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Short and sharp, NZ Sales Manager is New Zealand’s e-Magazine for sales professionals and is read by thousands of high performing business people throughout New Zealand and the world each month.
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1 / www.nzsalesmanager.co.nz NZ SALES JUNE 2012 ISSUE 61 NZ’S E-MAG FOR SALES LEADERS Sales Management Myths Reprogram yourself for sales success Sales role design, personality and job satisfaction Cure boring body language! Learning from objections
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YOUR VALUE PROPOSITION

1 / www.nzsalesmanager.co.nz

NZSALESJUNE 2012 IssUE 61

NZ’s E-mag for salEs lEadErs

Sales Management MythsReprogram yourself for sales success

Sales role design, personality and job satisfaction

Cure boring body language!

Learning from objections

www.nzsalesmanager.co.nz / 2

CoNTENTsTHIs WEEK's mUsT rEad

salEs maNagEmENT myTHs

Don’t let them distract you

salEs rolE dEsIgN, pErsoNalITy & Job saTIsfaCTIoN

Sales industry research project

rEprogram yoUrsElf for salEs sUCCEss

A DIY strategy

booK rEVIEW

What got you here won’t get you there – in sales

QUICK fIx

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

TWo mINUTE Top-Up

borINg body laNgUagE?

A 5 step cure

aUCKlaNd CITy CENTral groUp for salEs profEssIoNals

CalENdar

marKETplaCE

THE ClosE

6

8

10

14

15

16

18

19

20

22

3 / www.nzsalesmanager.co.nz

THIs WEEK's mUsT rEad

salEs maNagEmENT myTHs

Don’t let them distract you

salEs rolE dEsIgN, pErsoNalITy & Job saTIsfaCTIoN

Sales industry research project

rEprogram yoUrsElf for salEs sUCCEss

A DIY strategy

booK rEVIEW

What got you here won’t get you there – in sales

QUICK fIx

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

TWo mINUTE Top-Up

borINg body laNgUagE?

A 5 step cure

aUCKlaNd CITy CENTral groUp for salEs profEssIoNals

CalENdar

marKETplaCE

THE ClosE

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www.nzsalesmanager.co.nz / 4

from THEEdITor

In our lead article, Paul

O’Donohue explores

some of the myths of sales

management. Many of these are

still held true, and as Paul points

out, they only serve to distract

sales managers from their goals.

Another myth I hear is that you

can’t teach someone to be a

sales manager. Indeed, many

companies do not train their sales

manager. Maybe they believe

this myth, or maybe because

the person can sell it is assumed

that as a sales manager, they

will simply pass on their ways to

everyone else in the team.

Maybe they think the combination

of sales training + management

training = sales management

training. Management training

does not explore the myths

described in Paul’s article, so the

equation does not work.

Whatever the reason, all are

mistakes. If you are employing

new sales managers, do them

(and yourself) a favour. Don’t

leave it to myths and instinct,

but ensure they are educated

in the practice of professional

sales management.

Please take a moment to

complete the survey for the

sales industry research project

(see page 8). Your participation

will assist in broadening the

knowledge base available to sales

professionals in New Zealand.

Happy selling

paul

ABOUT /Short and sharp, New Zealand

Sales Manager is a free e-magazine

delivering thought provoking and

enlightening articles, and industry

news and information to forward-

thinking sales managers, business

owners and sales professionals.

EDITOR / Paul Newsom

ART DIRECTOR / Jodi Olsson

GROUP EDITOR / Trudi Caffell

CONTENT ENQUIRIES /

Phone Paul on 04 586 4733 or email

[email protected]

ADVERTISING ENQUIRIES /

Phone Alastair on 09 551 0607 or email

[email protected]

ADDRESS / NZ Sales Manager, C/- Espire

Media, PO Box 99758, Newmarket,

Auckland 1151, NZ

WEBSITE / nzsalesmanager.co.nz

IssN 2230-4762

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www.nzsalesmanager.co.nz / 6

