Are you a salespeople manager final test

THE CENTER FOR
SALES STRATEGY
Or just a Sales Manager?
Are you a Salespeople Manager?

THE CENTER FOR
SALES STRATEGY http://blog.thecenterforsalesstrategy.com/talent-insight
If your day is filled with things like...
Managing
everyone’s pipeline
Attending every
high-stakes meeting
Approving every
proposal

THE CENTER FOR
++ You’re dividing yourself
• Stretching yourself to the breaking point
• Acting like a salesperson, not a manager
• Missing your biggest opportunities
• Having less fun than you should
(unless you’d rather be a salesperson than a manager)

THE CENTER FOR
%% Multiplyyourself instead!
• Activate and grow your people
• Stretch your influence, not your workday
• Build revenue on their skills, not yours
• Fall in love with your job again

THE CENTER FOR
There’s a huge difference.
Sales
Manager++ Salespeople
Manager%%the DIVIDER the MULTIPLIER

THE CENTER FOR
What a Salespeople Manager does
SELECT ASSESS FOCUS NOTICE INVEST

THE CENTER FOR
SELECT
• Understands that you can’t change people.
• Knows that people’s natural strengths can keep
growing and growing, but their weaknesses are
unlikely ever to improve.
• Selects people whose basic nature is to do what
they need them to do.

THE CENTER FOR
ASSESS
• Understands that talents can be difficult to evaluate,
and therefore uses a sales talent assessment
instrument to measure each needed talent.
• Uses a talent assessment designed for sales,
not for all jobs.
• Chooses a talent assessment that is equally useful
after hiring, to help the salesperson grow.

THE CENTER FOR
FOCUS
• To grow and develop the salesperson, zeroes in on
the individual’s strengths, not their weaknesses.
• Has a tailored development plan for each salesperson,
and evolves the plan as the person grows.
• Expects great performance in areas of strengths, and
helps find workarounds for areas of weakness.

THE CENTER FOR
NOTICE
• Understands the power of recognition, and knows that
recognition is 9 parts noticing, 1 part celebrating.
• Catches people doing things right (5 times as often as
wrong). What’s noticed is repeated.
• Notices performance and achievement at least once
every 7 days.
*Just remember the Happy Hour Rule (5-7)

THE CENTER FOR
INVEST
• Allocates as much time to growing the people as to
growing the revenue—and makes it obvious by their
actions. Be a Salespeople Manager 50% of your day.
• Devotes the most time to the most talented salespeople
on staff, to the ones who are receptive and growing.
• Schedules time each week to add new candidates to
the talent bank, and to stay close to the top candidates.

THE CENTER FOR
Sales
Manager%%
Most managers spend
too much time chasing business.
Not enough time growing their people.
90% or more of their week. Only 10% of their typical week.

THE CENTER FOR
Move to 50-50
50% 50%
and watch your business take off.
Sales
Manager%%

THE CENTER FOR
The evolution takes some time, some effort, some resources.
And so are their people!
from DIVIDER to MULTIPLIER
...but every manager we
know is thankful they did it.
Sales
Manager%%

THE CENTER FOR
Salespeople
Manager%% If you think you might like to evolve
from divider to multiplier, there’s
no better way to start than with our
Talent InsightS U R V E Y C O A C H I N G
LEARN MORE

Are you a salespeople manager final test

Recomendados

Recomendados

Mais conteúdo relacionado

Mais procurados

Mais procurados (20)

Destaque

Destaque (7)

Semelhante a Are you a salespeople manager final test

Semelhante a Are you a salespeople manager final test (20)

Mais de The Center for Sales Strategy

Mais de The Center for Sales Strategy (20)

Are you a salespeople manager final test