{"id":659,"date":"2007-02-14T09:46:22","date_gmt":"2007-02-14T15:46:22","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/sales-management-primer\/"},"modified":"2007-02-14T09:46:29","modified_gmt":"2007-02-14T15:46:29","slug":"sales-management-primer","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/sales-management-primer\/","title":{"rendered":"Sales Management Primer"},"content":{"rendered":"<p>Selling Power is covering topics near to our hearts this Valentine&#8217;s Day. <a href=\"http:\/\/www.sellingpower.com\/html_newsletter\/article.asp?NLid=7&#038;Layout_ID=612&#038;ARTid=2800&#038;nDate=February+13%2C+2007\" target=\"_blank\">A Primer for New Pharmaceutical Sales Managers<\/a> discusses some of the challenges facing new sales managers and provides 5 key tips. Obviously the context is the pharmaceutical industry, but these challenges are consistent throughout industries.<\/p>\n<p>I couldn&#8217;t agree more with this statement from the article:<\/p>\n<blockquote><p>&#8220;The biggest mistake new pharmaceutical managers make,&#8221; Williams says, &#8220;is <strong>failing to properly evaluate the sales team&#8217;s strengths and weaknesses<\/strong> prior to developing and implementing a firm plan of action for the team&#8217;s sales improvement and increased goal attainment.&#8221; <\/p><\/blockquote>\n<p>Amen to that statement. In fact, we see this error play out amongst existing sales managers also. But how do you determine the team&#8217;s strengths and weaknesses? More on that later.<\/p>\n<p>The article also points out that you have to adjust your management style, albeit slightly, for each salesperson. Unfortunately, many sales managers prefer to lead by staying in their own style and replacing salespeople who do not conform to their ways. Many times we find that a long-standing sales manager has created a &#8220;clone&#8221; team &#8211; salespeople that share his or her own style, skills, talents, etc. These are <em>not<\/em> the strongest teams we evaluate.<\/p>\n<p>The strongest teams we see are the ones with many different styles and skills and a sales manager who knows how to handle each salesperson individually. Some sales managers develop an understanding of each salesperson&#8217;s abilities through observation and bloody noses. But that is where we come in. We can accelerate a new sales manager&#8217;s understanding of his or her team and lessen the bloody noses by <a href=\"http:\/\/www.selectmetrix.com\/Developing_Main.html\" target=\"_blank\">evaluating each salesperson&#8217;s abilities and providing that information to the new sales manager<\/a>.<\/p>\n<p>We are presently working on a new offering based on this topic so please look for more information coming from us soon.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Selling Power is covering topics near to our hearts this Valentine&#8217;s Day. A Primer for New Pharmaceutical Sales Managers discusses some of the challenges facing new sales managers and provides 5 key tips. Obviously the context is the pharmaceutical industry, but these challenges are consistent throughout industries. I couldn&#8217;t agree more with this statement from the article: &#8220;The biggest mistake new pharmaceutical managers make,&#8221; Williams says, &#8220;is failing to properly evaluate the sales team&#8217;s strengths and weaknesses prior to developing and implementing a firm plan of action for the team&#8217;s sales improvement and increased goal attainment.&#8221; Amen to that statement. In fact, we see this error play out amongst existing&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/02\/sales-management-primer\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[14,4],"tags":[],"class_list":["post-659","post","type-post","status-publish","format-standard","hentry","category-communication","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-aD","jetpack-related-posts":[{"id":1323,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/12\/leverage-your-sales-teams-abilities\/","url_meta":{"origin":659,"position":0},"title":"Leverage Your Sales Team&#8217;s Abilities","author":"Derrick Moe","date":"December 6, 2007","format":false,"excerpt":"BusinessWeek.com offers up a great article from one of the authors of First, Break All The Rules.\u00a0 The author discusses how managers discover what makes their employees tick and then they use that information to place the employee in the best situations for success.\u00a0 This approach is one we wholly\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":977,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/the-path-to-sales-improvement\/","url_meta":{"origin":659,"position":1},"title":"The Path To Sales Improvement","author":"Derrick Moe","date":"June 4, 2007","format":false,"excerpt":"When you boil it down to the basics, sales departments are measured by profit increases. Simple, yes, but that is the crux of the goal. Operational efficiencies are part of the equation, but the focus here is on increasing profits via increased revenue. So how do companies go about achieving\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/06\/windowslivewriterthepathtosalesimprovement-73cdpath-bridge6.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1086,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/07\/top-4-suggestions-for-new-sales-managers\/","url_meta":{"origin":659,"position":2},"title":"Top 4 Suggestions For New Sales Managers","author":"Derrick Moe","date":"July 24, 2007","format":false,"excerpt":"SMT (Sales & Marketing Training) has an article in its recent newsletter that surveyed its members for advice they would give to new sales managers.\u00a0 The author has provided the top 4 pieces of advice: Assessing talent is a first step Coaching the \u20ac\u0153coachable\u20ac\u009d spending appropriate time on those individuals\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1435,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-cost-of-underperforming-salespeople\/","url_meta":{"origin":659,"position":3},"title":"The Cost Of Underperforming Salespeople","author":"Derrick Moe","date":"February 25, 2008","format":false,"excerpt":"Here's an interesting little article I stumbled across this morning from Seacoastonline.com titled Get the most out of your sales team.\u00a0 The premise is simple and accurate - nonproductive salespeople are the bane of any small (or large) business. A nonproductive sales team is among the top common dangers that\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1121,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/sales-traits-series-developing-others\/","url_meta":{"origin":659,"position":4},"title":"Sales Traits Series &#8211; Developing Others","author":"Derrick Moe","date":"August 9, 2007","format":false,"excerpt":"This week we focus on a critical sales management trait. We often encounter sales managers who attempt to sell first, manage later. This approach may pay short-term dividends, but the long-term effect is an underdeveloped sales team. We always look at this measurement when hiring sales managers. Developing Others The\u2026","rel":"","context":"In &quot;Aptitudes&quot;","block_context":{"text":"Aptitudes","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/aptitudes\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1824,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/the-sales-managers-role\/","url_meta":{"origin":659,"position":5},"title":"The Sales Manager&#8217;s Role","author":"Lee Fratzke","date":"January 8, 2009","format":false,"excerpt":"What makes a good sales manager is a question we hear all the time from CEO's, Presidents and Owners.\u00a0 We have worked with hundreds of sales managers over the years\u00a0and each one\u00a0brings his or her own strengths and weaknesses.\u00a0 One variable that\u00a0is oftened\u00a0overlooked\u00a0is whether the corporate culture allows the sales\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/659","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=659"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/659\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=659"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=659"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=659"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. The path to wp-cache-phase1.php in wp-content/advanced-cache.php must be fixed! -->