1By Paul O’Donohue

SALES MANAgEMENT MYThSDon’t let them distract you

mUsT rEad

Sales management myths

get perpetuated and

circulated in the sales

world to create problems and

foster a sense of insecurity and

under-accomplishment in other

sales personnel. These myths

defy logic and reasoning but still

are firmly held as convictions in

the majority of the sales forces

worldwide. Here are some of the

myths about sales management

that create more problems than

they solve:

salEs maNagEmENT Is all aboUT NUmbErs - This myth

implies that sales management means simply having the sales figures

meet the targets and projected sales. These target numbers have

been reached by keeping track of past performances and using

complex formulae which may not have any connection to the current

market situation. Sales personnel push towards these figures, and if

they do not achieve targets, live with fear and de-motivation. Actually

sales management is more about managing sales activities, checking

their effectiveness, and pushing for improvements of activities rather

than individuals. Sales people have to be encouraged and motivated

so that they can work without fear. This positive push will help them

achieve more than the target numbers.

7 / www.nzsalesmanager.co.nz

mUsT rEad

paul o’donohue works with business owners and sales managers to provide sales intelligence, support, people and tools to dramatically increase sales revenue and win market share. To find out more visit www.salesstar.com

moralE Is boosTEd WITH HIgHEr salEs – Though higher sales

will boost morale temporarily, it may not improve the happiness

quotient of the sales force. Businesses need to keep their sales force

happy and their morale up and higher sales will naturally follow. To first

see higher sales and then give rewards to boost morale may be a short

term approach. Sales teams must have an encouraging and stimulating

work environment and must be well informed about their product to

be effective and sell more.

THE salEs maNagEr Has THE aNsWErs WHIlE salEsmEN JUsT

HaVE To aCT - Sales management is as much about sales as about

nurturing the sales force, making them think, learn and understand

the sales business with depth, to be able to give it their best. When

managers answer questions in front of the client, the salesperson has

been deprived of an opportunity to think and develop their skill in the

field. Being able to think on your own and come to a result is better

learning than having it tossed by a superior. The manager’s job is to

train people to sell better, not to ensure high sales themselves.

sETTINg goals IN TErms of QUaNTITIEs To sEll - when the top

management fixes targets for individuals, it is actually setting limits beyond

which employees do not need to work. The idea of sales management, on

the contrary, is to get the best out of their sales people and help them do

better, which will benefit the company in terms of higher sales.

THE salEs maNagEr Is THE bEsT salEsmaN - Companies give

the top sales management posts to their best salesperson thinking the

whole team will sell better. The manager actually has to manage their

team more than the sales figures. He has to train the team to sell better

and not sell themselves, and help them forge relations with customers.

salEs maNagEmENT Is basEd oN CommoN sENsE - This is not

in the least true since sales management requires multiple skills which

involve quick thinking and analysis, managing people, multitasking,

and many other qualities.

Sales management myths should be considered and then basically

ignored, they will only serve to distract you from your goals. ■

Sales management myths get perpetuated and circulated in the sales world to create problems and foster a sense of insecurity and under-accomplishment in other sales personnel. These myths defy logic and reasoning but still are firmly held as convictions in the majority of the sales forces worldwide.

www.nzsalesmanager.co.nz / 8

What role characteristics can

make work exciting and/or

engaging for salespeople? How

does alignment between role

characteristics and salespeople’s

personality influence job

satisfaction?

The University of Waikato’s Chris

Liddell is seeking to help answer

these questions in his Masters

Thesis research.

Salespeople lay the financial

foundation on which organisations

base operations, they are a critical

factor in successful organisational

function. Chris’s research

recognises the importance of job

satisfaction to the performance

of individuals and teams working

in sales environments, as well

SALES ROLE dESIgN, PERSONALITY ANd jOb SATISfACTION Is there a link?

you are invited to contribute to this sales industry research project. your participation will assist in broadening the knowledge base available to sales professionals in New Zealand.

