How do you keep your attitude in tip-top shape, no matter what's going on? Maintain your passion, increase your satisfaction and meditate on your purpose. Here are some questions to ask yourself to keep things moving in the right direction: onward and upward!

 

 

1.         MAINTAIN YOUR PASSION

a.       Do you basically love what you do?

b.       Do you do it for your own reasons?

c.       Have you become immersed in your job and your industry?

d.       Do you constantly find ways to upgrade your skills?

e.       Do you have fun?

2.         INCREASE YOUR SATISFACTION

a.       Do you seek to expand your personal experiences and horizons?

b.       Do you work at finding mentors and thus learn from them?

c.         Do you listen to yourself?

d.       Do you read motivating, stimulating subjects?

e.       Do you explore new areas and willingly accept new challenges?

3.         RETHINK YOUR PURPOSE

a.       How much time do you take for self-management?

b.       Have you clarified your primary purpose (both personal and career)?

c.         Is your life reflecting your values and priorities?

d.       Do you have a personal mission statement?

e.       Do you celebrate your uniqueness?

1.   Sell the Salespeople

Give them what they want which is:

2. Verify salespeople have their room arrangements, traveling cash, and first day's per diem, in their hands before departure.

a) Crew Leader handles all issues on the trip. No worries

b) Load product.

c) Supply and help with paperwork.

d) Handle any problems salespeople may have.

The crew leaders ’ sole purpose is to keep the Salespeople working every production hour.

3. Have a definite departure time and date.

4. Stated "Rules of Conduct" while on the trip.
  To be explained to and accepted by all Salespeople.

Reveille:                                             6:30AM

Production hours:               7AM to 5PM. Training Consulting:                         5PM to 7PM Salespeople Free hours:       7PM to 10PM

Lights Out:                             10PM

From 7AM to 7PM the salespeople are under full authority of crew leaders, except in obvious Headquarters matters. From 7PM to 10PM the salespeople are on their own free time.

Daily logs will be maintained by salespeople and seriously reviewed and analyzed by crew leaders. Salespeople will turn in daily logs at end of work. Salespeople who do not make a sale will pitch the crew leaders. Crew leaders will pair Salespeople with Closers.

Salespeople must behave professionally during production hours and on Hotel property. Infractions will be penalized.

5. Crew leaders will be available to Headquarters 24 Hours. Crew leaders will follow all orders, rules, systems, methods, etc. of Headquarters. Crew leaders will make "Field Decisions" only.

 

1. Identify an opportunity to help someone expand on his or her skills, knowledge, and abilities.
Coaching is a chance to help someone enhance his or her performance and add value to the organization. Sometimes, people may ask you for coaching, but don't wait for that to happen. Learn to identify coaching opportunities and act on them at any time.
2. Confirm that the person is ready for coaching.
Before coaching, make sure the person is open to it. If the person seems hesitant, you might try explaining the benefits, but don't insist on coaching someone who simply isn't receptive.
3. Ask questions and offer information to clarify the situation.
Much of coaching involves helping people clarify situations in their own minds. Often, the best way to do this is by asking questions that encourage them to think through the situation aloud.
4. Help the person identify possible actions.
The best coaching enables people to think and act on their own. As you help someone identify immediate actions, you're also preparing the person to work through similar issues without your help.
5. Gain agreement on a course of action.
In coaching, you help someone plan how to handle a situation. To be certain that the session results in positive action, help the person develop an action plan for how to proceed.
6. Offer your support
The ultimate goal of coaching is to enable a person to act independently. Most people need reassurance and support before they can reach that goal. As a coach, you need to let the person know you're available to give further assistance—or further coaching—when it's needed.

Nevertheless, there are 10 basic qualities that all good sales managers possess. Most can be learned. Here they are; check those you possess.

1. You like people. We hope you already have this quality! (If you don't, you may as well stop here.)

2. You are well organized. Organization is the foundation of everything that you do successfully in life.

3. You have a sense of commitment. Until one is committed, there is hesitancy, doubt and always ineffectiveness.

4. You have a strong desire for responsibility. Since you will be judged on results, you know you are responsible for the results of your sales team. And you wouldn't have it any other way.

