NZ Sales Manager Issue 73

JuLY 2013 Issue 73

Five keys to

success leadership

Are you ready

to meet the CEO? Sales basics

take the test!

Speak in their language,

not yours

NZ’s e-mag for sales leaders 1 / www.nzsalesmanager.co.nz

CONTENTS 6

THIS WEEK'S MUST READ

Five keys to leadership success Transform your team’s performance

10

Are you ready to meet the CEO? When it is the meeting you have been waiting for

13

Quick Fix Speak in their language, not yours.

It’s not what you sell, it’s how you sell

14

Two Minute Top Up Take the test

16

Resource corner The Art of Sales Management Lessons learned on the fly

www.nzsalesmanager.co.nz / 2

17

CALENDAR

18

THE CLOSE

Home Owners or Renters Geographical location

Gender

CONSUMER VAULT Age & Income Range

Ethnicity

Vehicles

Consumer Vault is one of New Zealand’s largest and exceptionally accurate residential prospect databases Consumer Vault contains contact details for over 1,000,000 adult New Zealanders.

Being such a substantial database we focus on working with you to select the best prospects for your telemarketing, research, direct mail and acquisition campaigns. directory and as such we can offer

one of the most user friendly and

a 95% accuracy guarantee and

cost effective residential prospect

typically achieve 98%. Our high level

sources for New Zealand.

of address accuracy ensures your

Don’t buy customer or prospect

direct mail campaign qualifies for bulk mail discounts.

information you already have!

KMS Data are happy to remove

We understand the cost of marketing to the wrong prospects so we have

your existing contacts from Consumer Vault ensuring you only

gone to great lengths to ensure we

pay for new prospects.

can refine the database to identify

Consumer Vault is 100% privacy

the absolute best prospects for you.

compliant. This means the database

As we own and maintain the database

has been constructed from legal

in-house, we know exactly what can

and ethical sources and KMS Data

be done and are flexible in how we

remove people that are recorded

KMS Data is a licensed provider of

can select and supply prospect

on the Marketing Association’s

phone numbers from the White Pages

databases making Consumer Vault

suppression lists.

C

onsumer Vault can help you better understand your current customers

and prospects by adding intelligent information to your existing database.

KMS Data offer an obligation free consultation, contact us to discuss how we can help you.

data

WWW.kmsdata.co.nz

E info@kmsdata.co.nz

P +64 9 621 0472

3 / www.nzsalesmanager.co.nz

ABOUT / Short and sharp, New Zealand

FROM THE EDITOR

Sales Manager is a free e-magazine delivering thought provoking and enlightening articles, and industry news and information to forwardthinking sales managers, business owners and sales professionals.

EDITOR / Paul Newsom

I’ve just come back from a two

it is worthwhile being sufficiently

day conference, which reminded

prepared for a chance meeting

me how important it is to prepare

with the CEO on any visit to your

for the unexpected, as you never

client’s offices.

know who you might meet. In this issue, Mark Hunter gives some excellent advice on how to prepare for a meeting with a CEO. For some of your clients, this may be a rare opportunity, and you should prepare well.

For a pre-arranged meeting, there are no excuses to be unprepared.

However, you never know when you might meet the CEO, and I suggest

ART DIRECTOR / Jodi Olsson GRAPHIC DESIGNER / Sevim Dogru GROUP EDITOR / Trudi Caffell CONTENT ENQUIRIES / Phone Paul on 04 586 4733 or email

I remember meeting a CEO once in the carpark outside the office – I had parked in his space. His greeting was fairly hostile so I don’t recommend this as part of your strategy, but you will encounter better opportunities, and you need to make the most of them.

pauln@nzsalesmanager.co.nz ADVERTISING ENQUIRIES / Phone Richard on 09 522 7257 or email richardl@espiremedia.com ADDRESS / NZ Sales Manager, C/- Espire Media, PO Box 99758, Newmarket, Auckland 1151, NZ WEBSITE / nzsalesmanager.co.nz

Happy Selling Paul

ISSN 2230-4762

NZ Sales Manager would like to acknowledge the support of our major partners

www.nzsalesmanager.co.nz / 4

case study: stray

“I’ve forgotten about reliability issues because there are none.”