9 / www.nzsalesmanager.co.nz

SALES ROLE dESIgN, PERSONALITY ANd jOb SATISfACTION

as its links to the health and

wellbeing of salespeople. In his

research Chris has identified

five role characteristics that

potentially enhance salespeople’s

job satisfaction: skill variety,

task identity, task significance,

autonomy and feedback.

Skill variety refers to the degree

to which a job requires someone

to perform a wide range of tasks;

a role with high levels of skill

variety requires an individual to

utilise many different skills in

order to get the job done. Task

Identity is the extent to which

employees do an entire piece

of work and can identify with

the results of their efforts. Task

Significance refers to the degree

to which a job is perceived to

have a substantial impact on the

lives or work of other people.

Autonomy concerns the degree

to which individuals have a say in

scheduling their work and have

freedom to do what they want on

the job. Feedback concerns the

degree to which employees receive

information about how well they

are performing on the job.

While these role characteristics

potentially enhance job

satisfaction, the type of person

performing the role is an

important consideration. Research

suggests that some people

function markedly better than

others when high levels of the

aforementioned characteristics

are present in their work. To take

this into account Chris’s study

will also examine personality

factors in order to provide clarity

around the interaction between

salespeople’s personality and the

characteristics of their jobs.

Chris is collecting and analysing

survey data to investigate the

links between role characteristics,

personality characteristics and

job satisfaction. The survey report

(which will be summarised in NZ

Sales Manager) will show which role

characteristics are of a particular

importance in sales environments,

as well as how personality

interacts with role characteristics in

determining salespeople’s levels of

job satisfaction.

This will give you an indication

of how your sales roles’ can

be designed to enhance the

functioning and wellbeing of

your sales force, as well as

provide information useful in

identifying the types of roles in

which particular people are more

likely to thrive.

plEasE TaKE a momENT To ComplETE THE sUrVEy oNlINE NoW aT:

http://waikatopsych.eu.qualtrics.com/

sE/?sId=sV_9xZ6ikr9aatgyym

It takes under 15 minutes to complete. Instructions and

further information are online. Your participation will assist

in broadening the knowledge base available to sales

professionals in New Zealand.

If you have any questions about this research feel free to

contact Chris, email: [email protected]

www.nzsalesmanager.co.nz / 10

REPROgRAM YOURSELf fOR SALES SUCCESSA DIY strategy

Starting a career in sales is

an exciting moment filled

with hopes, opportunities

and, inevitably, fears. Being

a salesperson means putting

yourself out there and promoting

your product or service.

To some people this seems to

come naturally, but to a lot of new

salespeople, selling yourself can

feel a little daunting.

By Elena Kostyugova

It’s obvious that to grow your

sales you need to grow your

exposure, and that means facing

your fears and possible rejection.

Fear of rejection is the number

one fear among salespeople.

And fair enough, rejection is

emotionally painful. We are social

beings and we have a need to

be liked and accepted by our

peers. Rejection is tough to deal

with, but it simply is part of sales.

Many salespeople fail because the

fear cripples them from moving

forward in their career. Your fear

of rejection can be the biggest

obstacle to your success in sales.

Being an introvert by nature, I

dreaded the thought of having

to promote myself and my

business. Deep down somewhere

I had an automatic program

that was installed ‘god knows

when’ and was triggered every

time I thought about having to

put myself out there and sell. A

11 / www.nzsalesmanager.co.nz

REPROgRAM YOURSELf fOR SALES SUCCESS

simple act of picking up a phone

to call a prospect, meeting

new people and talking about

my business felt as dreadful as

going to the dentist. I had no

idea where my paralysing fear

was coming from, but I knew my

business was suffering and I felt

frustrated and stuck.

Luckily, being an NLP1 Master

Practitioner, I had all the tools to

deal with my fear, and it was time

for me to ‘eat my own cooking’. I

identified the thoughts that were

triggering the old program of

fear, and I changed them.

I’ve seen a lot of clients since,

and I’ve never met a person who

didn’t have a fear of rejection on

some level in some area of their

life. Most people do not know

where it comes from. Usually,

when I help my clients overcome

fear of rejection, we find that the

root of the problem goes way

back into the past, when they

were very young.

