Marketing 377
WEEK 8
Show Up
Physically
Mentally
Spiritually
Objectives
• Dealing with Sales Managers• Time Management• Competitive Intelligence System
Dealing with Sales Managers, Time Management and Competition
Selling Power Mag
Sales Managers
• Past: Best Account Executives (AE) Selected
• Are Best AE’s the best managers?
• Majority receive no training
• Large percentage receive wrong training
• Some continue selling, others manage others to sell
Three Types of Managers
• Doer: One Responsibility…To Do the JOB Manage only their work!
• Doing Manager: Manage their work and others
• Managing Manager: Solely managing others’ work
• What’s Typical? ie…Role of Sales Manager?
Management Styles
• Drill Sergeant---Focus only on what is wrong
• Administrivia Manager---Focus on paperwork ie. call and expense reports
• Top Gun---Jump in taking over sales call
• Coach---Don’t do salesperson job rather lead, guide and train ex. Hire your manager!
Time of Sales Manager
• 33% Selling
• 33% Recruiting
• 33% Administrivia
Selling Admin Recruit
Sales Manager Function
• Guidance—Coach and Strategist
• Structure—Create system to
1. Enhance Efficiences
2. Ensure efforts focused on prioritized objectives
• Communication—Involvement in direction and focus of business
Two Critical Responsibilities
• Motivate People
• Guide Selling Process80% of revenue accrued from only 20% of customers
Time Management
• Plan next week this week or even a month out*Appear busy*Better chance customer has time in one week*Something to look forward to
• Set up territory Map
• Cluster your Tasks
• Start Early and Stay Late
There is nothing more There is nothing more exhilarating than to be shot at exhilarating than to be shot at without result.without result. Winston ChurchillWinston Churchill
Competitive Intelligence System
• Identify Competitors
• Evaluate Competitors
• Competitive Strategies
• Customer vs. Competitor Orientation
Identify Competition
• Number of Sellers - Degree of Differentiation
• Entry, Mobility, Exit barriers
• Cost Structure
• Degree of Vertical Integration
• Degree of Globalization
Evaluate Competitors
CompetitorCompetitorActionsActions
ObjectivesObjectives
Strengths &Strengths &WeaknessesWeaknesses
ReactionReactionPatternsPatterns
StrategiesStrategies
Balance
CompetitionCustomer
+ Fighter orientation+ Alert
+ Exploit weaknesses- Reactive
+ ID opportunities+ Long-run profit
+ Emerging needs & groups
Competitive Intelligence System Careerbuilder.com & Target
• Identify Competitors
• Evaluate Competitors
• Competitive Strategies
• Customer vs. Competitor Orientation
Presentation Reminders Week 10
1. Question Opening• Capture attention• Start listener thinking
2. Two Big Messages • Umbrella and important• Sensory Rich• What is the benefit/interest to listener?
3. Cold Closing• Summarize• End on strong, positive statement or recommendation
Final Slide and CRM
•CRM by 6pm last class
•Last SlideName Individual Total Team Event
TotalTotal
Carlito Brigante $175 $150 $325
Benny Blanco $100 $200 $300
Veruca Salt $300 $250 $550
Davie Kleinfeld $50 $50 $100
Team Blue Ambition
$625 $650 $1275