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Professional eBook

How to Lead Your Sales Team

Virtually and in Person

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Language:  English
Being a sales manager is a demanding role with many challenges. This book will give you a practical blueprint that you can follow to make sure that you are an effective and successful sales manager.
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Description
Content

Being a sales manager is a demanding role with many challenges. As a sales manager you are responsible for the behaviour, activities and most importantly the sales results of your salespeople.

However, with so many competing demands for your time it can be difficult to know what is most important. What must you prioritise so that you can maximise the productivity and performance of your sales team?

This book will give you a practical blueprint that you can follow to make sure that you are an effective and successful sales manager.

About the author

Simon Hazeldine works internationally as a sales performance and sales transformation consultant, conference speaker and elite sales trainer helping his clients to obtain more sales, more often, with more margin. He has worked in over thirty countries and his client list includes some of the world’s largest and most successful companies.
He is the bestselling author of six books on selling, negotiating, customer service, performance psychology, applied neuroscience and sales management that have been endorsed by a host of business leaders including multi-billionaire business legend Michael Dell.
Simon is the co-founder and co-host of leading sales podcast “The Sales Chat Show”.

  • About the author
  1. Understanding your role
    1. What is the purpose of sales management?
    2. The 3 factors that influence 80-90% of your sales team’s behaviour
    3. Chapter actions
  2. Are you a sales manager or a sales leader?
    1. The vital difference between management and leadership
    2. The contribution of leadership behaviour
    3. The contribution of management behaviour
    4. Does your team need more leadership or more management?
    5. Chapter actions
  3. Why many sales managers fail
    1. The step up to sales management you need to make if you want to succeed
    2. What you need to start and stop doing to be a successful sales manager
    3. Chapter actions
  4. The 3 key pillars of successful sales management
    1. Successful people management
    2. Successful process management
    3. Successful systems management
    4. Chapter actions
  5. Different sales management styles and when to use each of them
    1. The “Tell” style of management
    2. The “Sell” style of management
    3. The “Involve” style of management
    4. Chapter actions
  6. The 7 behaviours of highly effective sales managers
    1. Chapter Actions
  7. Effective sales management in the new reality
    1. The 3 environments in which sales managers may have to manage sales teams
    2. How you need to adapt your sales management for the three different environments
    3. Chapter actions
  8. Where are you now? Assessing your sales team
    1. Establishing a league table – identifying your A, B, C and D players
    2. The competence / motivation matrix
    3. Identifying your team’s development areas (including changes required due to the shift to increased virtual / remote customer engagement)
    4. Chapter actions
  9. Where do you want to be?
    1. The M.O.S.T. framework
    2. Chapter actions
  10. The 5 keys to managing sales performance
    1. The performance pentagram
    2. Chapter actions
  11. The 5 Sales Management Focus Areas
    1. Planning
    2. Organising
    3. Controlling
    4. Motivating
    5. Developing

About the Author

Simon Hazeldine

Simon Hazeldine works internationally as a sales performance and sales transformation consultant, conference speaker and elite sales trainer helping his clients to obtain more sales, more often, with more margin. He has worked in over thirty countries and his client list includes some of the world’s largest and most successful companies.
He is the bestselling author of six books on selling, negotiating, customer service, performance psychology, applied neuroscience and sales management that have been endorsed by a host of business leaders including multi-billionaire business legend Michael Dell.
Simon is the co-founder and co-host of leading sales podcast “The Sales Chat Show”.