Big Bubba School of Sales Management

The Big Bubba School of Sales Management Rules Nothing Sacred This is where you come to get answers… What happen in SMU… And remember…… Meaning of Life What is my Job Remember this What you did to get promoted is not what you will in the future To get things done through others To manage the sale team in such a way that we meet and exceed our sales budget and if we don’t, make up the rest You need them a lot more than they need you Describe the ideal Sales Manager The Ideal Lamar Sales Manager Key to Sales Team Success – Your Success The ideal Lamar Sales Manager Hire right Train well Set Goals Provide Support Monitor Activity Motivate Evaluate Time Management Aim at something Aim at nothing and you are bound to hit it Hire Right Building the Team “Hire in haste repent in leisure” To hire right we need to know Who are we looking for? Where we find them? What kind of sales experience is preferable? How we interview them? What are the Red Flags to look for? How we pop the question and start them out right? When We Start Looking? When? The hiring process takes 30 - 90 days Just like selling outdoor, it requires planning, prospecting, and working on a tight time frame Hiring is a continuous process Keep the bench warm - They should be in your office now Keep a list of qualified candidates The War Room The Sales Board “what gets measured gets done” Key to Sales Team Success The ideal Lamar Sales Manager Hire right Train well Set Goals Provide Support Monitor Activity Motivate Evaluate Time Management Motivation Criticism Spirit de Corp How you motivate the “seasoned” rep? How you motivate someone who was once your peer and now you are their boss? How you motivate / manage someone who does not want to follow? Key to Sales Team Success The ideal Lamar Sales Manager Hire right Train well Set Goals Provide Support Monitor Activity Motivate Evaluate De Hiring No surprises Don’t burn the boat How many chances should you give them? warning method DeHiring - The 1st Warning Set up the meeting – “I’d like to meet with you to discuss how things are going I would like to evaluate your performance and hear what is on your mind” Start off with “why are we in this situation You have great potential…why are you not using it?” DeHiring - The 1st Warning Let them talk List all positives List the problems List the specific changes you want to see in the next 30 days Set a time to meet again Put it in writing DeHiring - The 2nd Warning Review their progress ( or lack there of) Place them on the “performance plan” - Meet with you every day at 7:30 and 5:00 to discuss their plan and how they executed their plan Be specific about what you expect to see in the next 30 days Put it in writing DeHiring - The 3rd Warning - It’s Over First remember - respect for the individual Call Human Resources and get all materials Prepare severance package - this is not the time to cut corners - be fair Make a list of everything you need Office Manager should accompany you Neutral zone say this… DeHiring - The End You are a good person We no longer feel the job is right for you and believe you will be happy somewhere else We want to help you get started on your new opportunity Don’t argue, don’t defend, just repeat the above When a prospective employer calls… Key to Sales Team Success The ideal Lamar Sales Manager Hire right Train well Set Goals Provide Support Monitor Activity Motivate Evaluate Time Management Leaders are great servants Be a Leader Do the right thing Thank You! ... that we meet and exceed our sales budget and if we don’t, make up the rest You need them a lot more than they need you Describe the ideal Sales Manager The Ideal Lamar Sales Manager ... Key to Sales Team Success – Your Success The ideal Lamar Sales Manager Hire right Train well Set Goals Provide Support Monitor Activity Motivate Evaluate Time Management Aim at something... What are some examples of important types of decisions you have been called upon to make or problems you had to solve? What you feel contributed to your effectiveness as a salesperson? Hiring -