6 SALES MANAGEMENT TIPS

6 SALES MANAGEMENT TIPS

SALES MANAGEMENT TIPS

To Help Sales Managers Succeed
BY: STEVEN ROSEN
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Copyright © 2018 by Star Solutions That Achieve

Results Inc.
All rights reserved. No part of this publication may be
reproduced or transmitted in any form or by any means,
electronic, or mechanical, including photocopying,
recording, or by any information storage and retrieval
system.

Published by:
STAR Solutions That Achieve Results Inc.
20 Pickett Crescent,
Richmond Hill, Ontario
Canada
L4C 9K9
Website: http://www.starresults.com
E-Mail: steven@starresults.com
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Praise for 52 Sales Management Tips:

Wow, Steven has got it right…Focus on sales

management to increase sales performance. No
complicated strategy, just actionable coaching tidbits
that guide you to the right tool for the right situation at
the right time. You will be amazed at how you can
tackle so many management issues in so few words…52
times. This book is a must for the sales management
professional.

William “Skip” Miller, author, ProActive Sales

Management

“The sales manager is the pivotal person in the sales-

driven organization, and Steven’s book shows you how
to excel!”

Brian Tracy, author, Getting Rich Your Own Way

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“52 Sales Management Tips is a must read for any

front line sales manager or for anyone aspiring to be a
front line sales manager! Sadly over the last 30 years
there has been a documented decline in the professional
development of front line sales managers by too many
corporations.

Andy Miller, Founder and Senior Partner, Big Swift

Kick

52 Sales Management Tips is short, concise, relevant

and insightful. Follow Steven’s advice, implement 1 tip
a week and watch your people transform while sales
soar!”

Andy Miller, Founder and Senior Partner, Big Swift

Kick

“In 52 Sales Management Tips, Rosen offers practical,

actionable tips for sales managers to "up" their game.
By acting on these tidbits of wisdom, you’ll see a big
difference in your sales results.”

Jill Konrath, author, SNAP Selling and Selling to

Big Companies
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“The role of the sales manager is far more important

than the sales profession realizes. Fortunately, Steven
Rosen has written a “go-to” book for sales managers
looking to improve their skills. I’m recommending this
must-have reference guide to the sales managers I
know, so that they can begin today to be better
equipped for any challenges and opportunities that
come their way.”

Mark Hunter “The Sales Hunter”

“Few if any (until now) sales books on the market

currently address one of the most critical elements for
consistent sales success, specifically the front line sales
manager. Steven Rosen’s brilliant book is concise, to
the point, and most importantly executable. It is a fact
that the ROI on a dollar invested in front line sales
manager is much greater than a dollar invested in sale
reps, your first investment to maximize your returns
should be in this book.”

Tibor Shanto, Principal – Renbor Sales Solutions Inc.

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“Steven has put together a concise handbook that's

easy to understand and applicable. Steven's expert
gems are truly golden for sales managers wrestling
with hiring, training and coaching sales people,
managing customers and winning business and
managing executive expectations all at the same time."

Craig Klein, President/CEO Sales Nexus

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Introduction:

This eBook has 6 of my favorite tips, from my book 52

Sales Management Tips. It is written for sales
managers who struggle within a corporate environment
that doesn’t always support them or their development
needs. Whether you are a sales executive, senior sales
leader or a new, experienced or aspiring sales manager
I’m confident you will find this book to be a valuable
guide to consult whenever you are experiencing
problems.

Frontline sales managers are facing unprecedented

change. Managers are dealing with increased demands
to do more with less and are still expected to drive sales
performance. With little support from the next-line of
sales management and a lack of relevant courses and
ongoing development you may feel stretched to the
limit.

Your role is paramount to the success of your

organization. Front line sales managers are the key to
unlocking the potential of the sales force and driving
sales performance.
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Here’s why:

1. The #1 performance factor for sales people is the

quality of their manager. A high quality manger
has far greater impact on performance than skills
training or compensation.

2. The #1 manager activity associated with rep

success is coaching. Coaching is the single most
impactful activity that front lines sales managers
perform. Studies show that effectual coaching
can impact sales performance by as much as
20%!

3. The #1 reason why top performing sales reps

leave an organization is their relationship with
their manager. Great front line sales managers do
a better job retaining top performing sales people
than mediocre managers.

Most CEO’s recognise the upside of coaching and yet

are still reluctant to embrace change. The fact is most
organizations don’t invest sufficient funds to support
the growth and development of their front line sales
managers. As a result, corporations are not reaping the
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true value from their investments in sales forces and the

numbers continue to decline.

I have coached dozens of frontline sales managers and

have seen firsthand, the impact they can have on
performance if given proper support and development.

Overworked and under-supported front line sales

managers are desperately looking for resources to
improve their performance. This book was written for
sales managers who understand the need to develop
themselves. They have figured out that they must take
charge of their own success.

I distilled over 20 years of my sales management, sales

executive and sales executive coaching insights into
one simple reference guide. I am always amazed at the
positive reaction I continually receive when I share
these tips with the sales leaders that I coach. Once you
begin, you will immediately begin to benefit from my
experience coaching mediocre managers into “star sales
leaders.” You, yourself will become a sales leader to
follow.

That’s the reason why I wrote 52 Sales Management

Tips. It is my hope that the insights I share will help
you with the many challenges you face in your
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workplace. Over and over again, I find myself quoting

from my list of tried and true tips. After a while, I have
realized that I could extend my reach and create a book
to share my tips with a wider audience on coaching to
excellence.