The most common scenario is

something painful happened

to them way back in the past,

and their clever subconscious

mind installed a ‘fight or flight’

program in response to this event

as a protection mechanism. Now,

every time a similar situation

happens it triggers that response

and they have no idea where it

is coming from. This program

might’ve been useful in the past,

but now that they are much older,

it’s being a nuisance.

If you want to deal with your

fear once and for all, I would

recommend finding an NLP coach

who can take you through an

emotional healing process, and

help you clear the root cause of

that emotion from your past.

1 NLP (Neuro Linguistic Programming) is a

revolutionary field of study that explains how

your mind works and how you can change your

thoughts and achieve your full potential. It was

developed in 1970’s on the basis of observing

how the most successful people in the world

achieve great results. NLP is often referred to as

the study of the brain and the study of success.

It’s obvious that to grow your sales you need to grow your exposure, and that means facing your fears and possible rejection. Fear of rejection is the number one fear among salespeople. And fair enough, rejection is emotionally painful. We are social beings and we have a need to be liked and accepted by our peers

www.nzsalesmanager.co.nz / 12

21Dashboard: Sales Performance Dashboard

P +64 9 550 5223 E [email protected]

T @magnetismnzwww.magnetism.co.nz

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If you want to have a DIY strategy

available to help you deal with the

fear as it comes up, here are two

simple steps you can take:

Identify the thoughts that trigger

your fear, and challenge them.

When the fear comes up observe

yourself, notice what you say to

yourself and what pictures you

make in your head just before it

comes up. You will notice that

certain thoughts and certain

images cause your tummy to sink.

For example, you are about to

make a phone call and you are

noticing that you say to yourself

one of these:

• “They are not going to like me.”

• “He is so busy, he might not

want to talk to me.”

• “They will probably never buy

my service”

• “What if they say NO?”

Elena Kostyugova is a mindset expert, specialising in confidence, motivation and personal and interpersonal communication. To find out more visit www.successinmind.co.nz

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These statements are neither

right nor wrong, they are just

some of the ideas you came

up with, and they are probably

the least useful ones in terms

of helping you feel good and

confident. Don’t accept these

ideas as true. Challenge them!

Talk back to them and find ideas

that feel better.

For example:

• “They might like me or they

might not, but if I don’t call them,

then I’m not giving any chance to

like me.”

• “If he is busy and cannot talk to

me, I can ask him when would be

a good time to call him back.”

• “I don’t really know whether

they will or won’t buy my service.

If I do not ask, then they definitely

won’t. If I ask, I might get a yes. I

guess it’s worth checking.”

• “I don’t like to hear ‘no’. But ‘no’

is the second best answer, because

not knowing where I stand is the

worst position to be in.”

Have fun playing with these.

Remember the only limits to your

sales success are the ones you

impose on yourself.

Be successful! ■

13 / www.nzsalesmanager.co.nz

Dashboard: Sales Performance Dashboard

P +64 9 550 5223 E [email protected]

T @magnetismnzwww.magnetism.co.nz

MicrosoftDynamics CRM Gold Customer Relationship Management

Silver Independent Software Vendor (ISV)Silver Learning

www.magnetism.co.nz

Sales CRM that works the way

you doClick Here

• Easy to follow up your prospects and customers

• Helps you close deals faster

• Tuned to your unique requirements

• Easily access information via mobile device

www.nzsalesmanager.co.nz / 14

WHaT goT yoU HErE WoN’T gET yoU

THErE – IN salEs

In What Got You Here Won’t

Get You There in Sales,

Marshall Goldsmith teams

up with two leaders in the field of

behavioural science—Don Brown

and Bill Hawkins—to identify the

16 most common sales habits

that damage relationships.