Brett Hudson Operations Manager, Stray

Stray

Stray Limited is an adventure bus company taking travellers to out-ofthe-way places around New Zealand. We caught up with Operations Manager, Brett Hudson to talk about 2degrees and their business.

Adventure Travel 50 staff 41 mobiles Around NZ Joined 2012

Why does stray need mobiles?

Our tagline is “off the beaten track” so we’re not staying at your main destinations. We’re getting out there to the extremities of New Zealand and our sole way of being in contact with our drivers is through phone communications. We have changes happening all the time and we need to be able to contact our team in real-time.

What Was your old provider like?

There were large phone bills and if we had a problem like a phone outage it seemed they were either busy or they weren’t organised, and couldn’t get back to us. It was very frustrating and it became a constant problem within the business.

and What impact is 2degrees having?

It saved us $60,000 in the first year. In the second year, it’s going to save us that again. All this will go back into marketing campaigns or growing other parts of the business. The other impact is having an Account Manager I can get hold of to get solutions to my problems when I need them.

What difference do mobile devices make?

Our drivers are now able to use their smartphones and other mobile devices to show videos, photos and information about other tour packages and options available, like our operations in Thailand, Laos, Cambodia and Vietnam. We couldn’t do that before and it has made a huge difference. Of course, they’ve now got email and internet access too.

“You need damn good partners for successful business, and 2degrees I put in that category.“ Brett Hudson, Operations Manager

hoW is the coverage?

The coverage is fantastic. Regularly, I’m on road trips across New Zealand and off the beaten track and haven’t experienced issues with coverage. With our old provider there were a lot of black spots around Auckland and I don’t get those with 2degrees. And the bus drivers could be at Cape Reinga, they could be at Stewart Island, they could be down the West Coast; so in all sorts of different coverage areas and 2degrees works well for us.

3 x $89 plan

37 x $49 plan

1 x $149 plan

hoW reliable is the netWork?

Since I’ve been with 2degrees I’ve forgotten about reliability issues because there are none. Previously I regularly had issues.

I would be on the internet and it would drop out and when I sampled a 2degrees SIM card in there, I was amazed at the speed, how much quicker it was. I would regularly be on the phone with the last network and it would just drop a call. I don’t get that any more. As I said, the word reliability has disappeared from my vocabulary because it is so reliable.

For video case studies about Stray and other businesses who have made the move to 2degrees Business, please visit 2degreesmobile.co.nz/business

better 0800 022 BIZ (249)

2degreesmobile.co.nz

businesscare@2degreesmobile.co.nz

BUSINESS

MUST READ

Five keys to leadership success Transform your team’s performance

By Rob Berg “There may be natural-born leaders, but there are so few of them that they make no difference in the greater scheme of things.” (Peter Ducker)

www.nzsalesmanager.co.nz / 6

MUST READ

T

his is one of the most liberating aspects of

experiences and who we think have been good

leadership; Leadership can be learnt, it’s not

leaders and try, with varying degrees of success, to

something we have to be born with!

emulate their qualities or style. However, the truth

Leadership is also not just the realm of the elite few

is that there are many good leaders with different

who rise to the C-suite of an organisation. Anyone

qualities that it can be difficult to know where to

in any position, whether self-employed, a new intern

start, nor do we necessarily want to be a clone of

or sales rep out in the more remote areas of New

other leaders we have come across.

Zealand, can not only learn leadership skills and traits, but can also be seen as a leader by those So if leadership can be learnt, what are the most important aspects of being a leader?

There are many books on being a great leader and the key leadership traits that it can often be confusing where to start. Often we look at our own

That said, it is possible to focus on the essential principles that will assist you in becoming a great leader no matter what position or title you currently hold. On an individual level they can help you to take more control over your own career.

There are five key steps to being a good leader.

“There may be natural-born leaders, but there are so few of them that they make no difference in the greater scheme of things.”

