- · 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.
Sunday, June 28, 2015
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.
Monday, June 22, 2015
|My Profile on Periscope|
So... a funny thing happened to Twitter recently. They bought A funny little app that is reinventing how we interact with our audience. It's allowing us to get a glimpse in to every day lives around the world.
Periscope was born.
I didn't quite know what I was going to utilize it for. After speaking to a few friends I realized I could take my podcast on the road and show the visual side to what I do for living. With the timing being perfect and with our new products arriving soon -- I vowed to take this app where no one has taken it before. A gift trade show. Now you may think that isn't fun.. but, I guarantee you that if you're a retailer, a rep, a manufacturer or a principal of a showroom - this may be of value to you. Even if you are a shopper - I mean who doesn't love beautiful, creative people creating amazing products from frames, candles - handbags and jewelry.
See, Periscope is a live application.
- broadcast or
- watch others broadcast.
- Please keep your video vertical for now - it is the way the app was intended (but updates will be coming over the next few months)
- Create a fun title that will grab anyone strolling through the regional map.
- Do encourage the viewers to click on the hearts if they like what they are seeing or to comment for what they'd like to know. It's awkward enough to just be chatting away with 3 people on and all you see is nothing. Engage them. Open ended questions like; Where are they from, Is it night or day where they are... asking random questions is actually really fun.
- Don't sell yourself too hard - just be authentic.
- Create a game if you are just on to be on - make it fun at least.
- Don't be serious - you are the one that pushed the "start broadcast" button.
- Lastly, have fun!! The more you engage, the more fun you'll have.
Sunday, June 21, 2015
Saturday, June 20, 2015
This was all about stepping out of my normal podcast mode to switch gears towards some other great topics that are crucial to everyday business. Greta recently wrote this great book, How Manage Your Own Website. She breaks it down so simply and I finally learn why social media is so useful, but more importantly, reading those crazy stats so you know how to target your listening/following audience.
We discuss everything under the sun and she shares her 5 point system; as well as some favorite apps and books.
Check it out in the resources listed below.
Lastly, downloaded the Nancy Duarte book and she is amazing.
Create > upload > optimize > share > analyze
Facebook is rolling out: Bluetooth Beacon
Greta Rose: How to Manage Your Own Website (http://manageyourownwebsite.com)
Nancy Duarte: Resonate
David Allen: Getting Things Done
Sunday, June 14, 2015
Okay....here is part 2 of my Solocast on Trade Shows to give you confidence and to show you that a few tips can make the difference in a good trade show and a great one. Hope you enjoy and wishing you all the success during the Summer market season.
Sunday, June 7, 2015
I for one am so excited for Summer show season to be here. It's my favorite time of year and I love that I get to use my podcast to possibly help someone else. This is part 1 of 2 for being prepared before, at and after your trade show. Please let me know if you are that one person I helped! That's all I'm asking for.
Saturday, June 6, 2015
PODCAST 14 - EPISODE 1 OF 2 - TRADESHOWS
- Choosing a trade show
- The look of your booth
- Making it approachable
- Show specials? Everyone loves a deal, especially the ones spending the money. Retailers love to save where they can.
- Snacks and Drinks
- Offer something different, something of value. If you are a local at that tradeshow, have a cute print out of the areas must see retailers, restaurants, coffee places… etc. It’ll set you apart from another vendor who may sell something similar to you.Social Media plan of attack or reach
- Make all your reservations – try to always stay within walking distance
- Dry Run before shipping: Making sure you create a list of all items that you’d like to have in your booth. All printables, don’t leave for the last minute. Make a space to test out your booth, map out the booth before packing it up to ship.
What should you bring?