The authors provide simple-to-

use tools for maintaining and

leveraging quality personal

connections by doing something

much easier than learning new

behaviours: simply stopping bad

ones. Once you have identified

your mistakes, the book provides

you with good relationship-

building behaviours, such as

recruiting stakeholders, looking

into the future, and engaging in a

follow-up process. ■

authors: Marshall Goldsmithpublisher: McGraw-Hillprice: $17.89 from amazon.com

booK rEVIEW

15 / www.nzsalesmanager.co.nz

QUICK fIx

IT’s NoT WHaT yoU sEll, IT’s HoW yoU sEll.

QUICK fIx

LEARNINg fROM ObjECTIONS do you know the most

common objections you

hear? If you are listening

well, and customer focussed, you

should be able to recite them now.

Chances are there will only be

three or four.

Know it or not, you will have an

answer or response that you will

usually give to each objection.

Consider also what the responses

are. Now, give detailed attention

to both what is causing the

objection, and how you can

improve your response.

Improvement will come from

using better questions, not better

answers. You will reduce the number

of objections, and when they do

arise, you will resolve them sooner.

Objections give you the opportunity

to learn and improve. Take it. ■

www.nzsalesmanager.co.nz / 16

bORINg bOdY LANgUAgE?A 5 step cureBy Olivia Mitchell

Could your body language

be more expressive? Do

you inhibit your natural

body language when you’re public

speaking because of your self-

consciousness?

Or maybe you have been told (by

a well-meaning but misguided

person) that you wave your arms

around too much? As a result you’ve

shut down your natural gestures and

become stiff and boring.

The secret to curing boring body

language in public speaking is to

replicate the state you’re in when

you’re in an animated one-on-one

conversation. When you’re in that

state your gestures unconsciously

complement what you are saying

and give your message energy

and persuasive power and feel

more confident. And there is even

evidence that natural gesturing

makes you more fluent.

2 mINUTE Top-Up

17 / www.nzsalesmanager.co.nz

2 mINUTE Top-Up

1. EmpTy yoUr HaNds

Put down anything you are holding,

whether it be a pen, the remote or

your notes (once you are gesturing

naturally you can hold your notes

or the remote, but for the moment

they just make the task of freeing

up your gestures more difficult).

2. KEEp yoUr HaNds frEE

Holding your hands together,

putting them in your pockets,

or hanging onto the lectern will

stop you gesturing.

So where should you put your

hands? For the moment just let

them hang loosely at your sides

(this is a default position – this is

not where your hands will stay). I

know that this feels awkward. You

probably feel a bit like a gorilla!

But have a look at the photo to the

right… do most of these global

leaders look like gorillas? No. The

only one who looks awkward is

the one who doesn’t have his arms

hanging loosely at his sides!

Your hands will probably creep

together without you noticing.

When that happens,

immediately separate them

again. OK. We have got rid

of the barriers to expressive

body language. Now what?

3. TalK To oNE

pErsoN aT a TImE

When you are in a

one-on-one animated

conversation, your hands

naturally gesture. So kick-start

your hands into gesturing by

replicating that animated state.

Do this by looking at one person

and feeling in that moment that

you are just talking to them – and

to no-one else. At the end of a

phrase or short sentence, talk to

someone else in the audience.

But always be talking to someone.

4. moVE yoUr fEET

To enlarge your body language,

move your feet. You could for

example, move towards the

person you are talking to. The

larger body movement will free

up your body and will encourage

you to make larger gestures.

Follow these five steps and you will develop natural body language that will add energy,

engagement and persuasive power to your presentations. ■

5. Vary yoUr gEsTUrEs

Once you have opened up your

body language, check that you are

not making repetitive gestures.

Either ask someone to give you

feedback, or video yourself. In my

early public speaking days, I watched

back a video and saw that my most

common gesture was moving my

right arm from the elbow outwards

– like I was constantly opening and

closing a door. Once I was aware of

it, I caught myself doing it and was

able to change what I was doing.

Remove distracting and repetitive

gestures but don’t try and

choreograph what you are saying

with specific gestures. It will look

forced and unnatural.