This eBook contains 6 of my favorite tips to give you a

flavor of my book. It is intended to provide provoking,
inspiring and witty insights from my 20 years of
extensive experience in the area of sales management.
My goal is to share with you a year’s worth of weekly
tips to guide you to success.

I understand that many of you are busy and like me

have short attention spans. I have taken my best insights
and shared them with you in a concise, easy to read
format. My goal is not to lecture or speak theoretically.
I want to share with you my best practical tips, the
nuggets of truth that will provide you with the know-
how in how to succeed as a sales manager.

I have helped many sales leaders and frontline sales

managers’ breakthrough, and I can help you as well. I
want you to achieve the success you desire in a sales
management role. Time and time again the top sales
managers are able to drive sales performance through
people. Managers, who can effectively help their
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salespeople improve, will rise to the top. Let the tips in

this book be a guide to your success.

I hope you enjoy reading my six free tips.

Buy 52 Sales Management Tips The Sales Manager’s

Success Guide NOW!
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Tip #6: The Power of the Pen

To increase the chance that your sales reps will achieve
a goal they have set for themselves it is critical to have
them commit their plan to paper, write it down! When
people put pen to paper it has two key benefits. Firstly,
they have thought out what specific activities/steps they
need to do to achieve their goal(s) and secondly the
process of writing crystallizes in the brain what they
intend to do. This speaks to commitment. With a
written commitment the sales rep takes ownership of
the outcome.
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Tip #12: Proactively Manage your Boss

Your boss is no different than you. All bosses want to
know two things: one, that you know what your issues
are and, two, that you are doing something about them.
Put yourself in your boss’s shoes. S/he has enough to
worry about. If your boss is spending time wondering
what you are doing about your issues than they are
really questioning whether you are effectively doing
your job.

Before your boss figures out your issues, communicate

and demonstrate that you have a plan to proactively
address them yourself. Remember, the best defence is
an offence.
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Tip #27: Manage Your Own Motivation

Welcome to management. As a rep you lived in a
highly supportive environment. In management the
environment is less supportive and filled with stress. It
is incumbent on you to stay inspired so you can inspire
your sales people. The word inspiration comes from
the Latin word “spiarae” which means to breathe, to
live. I have found that there are many ways to keep
oneself motivated. You can read a leadership book or
take a leadership course. Make sure you take care of
yourself, take mental health days, exercise and eat well.

Regardless which options you choose, it is essential that

you stay inspired because your people need your energy
as a source of motivation.
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Tip #30: Avoid the Plug and Play

OK, you have two candidates that you really like. One
knows the products, customers and the industry. The
other candidate is
passionate, driven and eager
to prove themself. The easy
answer for a busy manager
is to hire the sales rep that
comes with all the
experience. But have you
thought about what else they
bring to the table? Have you
considered the infamous
industry baggage?

The experienced rep may be easier on the manager for

the first 6 months whereas the driven rep will have a
slower start, but in 6 months he/she will likely have
achieved better sales. Hire attitude over aptitude!
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Tip #42: The Self-Doubter

The Self Doubter: A sales rep that sees and believes
everything they do is wrong.

These reps are extremely challenging to coach. If you

provide direct feedback it may be met with “I already
do that” or reasons why they don’t. The Self Doubter
perceives any critiquing as weakness and personalizes it
as confirmation that they are doing a horrible job!

The trick with this type of individual is to lead them

through a process of self-discovery and improvement.
By asking them a series of questions you can guide
them through a process of self-awareness that will lead
to an “ah ha” moment. This breakthrough may seem
labour-intensive, but the payback is a stronger rep and
increased performance.
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Tip #50: Beware of Failure to Impact

Syndrome
Time and time again I have seen it. Sales reps going
through their daily activities like robots. They have
little impact on each call, they just show up and expect
the business. I call this “failure to impact syndrome.”
It is contagious and can spread throughout an entire
sales force. It works as long as the business grows.
Everyone gets high fives and there is no need to dig any
deeper.

But what happens when sales are down and senior

management starts asking questions? Sales managers
struggle to come up with the answers and reps get
nervous. The cure: Get out in the field and inspire your
reps to be innovative.
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About Steven Rosen:

Steven Rosen, is a sales management

expert who transforms sales managers
into great sales coaches. Steven works
with sales executives to hire better reps
and managers, develop sales teams that
outperform the competition, and by
doing so achieve greater personal and
professional success.

He has authored many articles in the areas of sales

management coaching and training. He is a regular
contributor to a variety of sales web sites and writes a
sales management blog called, Stirring it Up.

Steven’s mission is to inspire sales leaders, managers

and reps to achieve their full business potential. When
you hire Steven, you get Steven. He has a hands-on
approach and thrives on working directly with his
clients in helping them to discover and achieve their
vision.

Steven knows sales -- inside and out. He’s been in the

trenches and commanded the troops. Steven builds high
performance teams, mentoring senior sales executives
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and front line sales managers to grow their businesses
to new heights.

His results orientated approach to corporate leadership,

strategy development, execution and building high
performance teams in the pharmaceutical and packaged
goods sectors defined his success. His expertise in
aligning sales and marketing initiatives to achieve key
business results and exceed customer expectations has
delivered STAR Results from his days as a sales rep to
his tenure as a VP of sales for two multi-national
pharmaceutical corporations.

He is a high energy and colourful speaker who will

inspire your organization to realise STAR Results.
Skip the learning curve, and let Steven motivate you to
achieve the balance and success you deserve.

If you are ready to achieve STAR results through a

personalized program of leadership coaching, contact
Steven at steven@starresults.com or 905-737-4548.
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