MANAGEMENT


Expert Advice for Sales Managers HENRY CANADAY


When faced with sales management challenges, wouldn’t it be great if you could have an expert in your ear to let you know how to handle them? The following two scenarios demonstrate common chal- lenges facing sales managers – with expert advice on mastering them.


SALES CHALLENGE 1:


KEEPING THE FOCUS ON SELLING A branch manager who started out as a sales rep for a company that sells sunrooms has been a manager for 15 years. He reports that one of his


biggest challenges is keeping sales- people focused on selling. “In our business, the idea is to make the sale on the first appointment. We are not selling a commodity – we are selling a lifestyle,” he says.


10 | DECEMBER 2016 SELLING POWER © 2016 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


“We do the traditional things. I do ride-alongs and work with my salespeople. I have been there and done it all myself,” he explains. “We do training and have several meet- ings a week where we concentrate on product knowledge and selling and how to present and create value. There are lots of companies out there that will do it for less money, like in any market. But we have been around forever, and we sell quality, value, and service – so we have to be able to come across with that.” So what is he looking for from his team? “I am looking for something in the 25 percent range for a closing rate on the appointments – although, as in


TOM WANG / SHUTTERSTOCK.COM


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28