Key point 1: True sales experts are promoted to sales managers based on their excellent sales skills, but being a good salesperson does not necessarily make one a good manager.
Key point 2: There are ten key elements that every salesperson and sales manager should possess, including extroversion, organizational skills, planning, and recruiting and selecting the right salespeople.
📋 Defining the profile of a salesperson is crucial to ensure a successful recruitment process and avoid wasting resources.
🤝 A sales manager's role is to sell ideas and strategies to their sales team, as well as change habits and paradigms for improved performance.
💡 A sales manager must also promote new methods of sales administration and create opportunities for their salespeople.
📌 Marketing and sales should communicate effectively to ensure that salespeople are aware of marketing campaigns and promotions.
🗣️ Sales managers should participate in the design of marketing campaigns and make suggestions based on their knowledge of the product and operations.
🔀 Marketing's role is to attract potential customers, while sales is responsible for closing deals and converting leads.
📚 The key to effective sales management is recruiting and developing competent salespeople.
💼 Companies should focus on the qualities and competencies of salespeople rather than just their educational background.
📊 Sales managers need to analyze and use data to make informed decisions about sales effectiveness and performance.
🤝 A good sales manager should maintain a positive work environment and resolve conflicts effectively.
👥 The role of a sales manager goes beyond competition; it involves creating a cooperative environment and managing conflicts.
💼 Sales managers are responsible for administering sales operations, setting objectives, creating budgets, and developing strategies.
💪 Sales managers need to motivate and direct their sales force, ensuring appropriate compensation and incentives.
🎓 Continuous training and development are crucial for both sales managers and salespeople to succeed.
📚 There are 12 key competences that every salesperson should have, including tolerance for frustration, good communication skills, and time management.
👥 There is a generation gap between older and younger salespeople, and it is the responsibility of the sales manager to understand and motivate each generation accordingly.
💼 Sales managers should consider giving responsibilities and commissions to salespeople, allowing them to take risks and make mistakes, in order to create a sense of ownership and commitment to the brand.
📊 Intelligence and emotional training courses can be beneficial for salespeople from different generations to improve communication and understanding among them.
💰 The emotional salary, such as recognition and flexibility, is often more important to salespeople than monetary compensation.
📞 Telemarketing and digital marketing may not completely replace personal sales, as some customers still prefer face-to-face interactions for various reasons.
📚 Sales of products often rely on trust, while services are sold through consultative sales.
💼 A comprehensive sales training program with a focus on emotional intelligence is available for managers and sales representatives.
📈 Key indicators for evaluating the sales department include budget, costs, employee satisfaction, and customer satisfaction.
💡 The five steps of the sales process are: breaking the ice, researching, seducing with the product, closing the sale, and handling objections.
🌱 When starting a business, the sales department should consider the product, competition, and market to determine the ideal sales profile.
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