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Sales Management
Mastery Slides
These are the Slides to use and complete when listening to
The New Sales Management Mastery CD System
&
the 3D Model for leading edge performance.
Feel free to email [email protected] for any queries or answers.
ManagementManagement Se--Se--
Ot----Ot----
Demonstrate
Encourage
Vis---not
Supervision
Provide direction
Make it possible to followMake it possible to follow
Support, Stretch & Emp---- peopleSupport, Stretch & Emp---- people
1 Dimensional Leadership Behaviour Model
AutocraticAutocratic DemocraticDemocratic
Good/Bad Good/Bad
Too ----Too ---- Too ---- Too ----
**
Country Country TeamTeamClubClub
Impoverished Task
PPEEOOPPLLEE
PRODUCTIONPRODUCTION
What is the best attitude?
--------
Concern for People / Concern for ProductionConcern for People / Concern for Production2 Dimensional Leadership Attitude2 Dimensional Leadership Attitude
ApproachableConfidentSupportivePracticalKnowledgeableReliableVisionaryDecisiveProblem SolverGood Listener
Sense of HumourEmpowers othersGood CoachPraises peopleInvolves everyoneGood CommunicatorPersuasiveInspirationalIntegrityInner Strength
*Recent Feedback from 2,100 Sales Managers in Australia. In no particular order:
The Acid Test
is not what happens
when you’re there,
it’s what happens
when you’re --- -----!
© INTERNATIONAL TRAINING & DEVELOPMENT 131 Beach Street, Port Melbourne 3207
Tel: +61 3 9646 4311 Mobile: 0418 368 337Email: [email protected] Website: www.intd.com.au
LearningLearning
““ConfusionConfusion
precedesprecedes
greatergreater un------------”un------------”
LearningLearning
““All things are d--------All things are d--------
before before
they become e---”they become e---”
If If
You can’t measure it,You can’t measure it,
You can’t m---ge it.You can’t m---ge it.
[ CCM ][ CCM ]
[ C+C+M ][ C+C+M ]
C_______C_______
++
C_______C_______
++
M_______M_______
CC==
Com_____________Com_____________
to do _____________to do _____________to get _____________to get _____________with the right ______with the right ______
Com________Com________
BrainstormBrainstorm = =
CC ==
Con________Con________
to do the ____to do the ____on ________on ________with _______with _______
Con______Con______BrainstormBrainstorm = =
MM==
Mot_________Mot_________
to do _______________to do _______________with a with a “ ”“ ”
and the _____________and the _____________
Mot________Mot________
BrainstormBrainstorm = =
[ T + GP = S ][ T + GP = S ]
T_____T_____
++
G_____ P_______G_____ P_______
==
S____S____
DependenceDependence - I ----- know- I ----- know
IndependenceIndependence -I know b----I know b---
InterdependenceInterdependence -the more I know, -the more I know, the more I know the more I know
I don’t ----I don’t ----
DependenceDependence - - I’m not responsible I’m not responsible
Attitude of Attitude of Y--Y--
IndependenceIndependence--I’m responsible for meI’m responsible for me
Attitude of Attitude of II
InterdependenceInterdependence--We’re responsible for usWe’re responsible for us
Attitude of Attitude of W- W-
A A = = C__________C__________
++
C__________C__________
+ +
M__________M__________
K K = = T_____T_____
+ +
G______G______
P ______P ______
==
S______S______
S____ T___, S____ T___,
P______ or P______ or H____H____
1 Unconscious Competence1 Unconscious Competence **Think I KnowThink I Know
“ “ This job will be e---!”This job will be e---!”““I feel invincible!”I feel invincible!”
‘‘Sales Novices’Sales Novices’ don’t know what they don’t know, don’t know what they don’t know,
until they know!until they know!
1 1 AA[Com + Mot = high, Con = Low ] [Com + Mot = high, Con = Low ] K = Low K = Low
22 Conscious IncompetenceConscious Incompetence *Know that I don’t know*Know that I don’t know
““I c---- sell”I c---- sell”““I feel like g----- up”I feel like g----- up”
‘‘Sales Trainees’Sales Trainees’ know that they don’t know because know that they don’t know because even though their call rate is high, even though their call rate is high,
their sales conversions are low. their sales conversions are low.
22 A [ Com + Con + Mot = Low ]K = Low +A [ Com + Con + Mot = Low ]K = Low +
3 Conscious Competence – Theory3 Conscious Competence – Theory * Learning to Know* Learning to Know
““I am learning the fundamentals & proven systems.”I am learning the fundamentals & proven systems.”
““I am feeling more c--------”I am feeling more c--------”
‘‘Sales Developers’Sales Developers’ know that they are on a steep learning know that they are on a steep learning curve as they are learning to know the Basics.curve as they are learning to know the Basics.
3 A [ Com + Con + Mot = ? ] K = Medium3 A [ Com + Con + Mot = ? ] K = Medium
44 Conscious Competence -Conscious Competence - * Knowing & Doing* Knowing & Doing
““I am applying & practicing both the fundamentals I am applying & practicing both the fundamentals & the proven systems.” & the proven systems.”