1. HAVING A VISION No matter what position you hold, decide upon a vision. If you are a sales manager, work with your

matter what your role is in your organisation, develop your own personal vision. Have something for yourself to work to.

team to come up with the team’s vision. The key

2.WHAT ARE YOUR VALUES?

here is to do this as a team and not have your own

Once you have worked out your vision, ask yourself:

vision imposed upon them. The vision should also

•

relate to the overall vision of your organisation (assuming it has one!).

Great leaders also have a personal vision, so no

what are the three most important values that your company/ team is based on?

•

What do you believe in and stand for in your business?

7 / www.nzsalesmanager.co.nz

MUST READ

www.nzsalesmanager.co.nz / 8

MUST READ

•

•

What are the three most important purposes of

new ways of working and being innovative. What

your business? Why does your company exist?

is important is to acknowledge in advance that

What are your three most important goals right now?

3.HAVE THE COURAGE TO TAKE RISKS “Move out of your comfort zone. You can only grow if you are willing to feel awkward and uncomfortable when you try something new.” (Brian Tracy)

mistakes will be made and then when they are to ask what lessons can be learnt. Bill Gates summed this up perfectly when he said, “setbacks are not failures, they’re feedback”.

If you want to transform your own and your team’s performance, being seen as a leader is critical to your success. By going through this

Great leaders are prepared to take risks as without

process of defining your vision, values and goals

risk there is no growth or improvement.

together as a team they will feel more motivated

4.TAKE RESPONSIBILITY

as they have invested a part of themselves in

•

Saying “I am responsible” means “I accept my role as the leader”

the process. The success of the team becomes more intrinsically linked to their own success and therefore your success as the sales manager. If you

•

Don’t make excuses when things go wrong

are not managing a team, then go through the

•

Stay cool, calm and collected when under

process yourself, role model your values and watch

pressure

opportunities open up to you as never before.

Focus on the opportunities of tomorrow rather

i Thompson, M & Tracy B. (2011), “Now…..Build A

than the problems of yesterday

Great Business!”. Amacom. New York

•

5.ALLOW FOR MISTAKES Be willing to make mistakes and let your team make

ii Gates, B. (2012), “Impatient Optimist”. Hardie Grant. London

mistakes. Give your team the opportunity to try

Rob Berg is the Director of KND Consultancy, a management consultancy company specialising in strategic and change management and now offering Brian Tracy business development training in New Zealand.

To find out more visit www.kndconsultancy.co.nz

9 / www.nzsalesmanager.co.nz

Are you ready to meet the CEO? When it is the meeting you have been waiting for

I

t’s the meeting for which you’ve been waiting.

Finally, you’ve been able to secure a meeting with the CEO of the company you

know you can help. For the past year, you’ve been researching the company and developing relationships with as many people as possible. www.nzsalesmanager.co.nz / 10

By Mark Hunter In particular, you have gotten to know the two gatekeepers who have been up to now blocking your way to the CEO. Last week your call to the administrative assistant finally hit home and you’re on the CEO’s calendar in three weeks.

Now is the time to get ready.

The degree to which you prepare will directly

Use the information you obtain from the activities

impact the success of your meeting.

listed above to help you develop a list of “peer

Below are 6 key things you need to do before your meeting: 1. Set up Google Alerts to receive any updates that may appear on the internet for the company, the person you’re going to meet and the other top people in the company with whom the CEO interacts.

2. If the company is publically traded, read their annual reports and their quarterly filings, and listen to the recordings of their quarterly investor calls.

3. Benchmark the company with their major competitors to determine how they compare.

4. Identify the strategic objectives on which the

comment/questions” you can share with the gatekeeper or CEO if the opportunity arises.

“Peer comments/questions” are those things you can share briefly with the CEO or gatekeeper that allow them to see that you are aware of the environment in which they operate – and that you are comfortable talking about those things.

By positioning your peer comment as a question, you not only have the ability to share something with them, but you also will engage them in conversation. Making a peer comment/question part of your opening dialogue with the CEO will reassure the CEO that they are not wasting their time with someone who does not understand how valuable the CEO’s time is. It also demonstrates

company is working. In particular, learn all you

that you comprehend their level of decision-

can about the key initiatives with which you have

making responsibility.

reason to believe the CEO is most concerned.

