"How can I achieve a more reliable forecast?" - Interview by John Smibert
In this conversation Tony Bonanno emphasises the things a sales manager should focus on in order to achieve a more accurate forecast. He talks about how too many sales managers assess and measure the wrong indicators and as a result their forecast is less than accurate.
Tony explains that many sales managers tend to manage lagging indicators. So, a sales deal is near to being won or lost, and they manage that and question their...
“The correct coaching questions a sales manager should ask.” – interview by John Smibert.
In an earlier discussion with Dean Kelly we discussed how sales managers – who want answers to “when the deal will close” and “how big it is” – should not directly ask those questions of the salesperson - these questions can lead to poor behaviour with customers. Dean said sales managers need to have a more customer focussed conversation with their sales team – one that will coach the salesperson...
"Investing in sales managers provides the best ROI" - Interview by John Smibert
In this interview Sue Barrett points out that sales management requires very different skills and capabilities than selling. Despite this too often we promote our top salespeople into sales management without assessing their management aptitude or developing their management skills.
"A lot of those sales superstars that become sales managers end up hating their role as sales manager" because they don't have the necessary...
“Life is easier when you know how to negotiate” – Interview by John Smibert.
In this interview the Top Gun sales coach Wayne Berry points out that the best negotiators understand that negotiating is a process and they understand that it’s something we do every single day in every area of our life.
Wayne explains that; "People are happy doing business with me and on an ongoing basis, because I tend to give them what they want and I get what I want; it’s total win-win.
"How to set a competitive trap" - Interview by John Smibert
In this conversation Tony Bonanno shares two key capabilities that salespeople need in order to maximise their success; 1. Agility, and 2. Setting the competitive trap.
About 'agility' - Tony emphasised that customers march to their own drum and their actions and reactions are often unpredictable. Salespeople need to develop the ability to be agile and respond to those things in an effective and constructive way.
About 'setting the...
"Leadership is influencing people to willingly strive to achieve" - Interview by John Smibert
In this discussion sales management guru Wayne Moloney provides us with insight into what good sales leadership means.
He states that "Leadership is the art of getting people to willingly strive to achieve team goals".
He claims that many people explain the function of leadership in manipulative terms. He emphasises that good leadership is not manipulative at all.
The best sales managers lead their people by...