HErE Is WHaT To do To dEVElop NaTUral, ExprEssIVE body laNgUagE

WHEN yoU arE spEaKINg:

Based in Wellington, Olivia Mitchell is an internationally-renowned presentation blogger at Speaking about Presenting. Olivia provides presentation training in New Zealand through Effective Speaking.

www.nzsalesmanager.co.nz / 18

aUCKlaNd CITy CENTral groUp for salEs profEssIoNals

You’re invited to a stimulating

networking group sales professionals

in Auckland’s CBD. Our aim is to

provide professional development through

collaborative learning, peer networking and

best practice techniques.

We look forward to meeting you!

TopICs for dIsCUssIoN arE:

o social media – Another great channel for

helping salespeople connect

o Time management

Thursday 28th June

7am – 8:30am

Rydges Hotel, 59 Federal Street, Cnr Kingston

Street, Auckland,

Free: No cost (just buy your own breakfast)

rsVp to renee daysh

[email protected] or

09 362 0784

.

Enjoy nZ SalES

ManagEr?Check out these other great Espire E-Mags

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nZ PHoTograPHEr

You are invited to the inaugural...

Auckland Central City Group for Sales Professionals

Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD.

Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.

Join us for the first event and help drive the future direction of the monthly group activities, discussion topics and objectives.

We look forward to meeting you!

Introducing your group facilitator Paul Brophy• Client Service Manager at Frog Recruitment Ltd• 09 362 0785 | [email protected]• Connect with Paul on LinkedIn or Twitter•

Wednesday 29th February 7:00am to 8:30amRydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland

Free: No cost (Just buy your own breakfast)RSVP to Renee Daysh by 22nd February

[email protected] or 09 362 0784

You are invited to the inaugural...

Auckland Central City Group for Sales Professionals

Here is your opportunity to join a new and stimulating networking group for sales professionals in Auckland’s CBD.

Our aim is to provide professional development through collaborative learning, peer networking and best practice techniques.

Join us for the first event and help drive the future direction of the monthly group activities, discussion topics and objectives.

We look forward to meeting you!

Introducing your group facilitator Paul Brophy• Client Service Manager at Frog Recruitment Ltd• 09 362 0785 | [email protected]• Connect with Paul on LinkedIn or Twitter•

Wednesday 29th February 7:00am to 8:30amRydges Hotel, 59 Federal Street, Cnr Kingston Street, Auckland

Free: No cost (Just buy your own breakfast)RSVP to Renee Daysh by 22nd February

[email protected] or 09 362 0784

19 / www.nzsalesmanager.co.nz

CalENdardaTE NamE plaCE CompaNy lINK

Tuesday 12 June Negotiating Skills Auckland scotwork www.scotwork.co.nz

Thursday 14 June to

friday 15 June

Key Account

Management

Wellington NZIm Central http://www.nzimcentral.co.nz/training/course.a4d?gCode=133

monday 18 June to

Thursday 21 June

Sales Management Auckland david forman http://www.davidforman.co.nz/Our-Programmes/Sales/Sales-Management.aspx

monday 18 -

Wednesday 20 June

FranklinCovey:

The 7 Habits of Highly

Effective People

Wellington david forman http://www.davidforman.co.nz/OurProgrammes/Personal-Effectiveness/Franklin-Covey-7-Habits-of-Highly-effective-people.aspx

Wednesday 20 June Business to Business

Sales Accelerator

Auckland Zealmark

group ltd

http://www.zealmarkgroup.co.nz/

profile_Business_to_Business.php

Wednesday 20 June

to Thursday 21 June

Essential Sales

Fundamentals

Auckland NZIm Northern http://www.nzimnorthern.co.nz/wa.asp?idWebPage=16885&idDetails=118

Thursday 21 June Sales Management Forum

- How To Lead Your Team

To Win … Consistently

Auckland salesstar.com https://secure.zeald.com/starbusiness/Services/Sales%20Management%20Forum?mv_pc=575

