BOOK SUMMARY 211 Sales Management. Simplified.
·
Summary written by: Justin Gasbarre
"You now understand that the frontline sales
management role is one of the absolute toughest jobs on the planet."
- Sales Management. Simplified., page 4
Today
there are many “sales experts” out there all preaching how sales has changed
and sharing their “new tools” for sales success. In his newest book, Sales
Management. Simplified., Mike Weinberg brings us back to the basics of
sales and sales management. Weinberg is an author, speaker, the President of
The New Sales Coach and is, quite simply, a sales pro.
He had
two goals in writing this book: to bluntly share the reasons few sales
organizations exhibit the characteristics of a winning sales culture, and to
give sales leaders a framework they can adopt to create a dramatic sales
performance. Weinberg provides sales leaders with an actionable framework on
all matters relating to sales management. If you’re a sales leader, buckle up
baby!
The Golden Egg
A healthy sales culture changes everything
"Everything
flows from culture. Culture is everything."- Sales Management.
Simplified., page 119
Culture
is defined as the set of shared attitudes, values, goals, and practices that
characterizes an institution or organization. I believe wholeheartedly
that culture is the ultimate competitive advantage in business today and
Weinberg makes the case that’s even more so within a sales team. To start
off, he asks leaders to think about the following questions related to their
sales culture:
·
What are the predominant shared attitudes
across the sales organization, including the sales managers?
·
Could your team members articulate
agreed-upon shared values? If so, what are they?
·
Which shared practices are hallmarks of your
sales team?
·
Is there an accepted, understood, and
enforced way of thinking and behaving that characterizes your salespeople?
Moving
on, Weinberg talks about a dream sales culture that he worked with a number of
years back. It’s powerful so I’ll let you read it for yourself:
“The
culture at this company truly was its key differentiator and competitive
advantage. It also clearly dictated the shared attitudes, values, goals, and
practices of the sales organization: We are elite. We strive to dominate the
competition. We keep score and constantly look at and talk about the scoreboard
– in the hallways, in our team meetings, and when we meet 1:1. We are loud and
proud. We have each other’s’ backs. We have fun. We are careful about who we
add to this team because we have something very special and we guard it
protectively. We come to team meetings with great attitudes, expecting to
participate. We check our ego and pride at the door. We tease each other in a
good natured way because we’re like family; we have very high standards and,
most important, we want everyone to win. In fact, we expect to win. When we
flop in practice we get called out because it is not acceptable to flop in the
real game. We believe in pushing each other hard and telling each other the
truth. And when we win big, we celebrate big.”
Culture
is the most important piece of the sales puzzle. It enables you to drive
results in a way that few other organizations will be able to contend with,
ultimately giving you a palpable competitive edge!
Gem #1
Regular 1:1’s will transform your sales culture
"How
often do you formally meet 1:1 with each of your people?"- Sales
Management. Simplified., page 128
Over
the course of his sales coaching/consulting career, Weinberg always asks his
clients: one question: “How often do you have a formal scheduled meeting
(either by phone or face to face) with each salesperson specifically to review
their results and their pipeline of future sales opportunities?”
Most
often, the responses he gets involves a bit of stuttering combined with a
lengthy circular answer. Holding these 1:1 meetings are critical for
individual, team and organizational sales success. Through a story of his
former sales manager and consulting partner, the author offers us a framework
for conducting these 20 minute meetings. The following is his Sales Management
Accountability Progression:
1. Results –
As leaders, if we want to build a results-focused sales culture, then we had
better be talking about results every opportunity we get. The purpose here is
to review past results and ensure that the salesperson will have good future
results.
2. Pipeline –
While we can’t change the past, we certainly can affect the future. Here you
want to conduct a quick overview of their pipeline. The big question you’re
looking to answer is does the salesperson have enough going on for them to hit
their sales goals in upcoming months? You’re not looking to do a deep dive into
the status of every opportunity. You’re simply reviewing the overall health of
their individual pipeline.
3. Activity –
You may or may not need to address this piece as much based on the discussions
from questions #1 and 2. Essentially, we’re trying to get a sense of where the
sales person is spending their time. Two great questions to ask are:
·
Can you name for me the new opportunities
that are in your pipeline today that were not here when we met last month? In
other words, can you tell me what fresh opportunities you have identified or
created in the past month?
·
Can you name for me the existing
opportunities that you moved forward in the sales process since we reviewed
your pipeline together last month?
Through
this framework, sales managers can help to create a results driven culture that
is critical for individual and team sales success!
Gem #2
Productive sales meetings align, equip, and energize the
team
"Sales
team meetings are critical to building a winning culture."- Sales
Management. Simplified., page 140
Team
sales meetings are vitally important to building a winning sales culture.
Weinberg states that the goal for these meetings should “be for every
salesperson to leave the team meeting better equipped and more energized to do
their jobs.” A major struggle for sales leaders is how they can make these
meetings more meaningful. The author offers us a menu of potential agenda
topics for us to consider:
·
Personal Updates
·
Review Sales Results and Highlight
Outstanding Performance
·
Success Stories
·
Product Training
·
Best Practice Sharing
·
Deal Strategy Brainstorming Session
·
Executive or Other Department Guest
Presentation
·
Book or Blog Review
·
Sales Skill Coaching/Training
·
Business Plan Presentation (or Review)
·
Brief, Controlled Bitch Session
·
Non-Sales Related Inspiration
·
Takeaways
These meetings
give leadership the opportunity to set the tone for their team and to establish
a winning sales culture.
As is
discussed throughout, the role of the Sales Manager is critical to overall
organizational success. Fortunately for sales leaders, they have amazing
resources like Mike Weinberg.Sales Management. Simplified. provides
sales leaders with the necessary frameworks to succeed in all areas of Sales
Management. Early in the book Weinberg shares with us these two powerful
quotes:
·
“As goes the leader, so goes the
organization.”
·
“The level of the team rarely, if ever,
exceeds the level of the leader.”
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