5. Monitor the news to determine if there are any

Remember – your peer comment/question is not the opportunity for you to share your 5,000 word

political or newsworthy events that could impact

opinion on a topic. Your comment/question should

either the CEO or the company. Monitor the

be brief and framed as an opening to get the CEO

trade journals and industry websites that pertain

to share their opinion.

to the company’s industry.

6. Know the educational background of the CEO

It is not necessary for the peer question/comment to relate directly to your meeting topic. In fact, it is

and identify any key alumni and school events

better if it is on a completely different topic. You will

with which the CEO may be connected.

show the CEO that you do not have tunnel vision

11 / www.nzsalesmanager.co.nz

and you have a broader understanding of the world

with the gatekeeper as well. The gatekeeper is

in which they operate.

really an extension of the CEO. When you make

If you’re wondering why I use the term “peer,” it is

relevant comments or pose “peer” questions,

because the topic you’re bringing up is designed to

you increase the gatekeeper’s comfort level. If

be a topic the CEO may very well be discussing with

the gatekeeper feels comfortable with you, this

their peers. This allows the CEO to naturally begin

contributes to the CEO feeling comfortable.

to see you as one of their peers, thus increasing

If you have managed to land that all-important

their comfort in sharing information with you.

meeting with a CEO, don’t delay in your

Earlier in this article, I mentioned that you shouldn’t

preparation. Invest the effort and time now so you

hesitate to share your peer comments/questions

can experience the valuable dividends later.

Mark Hunter, The Sales Hunter, is author of “High-Profit Selling: Win the Sale Without Compromising on Price.”

He is a consultative selling expert committed to helping individuals and companies identify better prospects and close more profitable sales. To get a free weekly sales tip, visit www.TheSalesHunter.com. Read the first chapter of his instant-classic “High-Profit Selling” here.

www.nzsalesmanager.co.nz / 12

QUICK FIX

QUICK FIX

It’s not what you sell, it’s how you sell.

Speak in their

language, not yours

W

e all have acronyms and abbreviations

what you are saying. Don’t assume that your

that we use on a daily basis and that

SSRI solution will win over the customer. Do your

quickly become habit to use. Your

homework and explain ‘secure storage and retrieval

prospect or customer doesn’t work at your company,

of information’ in their world. Leave the acronyms in

so make it easy for your customers to understand

your own office and talk in the customer’s language.

Why are some people more successful than others?

Why do only a small number of people ever achieve their goals?

Brian Tracy Training and Development Programmes can help you achieve your personal and business goals faster by teaching you proven techniques that have been successfully used by many of the world’s top achievers.

For more information visit www.kndconsultancy.co.nz or call us on 09 889 1100 KND Consultancy is a management consultancy company specialising in change and strategic management, now 13 / www.nzsalesmanager.co.nz offering Brian Tracy training programmes in New Zealand.

13 / www.nzsalesmanager.co.nz

2 Minute top-up

Sales Basics Take the test

By John Shackleton At the start of every season athletes devote time to

EDITORS NOTE:

re-learning the basics of their sport, knowing that

Sales managers might like to use this not so

these have to be spot on before they can develop

much as a test, but as a discussion exercise at a

and advance.

sales meeting.

In sales we don’t tend to do this. We go on courses

HERE’S A COUPLE OF EXAMPLES:

to advance our skills, but unless we are good at

It sure helps when we are liked by our clients, but

basics these skills won’t give us an advantage. Take

on a first meeting, sales people who try too hard

a look at this video about the basics of sales and

to be liked and to be everyone’s friend, generally

see what you score!

come across as false and untrustworthy. Using all

www.nzsalesmanager.co.nz / 14

2 Minute top-up

your interpersonal skills, the aim is to establish

SITUATIONS VACANT

your credibility as a professional, and to begin to gain trust. Being liked will be the outcome, but it is credibility and trust will set you apart from your competition.

FANTASTIC CAREER

Remembering people’s names doesn’t come

OPPORTUNITY

easy to some of us, particularly if you meet three people for the first time, at the same time. So what are a few of tips to help with this?

