Cracking the Sales Management Code call 10:00 One on One - Ed One on One - Jose One on One –Siri...

2014 Sales Force Productivity Conference

15-17 September, Atlanta, Georgia

Sales Force Productivity

Conference 2014

Better Sales Management Through

Better Time Management

1

Michelle Vazzana

Partner

Vantage Point Performance

© 2014 Vantage Point Performance. All Rights Reserved.2

Agenda

• The Sales Manager’s Dilemma

• How Managers Spend Their Time

• A Week in the Life

• Immediate Application


Introductions

• Name

• Role

• Challenge


The Sales Manager’s Dilemma

Sales Manager

Sales Leadership

Other Departments

Sales People

• Deliver the number!• Get me the forecast!

• Develop your people!• Assess sellers against this

competency model!

• Help! Handle this customer issue!

• Help, I need pricing!


Agenda






Four Types of Activities

• Issue Resolution

• Direct Selling

• Follow-up

• Personnel / Tracking Reports

• Emails/Voice Mails/ CRM

• Management Meetings

• Forecasting / Analysis

• Developing Sales Goals / Plans

• Coaching / Mentoring

• Staff / Team Meetings

• Joint Selling

Managing Salespeople

Managing Information

Direct Customer

Interaction

Administrative Activities


Individual Activity: How I Allocate Time…

Analyze how you allocate your time across those types of tasks


High-Level Categories of Management Effort

Managing Sellers


Direct Customer

Interaction



Categories of Time Allocation

Percent of Time

Hours / Week

Managing Sellers 32.1% 16

Managing Information 26.1% 13

Direct Customer Interaction 23.2% 11

Administrative Activities 15.1% 8

Other 3.5% 2


Individual Activity: Rank These for Impact

• Managing Sellers

• Managing Information

• Direct Customer Interaction

• Administrative Activities


Other






Direct Customer Interaction




The Most Important Thing…



Direct Customer

Interaction


And, Within Your Control…


Activity Debrief: Time Allocation Analysis

• What were some of your biggest gaps between the importance and the time you allocate to each role?

• What are some of the potential impacts to team performance?

• What are some of the barriers to allocating more time to the important activities?

Q:


Agenda






A Week in the Life of a Sales Manager

Mon Tue Wed Thu Fri

8:00Prepareforecast

Block for field day with Joe

Team call

10:00One on One - Ed

One on One - Jose

One on One – Siri

12:00

2:00Managermeeting – 30 day pipeline

Review resumes for open slots

Block forinterviews

4:00

Outlook calendar on the previous Friday


Table Activity: A Week in the Life…

• Review the sales manager’s weekly activity log in your handout

• Discuss the questions in your handout with your table mates


Activity Debrief: A Week in the Life…

• What observations do you have about the manager’s time allocation?

• Which activities do you believe the manager had some control over to spend time differently?

• How would you coach the manager to improve the effectiveness of his/her time allocation?

Q:


Ad Hoc vs. Formal

Ad hoc

• Unscheduled

• Unpredictable

• As needed

• Focuses on the urgent ‘hot opportunities’

• Issue-driven

• Promotes dependency

Formal

• Scheduled

• Predictable frequency

• As desired

• Focuses on the important ‘potential opportunities’

• Agenda/potential driven

• Promotes discipline regarding approach


Does Formality Matter?

2011 Sales Performance Optimization Report,

CSO Insights

www.csoinsights.com

Ad Hoc

Processes

16%

Informal Processes

44%

Formal Processes

24%

Dynamic

Processes

16%


It Sure Does

2011 Sales Performance Optimization Report,

CSO Insights

www.csoinsights.com


And How About Sales Coaching?

2013 Sales Management Optimization Report,

CSO Insights, www.CSOInsights.com

Left up to Manager

46%

Informal28%

Formal26%


A Theme Emerges

2013 Sales Management Optimization Report,

CSO Insights, www.CSOInsights.com

45.7%53.1%

86.9%

25.7%

62.4%

95.1%

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

% of Managers in Study % of Reps Making Plan % of Overall PlanAttainment

Up to Manager Informal Formal


The Culture of Dependency

• Sales Manager

• Seen as the subject matter expert

• Provides extensive direction to sellers

• Seller

• Does not feel confident making their own decisions

• Relies on their manager/coach for direction


The Impact of a Culture of Dependency

• Sales Manager

• Overwhelmed because working on so many deals

• Ego is boosted due to high need for manager

• Frustrated by sellers’ inability to think on their own

• Position is not scalable

• Seller

• Feelings of inadequacy and learned helplessness

• Constantly need to “check” with the manager/coach on direction

• Afraid to make decisions

• Ultimately leads to stunted development


Fostering Independence

• Set realistic expectations and ensure that everyone on the team understands them

• Resist the desire to take shortcuts by immediately answering seller questions

• Identify team leads for various areas of expertise that are important for the sales team

• Develop critical thinking skills

• Establish a repeatable management process and adhere to it


Structure of the Conversation

So what do you want to talk about

today? Oh… I don’t know.


One on One Agenda Example

• YTD actual vs. quota

• Pipeline review & clean up

• Feedback – last week’s field day

• Call activity report review

• Prospecting – new messaging

• New hire buddy assignment

• Prep for Q4 performance review

10 min

10 min

10 min

10 min

10 min

5 min

5 min


Group Discussion

• What observations do you have about this manager’s agenda?

• Who benefits most from these topics?

• Where do you see opportunity for sales coaching within this one-on-one agenda?


Agenda






Table Activity: Immediate Application

• Discuss 1 to 2 takeaways that you can act on immediately

• How will you apply them when you get back to work?

© 2014 Vantage Point Performance. All Rights Reserved.© 2014 Vantage Point Performance. All Rights Reserved.35

QUESTIONS OR COMMENTS?


Thank you!

15-17 September, Atlanta, Georgia

Sales Force Productivity

Conference 2014

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