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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
ADVERTISING ENQUIRIES /
Phone Alastair on 09 551 0607 or email
ADDRESS / NZ Sales Manager, C/- Espire
Media, PO Box 99758, Newmarket,
Auckland 1151, NZ
WEBSITE / nzsalesmanager.co.nz
IssN 2230-4762
MicrosoftDynamics CRM
Gold Customer Relationship ManagementSilver Independent Software Vendor (ISV)Silver Learning
NZ salEs maNagEr WoUld lIKE To aCKNoWlEdgE THE sUpporT of oUr maJor parTNErs
EmpowEring SalES managErS. growing SalES.CongraTUlaTionS
Congratulations to paul Steer of Unilever winner of the exclusive 12 month SalesStar management programme, valued at $12,000! Developing today’s Sales managers into tomorrow’s sales leaders.
The SalesStar Management Programme provides a perfect platform for new and existing Sales Managers to enhance their current knowledge and learn sales management best practice to accelerate sales revenues. This is a comprehensive programme that provides a blended learning approach with practical workshops, online learning and on-going support. Click here to learn more!
level 5, 3 City road, auckland
T: + 64 9 524 0999 E: [email protected]
www.salesstar.com
GET IN TOUCH:
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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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
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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you make the sale”
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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
09 362 0784
.
Enjoy nZ SalES
ManagEr?Check out these other great Espire E-Mags
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ISSUE 6 March 2011
// Working the jigs
Unlocking the Secrets of
Rarotonga//
www.nzfisher.co.nz
nZ FISHEr
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www.nzphotographer.co.nz
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!
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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
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Visit us at www.rightfitrecruitment.co.nz
Call Colin Quinn on 021 832 209
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• Hire better salespeople
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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?
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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
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• Sales Training
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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.”
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‘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
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