western States' most comprehensive collection of world-class, regional, and national showrooms & brands available only to the trade community. I chatted with the Sales Directors from these awesome brands; Pink House Jewelry and Design, PPD, Anne Taintor and Primal Elements.
Sunday, July 12, 2015
This is a podcast that I am so excited about. I got to have the opportunity of recording live at The Atlanta Home and Gift Show this week. It has an NPR vibe and I really want to do more of these. Enjoy!!
Sunday, June 28, 2015
- · Learn to listen; the role of sales managers has changed. It’s no longer about being taskmaster; it’s about enablement and support.
- · Communicate to your team what is expected of them and how they’ll be measured.
- · Hierarchical, prescriptive management is dead, don’t try to control everything. Communicate a vision instead; let people try to figure out how they are going to get there on their own.
- · Have empathy; remember what it was like when you sold. Use that empathy to see things through your team’s eyes.
- · Be objective and create a sales process: If you try to turn everyone into an artist (like you probably were) it is going to be frustrating and won’t be scalable. As an example, develop criteria that break down the characteristics of makes a great (A), average (B) and poor (C) rep. Then, categorize all your reps based on those characteristics and manage accordingly. For your As – set long term goals, over communicate and overcompensate. Manage your Bs to become as so when the As inevitably leave you have someone to back fill them. Set very short-term goals and celebrate small wins for your Cs to get them back on the winning path.
- · Coach your team on a daily basis to help them plan their selling activities to provide the maximum value and impact to their prospects.
- · Do be an inspirational leader because you understand what it’s like to follow.
- · Don’t micro-manage.
Todays Solocast came about while being at the Dallas Home & Gift Show for 5 days. This means shifting your focus to leveraging the strengths of the sales team and each individual salesperson. You have to think strategically and strive to understand each person on the team.