““I am feeling proud of my im----------”I am feeling proud of my im----------”
‘‘Sales Professionals’Sales Professionals’ are now both ‘knowing & doing’ with 80% are now both ‘knowing & doing’ with 80% of the Clients.of the Clients.
4 A [ Com + Con + Mot =4 A [ Com + Con + Mot = High ] K = HighHigh ] K = High
5 Unconscious Competence5 Unconscious Competence --** Gaining Sales Mastery Gaining Sales Mastery
““I am exceeding sales t------ comfortably”I am exceeding sales t------ comfortably”““I am feeling proud of my a-----------”I am feeling proud of my a-----------”
‘‘Sales Masters’Sales Masters’ are gaining sales mastery & are ready to look after are gaining sales mastery & are ready to look after the ‘Top 20% Key Clients.’ the ‘Top 20% Key Clients.’
55 A [ Com + Con + Mot = Very High A [ Com + Con + Mot = Very High +K =+K = Very HighVery High
5 Unconscious Competence 5 Unconscious Competence --** Gaining Sales Mastery Gaining Sales Mastery
““Everyone sellsEveryone sells
Some poorly, others wellSome poorly, others well
Sales Masters “exsell!”Sales Masters “exsell!”
1 U / I1 U / I Sales NoviceSales Novice
22 C / I C / I Sales TraineeSales Trainee
3 C / CT3 C / CT Sales DeveloperSales Developer
4 C / CP 4 C / CP Sales ProfessionalSales Professional
5 U / C5 U / C Sales MasterSales Master
A = ATTITUDE = 80%A = ATTITUDE = 80% = = Commitment[ Com] Commitment[ Com]
+ Confidence[Con] + Confidence[Con] + Motivation [Mot]+ Motivation [Mot]
K = Know how [T + P ]K = Know how [T + P ]
“ “When you’reWhen you’re GreenGreen you Growyou Grow
When you’reWhen you’re RipeRipe youyou Rot!Rot!””
AttitudeAttitudeis is
Number 1Number 1
Fear of:Fear of:
11 Rej------ Rej------
2 Fai---- 2 Fai----
3 Feeling vul-------3 Feeling vul-------
4 Public hum-------4 Public hum-------
5 Self sab-----5 Self sab-----
How can you overcome your Fear ofHow can you overcome your Fear of
Rejection?Rejection?
Due to:Due to:1 Good performance doesn’t get --------1 Good performance doesn’t get --------
2 Past promises not ---------2 Past promises not ---------
3 B----3 B----
4 “Carrying” the ----4 “Carrying” the ----
5 Doing same job for too----. 5 Doing same job for too----. May need new c---------.May need new c---------.
Session 1 Questions1 What are the advantages & benefits of 3
Dimensional Leadership? 2 Attitude = C+C+M. What is CCM? Why measure
Attitude? 3 Know how = T + GP. What is T + GP? 4 What is the most critical learning stage & why? 5 What is the main reason a learner gets stuck at
learning stage 2? 6 What would cause a “peak performer”, in a
specific task, to regress?
“What the mind of man
can conceive
&
believe,
it can a------.”
Napoleon Hill
Our F-------, A--------, B------, A------, H----- & Our F-------, A--------, B------, A------, H----- &
R------ are all based on our R------ are all based on our ThinkingThinking
T------- lead to F-------T------- lead to F-------
F-------- create A--------F-------- create A--------
A-------- lead to B------A-------- lead to B------
B------- create A------B------- create A------
A------ mold H-----A------ mold H-----
H----- build long term R------H----- build long term R------
““The ancestor toThe ancestor to
every action every action
is a -------”is a -------”
Ralph Waldo EmersonRalph Waldo Emerson
““Manage your --------Manage your --------
rather thanrather than
control your feelings/emotions.”control your feelings/emotions.”
Shane MaharShane Mahar
““You can lead a human being to KnowledgeYou can lead a human being to Knowledge
butbut
You can’t make them You can’t make them T----T----””
Logic makes people Logic makes people think.think.
Emotion makes people Emotion makes people a--a--..
• You had 1/5-- million chance of being born
• Your im---- system listens to your internal dialogue
• The average person has approximately 75,--- neuron connections [ or thoughts ] per day.
• You have approx. 1,000,000,000,000 [ one million, million ] brain cells
• Your blood circulates through your body 1,000 times per day
• You have 9 taste buds on your tongue
• You will drink approx. 75,--- litres of water in your lifetime
• Your heart beats -- million times p.a.
• You have about -- trillion cells in your body
Beliefs create Reality
Think Smart [ 75k ]
Eat Well [ 80 / 20 ]
““Move Baby Move” Move Baby Move” [ 600 muscles ][ 600 muscles ]
Beliefs create Actions
“The Brain is as strong
as its
weakest t----”
ThoughtsThoughts
If we don’t take responsibility
for our thinking,
someone else will!
Should you trust your Should you trust your
feelings?feelings?
Should you trust your Should you trust your
feelings?feelings?
Not if they come from Not if they come from “stinking t-------!”“stinking t-------!”
Are feelings facts?
Are feelings facts?Not if you think that:
“Rainy days and Mondays always --- -- ----!”