5. You are persistent in the pursuit of your goals. Recognize the value of persistence. Former U.S. President Calvin Coolidge said, "Nothing in the world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent."

6. You bring out the best in people. The German philosopher Goethe explained this succinctly when he said, "If I accept you as you are, I will make you worse; however, if I treat you as though you are what you are capable of becoming, I help you become that."

7. You have tolerance. You understand the art of being human includes allowing people to grow by learning through "mistakes." In reality, you realize there are no "mistakes"—only steps to mastery.

 8. You are flexible. New situations call for different actions over time. You need to know when to direct and control and when to follow and discover.

 9. You engage in self-analysis. In a survey, one-third of sales people interviewed were dissatisfied with their manager. Have the guts to accept feedback, and be willing to listen. Along this line, ponder the words of Sigmund Freud: "Work is man's strongest tie to reality.”

10. You have enthusiasm. All the studies done by the Dale Carnegie organization indicate

Today organizations are working with smaller budgets and fewer people. At the same time, customer expectations are increasing. In this environment making the best use of all employees' skills, knowledge, and abilities is more critical than ever before.

To meet this challenge, many organizations are redefining and expanding the role coaching plays in helping to meet organizational goals. Coaching is no longer a ritual that only managers carry out during scheduled performance reviews and appraisals. Instead, it’s seen as a way for everyone in the workplace to work with, motivate, and support one another—both within and across functional lines.

The goal of coaching is not to provide direction, but for employees to work together to help one another find direction. To accomplish this goal, employees must take on greater personal responsibility in the workplace— not only for their own performance, but also for the performance of others. Instead of saying, “That's not my job," employees must find opportunities to help others:

•         Gain confidence in their own abilities

•         Analyze problems and find solutions

•         Set goals

•         Think of a better approach to their work

•         Find new ways to apply their skills

•         Sort through their fears and concerns

•         Find ways to overcome obstacles

After all, the security of your job may ride on how well others do their jobs. Each employee's success depends on the organization's success—and for the organization to thrive, everybody has to be a coach.

I need       sales to make my weekly goal.
I need a weekly dollar sales volume of $      
I need a monthly dollar sales volume of $     .
My closing average is       % (be conservative).
I need to see       prospects a week to reach my goal.
I need       new leads a week from my company.
I need       new leads a week from my activities.
I must spend     hours a week generating new leads.
I must make     mail outs per day (to new contacts).
I need       solid appointments per day.
I must make     follow-ups per day.
I need       total prospects in my pipeline (backlog).
I must draft     proposal/contract per day.
I must make     sale(s) per day.
I must get     * reorders.
I need to attend     networking events per month.
Become an active member of     associations/clubs.
I must spend     minutes a day on my attitude.
I must spend     minutes a day educating myself.
I must spend     minutes a day on one major goal.
I must be prepared to do business at all times.

Is it more important for a manager to be…

  LIKED

TRUSTED

FEARED (The fear of letting a good man down)

RESPECTED

ADMIRED

Perhaps more than any other line manager, sales managers are concerned with a range of management activities

How do you keep your attitude in tip-top shape, no matter what's going on? Maintain your passion, increase your satisfaction and meditate on your purpose. Here are some questions to ask yourself to keep things moving in the right direction: onward and upward!


1.       MAINTAIN YOUR PASSION
  a.       Do you basically love what you do?
  b.       Do you do it for your own reasons?
  c.       Have you become immersed in your job and your industry?
  d.       Do you constantly find ways to upgrade your skills?
  e.       Do you have fun?
2.       INCREASE YOUR SATISFACTION
  a.       Do you seek to expand your personal experiences and horizons?
  b.       Do you work at finding mentors and thus learn from them?
  c.       Do you listen to yourself?
  d.       Do you read motivating, stimulating subjects?
  e.       Do you explore new areas and willingly accept new challenges?
3.       RETHINK YOUR PURPOSE
  a.       How much time do you take for self-management?
  b.       Have you clarified your primary purpose (both personal and career)?
  c.       Is your life reflecting your values and priorities?
  d.       Do you have a personal mission statement?
  e.       Do you celebrate your uniqueness?