Critical
Sales Management Skills You Must Have
By Dennis Sommer (www.dennissommer.com)
Do want to be known as "The Expert" or "The
Guru"? Do you want to advance your career and income?
If you answered yes to both of these questions then you
need to become a “Top Performer” in your profession.
Whether you are now a Manager, Executive, Consultant,
Sales or Service Specialist, then Management skills will
be one of the keys to your success. Experience and knowledge
in your area of specialty may make you an above average
performer, but to be a “Top Performer” start
implementing the following 11 Management skills and action
items today.
Top performers are successful by being honest, respecting
a clients intelligence and focusing all their energies
on how to make a difference in a clients life. After reviewing
the following “Top Performer” Management skills
and action items, you will know how to be more effective,
efficient, and successful.
Strategies for building
a strong successful organization.
1. Define both long term and short term measurable goals.
Concentrate your efforts on the short term goals. This
can be measurable goals either weekly or monthly. The
long term goals will come.
2. Fuel your internal motivation by setting clear and
concrete goals and objectives. Example, customers to
contact, revenue, gross margin, issue response time,
etc.
3. Measure everything. Anything with a response that
will measure your effectiveness. Develop a scorecard
system that tracks your target goal versus what you
actually achieved.
4. When your customers perceive your offering or service
as being in short supply, they view it as more valuable.
Market for 20% more volume that you can manage.
5. Discontinue 50% of your offerings to increase overall
sales. To many offerings cause customer confusion and
lost sales. Analyze your offerings and discontinue your
unprofitable or low margin offerings.
6. Focus promotions on new customers not current customers.
Your current customers already know what value you bring
to the table.
7. Promote a list of unique features that compliment
a competitive solution or show unique value. Your offering
will then stand out from the others.
8. Keep it simple and relevant. Eliminate irrelevant
information from offering brochures, marketing, and
presentations.
9. Empower healthy competition between departments,
divisions, and regions. Reward success.
10. Hire competitive people. Competition is healthy
and will improve everyone’s performance.
11. Selling success follows six fundamentals. Passion
(for your company, offering, service, and yourself),
Organization (take notes and have all your information
at your fingertips) Planning (develop and execute a
step by step plan for each opportunity) Persistence
(never give up), People Skills (develop excellent written
and verbal communication skills), Offering Knowledge
(know everything about your offerings and the competitors
offerings).
About The Author
- Dennis Sommer
 Dennis
Sommer is the founder and CEO of Executive Business Advisers,
a management consulting firm helping senior executives
maximize both sales and profit growth. Dennis specializes
in strategic planning, sales, marketing and operations
performance improvement.
Dennis is a highly
sought after author, keynote and seminar speaker on
sales, leadership and business best practices.
Contact Dennis at www.executivebusinessadvisers.com
or www.dennissommer.com
.
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