1.1. Ignorance is ….
2. Sticks & Stones may break your Bones . . . . . .
3. If you want a good job done around here . . . . . . .
4. This is the way we do things around here!
5. It’s impossible to break the 4 minute mile barrier!
Cliches create Reality!
TT ThoughtsThoughts [Practice m----- t-------- ] [Practice m----- t-------- ]
FF FeelingsFeelings [E------ your feelings][E------ your feelings]
AA Attitude Attitude [Positive e--------- or Fear][Positive e--------- or Fear]
BB BELIEFS BELIEFS [Beliefs create r------][Beliefs create r------]
AA Actions Actions [Walk your t---][Walk your t---]
HH Habits Habits [E--- to do / e--- not to do][E--- to do / e--- not to do]
RR ResultsResults [ Reap the r------ ][ Reap the r------ ]
CC Corporate Culture Corporate Culture [This is the way we [This is the way we do things around here! ]do things around here! ]
Sales MastersSales Masters
havehave
aa
LeadershipLeadership
Mi-----Mi-----
Sales MastersSales Masters
havehave
the couragethe courage
to confrontto confront
conventional w-----conventional w-----
Are Beliefs Facts?Are Beliefs Facts?
Are Beliefs Facts?Are Beliefs Facts?Not necessarily.Not, if they are not based on the t----.Example:
“It’s impossible to run a sub 4 [ four ] minute mile!”
1 I think I---!
2 I -----
3 --- -?
4 I ---- I can
5 I ---- I could!
How to challenge limiting beliefs:
Ask smart questions…Listen
The Self-fulfilling Prophecy
“Thought Interrupter” …
“How to Change Thoughts: …Simple as “ABC” [ It’s only a “Click” away ]
A B----C----Simple process:•“Click on it” - Observe thoughts•“Click off it” – Interrupt / Challenge thoughts•“Click on it” - Choose a better thought
Session 2 Questions1 Why is it so important to be mentally tough?
2 How can you & your team think smarter, eat better and get physically fitter?
3 How many thoughts does the average person have per
day? What’s the good & bad news?
4 Should you trust your feelings?
Questions
Session 35 Are feelings facts?
6 What does “TFABAHRC” stand for?
7 How are you feeling?
8 Are beliefs facts? Can I challenge any limiting beliefs? What are the benefits?
What’s the difference What’s the difference
between Needs & Wants?between Needs & Wants?
What’s the difference What’s the difference
between Needs & Wants?between Needs & Wants?
A “Need” is a n--------.
A “Want” is a d-----.
At Learning Stage 1, At Learning Stage 1, what what
DIRECTIONDIRECTION
do Sales Novices need?do Sales Novices need?• To be told the B-----
• Sales T-------• Sales Mastery S-----
At Learning Stage 2, At Learning Stage 2, what what
HELP / SUPPORTHELP / SUPPORTdo Sales Trainees need?do Sales Trainees need?• To be s---- the Basics
• Sales C-------• Sales Mastery S-----
At Learning Stage 3, At Learning Stage 3, what what
PRACTICE/REDIRECTIONPRACTICE/REDIRECTION
do Sales Developers need?do Sales Developers need?• G----- Sales Calls• S------- feedback
• Praise p-------
At Learning Stage 4, At Learning Stage 4, what what
RECOGNITIONRECOGNITION
do Sales Professionals need?do Sales Professionals need?• C---------- rates on target
• Sales A----s• Ready to Sell ‘s---’
At Learning Stage 5, At Learning Stage 5, what what
NEW CHALLENGESNEW CHALLENGESmight Sales Masters need?might Sales Masters need?
• Good performance must make a d---------• Sales Incentives / B------
• Promotion - Ready to t---- others• Promotion – Maybe ready to l--- others
What happens if you
don’t get your NEEDS met?
You get under - SupervisedYou get under - Supervised
==People f---,People f---,
get st---get st---
andand
get d------------.get d------------.
Your Manager cannot meet your Your Manager cannot meet your needs needs
if he/she doesn’t knowif he/she doesn’t know
W---W---they arethey are
oror
W--W-- you are! you are!
You cannot meet your team You cannot meet your team members needs members needs
if you don’t knowif you don’t know
W---W---they arethey are
oror
W–W– they are! they are!
I NEEDI NEED…….…….
D-------- [ *L/S 1]
H---- [*L/S 2]
P------- [*L/S 3]
F------- + + + [*L/S 4]
N-- C--------- [*L/S 5]
[ *L/S = Learning Stage ]
What Leadership style/s would you choose if you were
an effective leader?
--- - -- ----as appropriate.
What are the 5 appropriate Leadership style/s?
Dir------Dir------Co-------Co-------Su--------Su--------Del-------Del-------
Emp------- & Du---------Emp------- & Du---------
How to Diagnose Down:
- to get your team members Needs met:
Know what they are
Know who they are
“The Golden Rule”
Session 3 Questions
1 What is the difference between Needs and Wants? 2 What are the five key Needs at each Learning
Stage?3 What happens if you don’t get your needs met?4 How can you effectively negotiate to get your
Needs met?