Management CNBAM Effective Leadership Leading a sales team is a complex pursuit with a single objective - to meet and exceed the sales objectives for the area you’re managing. The variables that can impact your success as a leader are tremendous. Below is your sales management checklist. Its purpose is to help you stay on top of the primary issues that should have your attention on a regular basis and to avoid letting the important success factors slip through the cracks. Your particular sales world will likely involve a few more points or slight changes that are specific to you and your team/ company/ industry. Consistently addressed, these are the sales management fundamentals that will put you and your team far in front of the pack... and keep you there. Your team •
general periodic discussion/ review
•
goals/ expectations understood
•
sales skill training
•
motivation
•
product/ service/ industry knowledge and training
•
recruiting
•
promotions/ new roles/ new positions
•
performance reviews
•
recognition
Operational issues •
activity numbers
•
sales numbers (units/ revenue/ margin)
•
sales process reviewed
•
sales communication reviewed/ distributed
•
before and after the sale reviewed (processes)
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Management CNBAM •
lead generation
•
barriers to remove from sales efforts
External relationships •
top customers contacted
•
top competitors reviewed
•
top partners contacted
Self-development •
management skills
•
additional contributions
source: www.justsell.com
Excellence is not an exception, it is a prevailing atttiude. Colin Powell
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Management CNBAM Management Tips Recognize good work, large or small, on a continuous basis. Everyone likes a pat on the back – some studies show acknowledgement is ranked higher in job satisfaction than more pay! Ways to acknowledge performance: Put a note in their mailbox. Give them a “shout-out” at your weekly sales meeting “Kudos” bars with a note attached Have a bulletin or dry erase board with notes for everyone to see. Bonuses for specific accomplishments Ad Rep of the week, semester, or year
Good Ad Rep of Job the Week: ! e i l a t Na D avid
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Management CNBAM Meeting Tips Have a regular staff meeting each week. Make attendance mandatory – three absences are grounds for termination. Start your meeting on time – establish the importance of promptness. Three tardy arrivals at meeting constitute one absence. Have an agenda – even for a short meeting. Break lengthy meetings into manageable sections. Ask questions. What was the best thing that happened to you on a sales call this week? The worst? Use meetings to introduce, explain, and update information. Ask your staff for their opinions. Share: Successes – what worked well for one may work well for everyone Problem situations – group problem-solving. Discuss upcoming deadlines and special sections. Brainstorm! A meeting is a great time to have brainstorming sessions. Games and activities – make meetings fun!
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Management CNBAM Department evaluations At the end of the semester, ask for feedback from the current ad staff. Use it as a learning tool from the people who know the job best – the ones that work in your department.
Department Evaluation Name____________________ Date _________ What has helped you most from working at the newspaper? What did you like most about your work experience here? What didn’t meet your expectations? What change would you like to see in the advertising department? What procedure/policy should we definitely keep? Any other comments you’d like to make or suggestions you’d like to give?
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Management CNBAM Written Communications Communicating all the information available to your ad staff is a challenge - weekly staff meetings just aren’t enough time. A sales staff newsletter is a great way to communicate all the extra pieces of information that won’t fit into your staff meetings.
Advertising Newsletter
September 2006
Now that we’ve made the big sales, what’s next?
Step-by-Step Follow Up
Why should businesses advertise this month? • Fall Sports: in addition to the Fall 1. Say thank you. An occasional sincere note of thanks goes a Sports Preview edition, students will long way. be turning to the Collegian for sports 2. Keep your promises. Deliver what you promised. news and places to watch the games 3. Form reliable routines. Make sure customers know when they • Labor Day: Students don’t have can reach you. classes on Monday, September 4...give 4. Offer ideas. Make suggestions for improvement. them something fun to do 5. Communicate. Speak frankly and frequently with your cus• New to town? Many freshmen and tomers. transfer students are still getting used 6. Respond quickly. Return all calls as soon as possible. to Fort Collins and could use some 7. Visit unexpectedly. Drop by now and then for a friendly visit. help finding where they need to go for laundry, entertainment, etc. Selling Power, July/August 1999 • Back-to-Class: Fall is a time when WHY COULDN’T THE we start new and need furnishings, Bits and Pieces... household goods, schools supplies, Life is a great big canvas; throw all the 12 YEAR OLD GET paint on it you can. school clothes, etc. -Danny Kaye INTO THE PIRATE • Weather Changes: Enjoy the warm Either you decide to stay in the shallow end weather now, because it won’t last! of the pool or you go out in the ocean. MOVIE? -Christopher Reeve With snow, students may need new It's never too late to be who you might have BECAUSE IT WAS clothes, shoes, coats, ski/snowboard been. equipment, ski passes, etc. -George Eliot RATED ARRR
Rocky Mountain Collegian, Colorado State University
Another useful tool is a monthly calendar with upcoming events, special sections, staff meetings, and deadlines.
2006 Sunday
September Monday
Tuesday
Wednesday 30
Thursday 31
Turn In Inches
2006
Friday
Saturday 1
2
FALL SPORTS DEADLINE
3
10
4
NO WORK NO SCHOOL! WAAHOO
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Career Fair Publishes
17
24
Megan’s Birthday
5
CAREER FAIR DEADLINES
12
6 Fall Sports Publishes
7
8
9
14
15
16
21
22
23
28
29
30
Turn In Inches
Greek Guide Publishes
13
Turn in inches
18
19
20
25
26
27
Turn in Inches
Turn in Inches HOMECOMING DEADLINES
Rocky Mountain Collegian, Colorado State University
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Management CNBAM Sample Evaluation
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Management CNBAM
Always have the person who is being evaluated sign the ďŹ nal evaluation.
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