For HR Managers
If you are in Human Resources and you are responsible
for the hiring and training the sales organization you have come to the right place...
Realize it or not, your challenge is two fold:
Challenge 1 is hiring the right people. Getting the right
people on board is the most important thing you can do…why? Because the
right sales manager will know what to do, when to do it and how to
execute causing a huge growth in sales.
Let me give you a metaphor to make a point. Say you are an airplane pilot.
No matter what type of plane you fly there are certain fundamentals needed
to insure a successful outcome. You need to make and file a flight plan,
visually inspect the plane, sit in the cockpit and go through the preflight
checklist. Then taxi, fly, do course corrections, land, park and shutdown.
No matter what size or model the plane, they all go
through that process. We call that the "what of sales."
Now there is the how of sales...
Whether you are flying a little 2-seater Cessna or a Boeing 747, the "what" is
identical but the "how" is different for every plane. How you do
the visual inspection is different, how you do the preflight check is different,
how you taxi down the runway is different and how you fly and control the plane is different.
The last part is execution. You know what to do and how to do
it but execution is different. Things change like weather
conditions, wind sheer, cargo and passenger load. His is where theory and training meet reality.
Okay, okay enough with the metaphor...
Sales management is the same way. Unfortunately less then 3% of the
current sales managers can do all three: the what, the how and the
execution. Our job at SMGURU is to help you sort out the 3% "superstars"
and the 97% "could be a superstar's"
We can help you screen potential new hires. click here to find out how.
Challenge 2 is developing the sales management talent you
already have. Odds are, you have some folks already who are diamonds in the
rough. They know the company, customers and industry. They are well liked
and respected and have the drive to reach that next level but everyone
is too busy to show them how. That is where we come in. Using our sales
manager assessment tool we will assess, train, coach and
mentor your sales managers to that next level.
For example, do you realize that by helping a sales manager
eliminate a 5% discount on a 20% margin product or service
that profits will go up 33%! Imagine, with a little bit of
training the sales manager could shorten the sales cycle,
make the pipeline stronger or increase sales by an additional
20 -30% all because you got them the professional
development they deserve and need!
Click on a link above or call 703.922.7160 to discuss
your situation and see what SMGURU can do to help you do your job.
