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
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Ethnicity
Vehicles
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data
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E info@kmsdata.co.nz
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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