Over the years, we have observed that companies with highly skilled sales managers generate better performance and results from their sales people. The job of a sales manager is to monitor the activities that get results and spend time developing his or her team. Lack of strong sales management can negatively impact performance and morale. How many hours each week do you or your managers spend developing and coaching people? Top sales managers utilize the following best practices:

• Encourage pre-call planning and preparation to focus on quality calls
• Observe and coach sales calls
• Meet at least monthly to review prospect and target lists
• Set sales and service goals jointly with the team and monitor progress
• Conduct regular sales and service meetings
• Identify top customers and create a plan to expand and retain relationships
• Train the team in account development/sales
• Recognize superstars for achievements

Caution: Don't assume your best relationship officers or sales people will be effective sales managers. We often find that some people prefer to manage client relationships and customers and are not suited to leading a team. Give them a choice and assess their leadership abilities before assigning them a sales team. (Stay tuned to future issues announcing our "Behavioral Assessment and Preferences Profile" to help you identify and select the right people).

SALES TOOLS/TRAINING:

"Your private one-hour telecoaching sessions with each of my six branch managers has really paid off. They send me minutes of their sales meetings, monthly sales action plans and staff coaching evaluations. Four of them are ahead of goals for mid-year 03. Thanks for your help!"
                                   EVP, Midwest Bank

For information on private coaching, visit www.Barbara-Sanfilippo.com/coaching.htm. For onsite sales management training, visit www.RomanoSanfilippo.com. Finally for self-directed instruction, order my new twin-pack audio CD album, Best Practices of Top Sales Managers complete with handout to follow along. Great for sales meetings. Visit www.Barbara-Sanfilippo.com/products.htm 

RESOURCES: If you are looking for great tips and articles on sales and service to share with your team or publish in your own newsletter, check out Sales and Marketing Excellence. Call 1-800-300-3454 or visit www.eep.com. Each monthly issue is filled with cutting edge ideas to increase sales and customer relationships.

BOOK YOUR RETREAT OR RECOGNITION EVENT NOW: I facilitate senior management retreats to help you plan how to take your organization to the next level and speak at staff recognition events. For information on topics, demo video, etc. visit: www.Barbara-Sanfilippo.com/speaking.htm 

FOLLOWING ARE AVAILABLE DATES WHEN I'M IN YOUR GENERAL AREA:
Let's do a special program and save on discounted fees and prorated expenses. Email your tentative dates and request to Barb@RomanoSanfilippo.com.

August 26, 27, 28 - MN, WI, MI
September 9, 10 - AZ, CO
September 24, 25 - IO, NE
October 8, 9 - Northern CA
October 14, 15, 16 - WA, OR, ID
October 23, 24, 25 - TX, TN, FL
October 28, 29, 30 - NY, PA, IL

Thanks!
Barbara Sanfilippo, CSP, CPAE
1-877-ISUCCEED
Barb@RomanoSanfilippo.com
www.Barbara-Sanfilippo.com 

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