•

Repeat the person’s name back to them as soon as they introduce themselves. “Hello Tony, how are you?”

•

Ask a short question, rather than begin talking about yourself. Take a moment while they are answering to repeat their name in your mind. If you start doing the talking, your mind will be working on what you are saying, not on people’s names

•

Associate their name with someone or

FOR SALES EXECUTIVES

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something very familiar to you. It can be anything, no matter how ridiculous. If your daughter rides a pony, then Pony, Tony, might work. If your brother in law is also a Tony,

You will have some fun turning this into a training

then make the association to the other person

session. You may or may not choose to dwell on

you know well.

question 10!

John Shackleton is one of Australasia’s leading inspirational and motivational speakers. His exhilarating master classes put sales teams, managers and business owners through their mental paces to help them achieve best performances in their business and personal life. To find out more, visit www.johnshack.com

Resource CorneR

The Art of Sales Management LESSONS LEARNED

ON THE FLY

Authors: Michael Delaware Publisher: ‘If, And or But’ Price: US$2.99 from www.amazon.com

T

he ‘The Art of Sales Management’ is about

a collection of individuals working independently,

the art of being a successful sales manager,

often going in different directions. This book seeks

and guiding the most talented people in

to engage the sales manager in the excitement of

an economy. The Art of Sales Management lessons

building any group of salespeople into a cohesive

imparted in this book consist of lessons learned over

unit or team; brand new or long established.

four decades in the field of salesmanship and sales management by the author.

This book is not only about sales management, it is about leadership, teamwork and making each

The book is designed to be both a philosophical

experience in life into a ‘moment’, and learning the

and practical text on the subject. Sales Management

lessons from those experiences and moments and

refers to the managing of a team of salespeople,

thus becoming even better at what you do. It is

and building them into a team rather than having

about creating and experiencing the game of sales

them merely function as a group. Teams work

as it was meant to be played.

together as a cohesive unit, and groups tend to be www.nzsalesmanager.co.nz / 16

CALENDAR

DATE

NAME

PLACE

COMPANY LINK

Thursday 1st August

Cold Calling and Prospecting

Auckland

Top Achievers Sales Training

www.topachieverssalestraining.co.nz

Tuesday 6th August

Essential Client Management

Hamilton

The Marketing Company

http://events.themarketingcompany. co.nz/courses/4-essential-client-management

Scotwork Advancing Negotiating Skills

Wellington

Scotwork Negotiating Skills NZ

http://www.scotwork.co.nz/

Thursday 8th August Thursday 8th August

Overcoming objections

Auckland

Top Achievers Sales Training

www.topachieverssalestraining.co.nz

Tuesday 13th August

Social Media and Sales

Auckland

Top Achievers Sales Training

www.topachieverssalestraining.co.nz

Tuesday 13th August

Sales Ignition Day

Christchurch

The Marketing Company

http://events.themarketingcompany. co.nz/courses/2-sales-ignition-day

Friday 16th August

Cross Selling & Up Selling

Hawkesbay

The Marketing Company

http://events.themarketingcompany.

Tuesday 20th August

Winning Business as an SME

Auckland

Shipley NZ

http://www.shipleywins.co.nz/publictraining-schedule.html

Monday 26th August -

Superior Selling Skills

Auckland

KND Consultancy

www.kndconsultancy.co.nz

Winning through Powerful Presentations

Wellington

Shipley NZ

http://www.shipleywins.co.nz/publictraining-schedule.html

Tuesday 6th August -

Tuesday 27th August

Tuesday 28th August

co.nz/courses/22-crossselling-upselling

17 / www.nzsalesmanager.co.nz

Resource THE CLOSE CorneR

“Successful people are always looking for opportunities to help others.

Unsuccessful people are asking, “What’s in it for me?” ” - Brian Tracy

Have you subscribed to NZ Sales Manager? It’s free!

Simply visit www.nzsalesmanager.co.nz to get a copy of NZ Sales Manager delivered straight to your inbox monthly!

www.nzsalesmanager.co.nz / 18