Thursday 21 June Sales Training Seminar Auckland Top achievers

sales Training

www.topachieverssalestraining.co.nz

Thursday 21 June Sales Force Launch Auckland Zealmark

group ltd

http://www.zealmarkgroup.co.nz/profile_Foundations_of_sales_Success.php

Tuesday 26 June -

Wednesday 27 June

Advanced

Negotiation Skills

Wellington NZIm Central http://www.nzimcentral.co.nz/training/course.a4d?gCode=331

Tuesday 26 June Sales Training Seminar Wellington Top achievers

sales Training

www.topachieverssalestraining.co.nz

Thursday 5 July -

friday 6 July

Sales Management Wellington NZIm Central http://www.nzimcentral.co.nz/training/course.a4d?gCode=259

Tuesday 10 July -

Wednesday 11 July

Consultative Selling Auckland salesstar.com https://secure.zeald.com/starbusiness/Services/Consultative%20Selling?mv_pc=622

JAMIE FORD Keynote & Motivational Speaker

• Mental Toughness

• Optimism & Resilience

• Sales & Sales Management

• Positive Leadership

Speaker for University of Auckland, Canterbury Crusaders, Australian Institute of Management, and as heard on RadioLive, Newstalk ZB & more!

Talk to Jamie about your next speaking engagement on 09 414 2942 or visit www.foresight.co.nz for info

Love fishing?

NZ Fisher - it’s free!

Simply visit www.nzfisher.co.nz

to get a copy of NZ Fisher

delivered straight to your inbox monthly!

Speakers & facilitators

Looking for an experienced, energetic and entertaining speaker for your next conference, team building or corporate event?

Call Paul Kernot on 027 2488 955 or email [email protected] to discuss your needs.

Selling • Goal Achievement • Personal Effectiveness

Seminar, Conference &

Training Venues

MARKETPLACE

21 / www.nzsalesmanager.co.nz

Visit us at www.rightfitrecruitment.co.nz

Call Colin Quinn on 021 832 209

today!

• Hire better salespeople

• Manage sales staff more effectively

• Understand your customers motivators

Call 0800 333 668 today for a free sample report!

Extended DISC Sales Person Assessments

extendeddisc.co.nz

Consulting, Training & Recruitment

Do you own a business and want to grow sales?

Click to see >>> what we do! www.onnxx.com

SALES & MARKETING and General Recruitment Specialists. Insurance / Print / Media & Advertising / Telco & IT Fashion / Building & Construction / Manufacturing Retail / Freight & Logistics / Business Services

Lisa Baggaley Director

Ph: 09 815 8444

Email [email protected] or visit us at www.kingsrecruitment.co.nz

Are you a photographer? Get NZ Photographer for free!

Simply visit www.nzphotographer.co.nz to get a copy delivered straight to your inbox monthly!

• Sales Training

• Sales Recruitment

• Sales Assessments

• Sales Process

Empowering Sales Managers. Growing Sales.

Call us on 09 524 0999 to discuss your sales goals or get in touch with us online!

Looking for Sales Professionals?

Specialists in the recruitment of ICT Sales Professionals

Whether you need to hire a sales professional, or are in sales and looking for your next move, contact Hamish at Manpower Professional for a free confidential discussion. Contact Hamish Haggie:

Click here to send me an email Click here to find me on LinkedIn Or phone me on 09 379 2333

Strategic tailored in house sales training and consultancy.

Phone +64 3 351 5078 Email [email protected]

Web www.alllinks.co.nz

Testimonials Available!

“We can help you lift the sales performance of your business.”

www.nzsalesmanager.co.nz / 22

Located everywhere you do business,Quest Serviced Apartments truly offer a home away from home, providing fl exible accommodation options and an exclusive fi xed single rate programme for Rev Sales members. Business can change day to day,but your travel costs don’t have to.

Call 0800 944 400 or visitwww.questapartments.co.nz

We’re extending ournetwork, so you can too.

Your perfect travel companion.l i

Serviced Apartments

23 / www.nzsalesmanager.co.nz

‘Nothing can stop the man with the right mental attitude from achieving

his goal; nothing on earth can help the man with the wrong mental attitude.’

- Thomas Jefferson

THE ClosE

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!


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