Journey of

Sales Man
to a Sales Manager
AMAR BIR SINGH
How Did Things Change?
Sales
Executive


Manager






How role changes
Sales executive
Responsible for his
own work
Manager
Responsible for getting
work done from his
people
Role of Manager

Men
Money
Material
Time
Territory

To Manage
How can you do it ?

Plan: Which market/customer to be
covered
Organize: How each market , customer to
be covered
Monitor: See that is your people working
as per beat plan
Correct: Deviations from plan
Responsibility of ASM
Achieve sales objective of his area
To build a winning team out of his team
mates
Ensure implementation of strategy
Motivate team members
Provide on the job guidance through
demonstration
Work with team members in the field
to evaluate how they are working and



Check reports of team members






Responsibility of ASM
Train and guide team members

Plan work of his team members

Organize work of team members

Make corrections if required

Maintain Relationship with key customers



Skills required for managers

Skills required for managers are different from
skills required as sales person


Management Skills at Various
Levels

Conceptual

Human


Technical
SKILLS NEEDED
MANAGEMENT
LEVELS
TOP
Management
MIDDLE
Management
SUPERVISORY
Management
Purpose of joint field work
To know how
Your people are
working
To provide on the job
training
To help him to tackle
difficult customers
To boost moral of ASO/
ssm
To identify Key
Customers
Build relations with key
customers
Know the impact of
marketing strategy
Know competitors activity
To know what customer
actually needs
To motivate people
How to do joint working
Inform your people well in advance, so that
they are prepared, this will improve their
efficiency

Let him do the first call, don't disturb him at all,
you will come to know his natural way of
working

Do the next call yourself to demonstrate how
he should be working
How to do joint working


Allow him to work dont substitute his work
offer him tea/cold drink in between the work to
refresh his energy levels

Ensure coverage of all customers of beat are
covered without fail otherwise you my
miss them for entire month


How to do joint working

Dont discuss negative things with him during
calls, don't discuss sales with him during calls,
only put sales efforts, discuss how to improve
next call

Motivate your people during the calls because
only if they are motivated they will produce
better result, appreciate him for good orders
booked by him
How to do joint working
When you have finished the joint work ,sit
some where, take him for tea and do a
post call analysis, what was good and
praise him on the spot
How to do joint working

Discuss what was the improvement area and
how he can improve it

Discuss sales performance (end of the day)
till date and balance to be achieved and how
he is going to achieve the month

Always Leave your people
Motivated

when you leave the sales person he should be
motivated so that he work with better skills he
has learned from you for rest of the month.

Never leave your sales person demotivated,
this will spoil his efficiency for many days


Leave your people
motivated


Your success depends on how your people
work in your absence than how they work in
your presence
Understand Your Team
Members


Each member of team is different

They have different strengths and different
weakness

They have different motivating factor

They have different likes and dislikes
Understand Your Team
Members

Combine the strength of each one your area
becomes full of strengths

To combine them you have to build a team

Remember your job is not to catch people doing
wrong things and punish them, your job is to
identify weakness, mistakes and correct

How to Motivate People ?
You can only find out what motivates them
and help them to achieve

Use tools available to for motivation-like
incentive, career growth ,recognition

One of the major responsibility of a manger
is to motivate people
How to build team ??



To build a team out of team members a
manager needs to be a good leader

Who is a leader ???

You are a leader if you can influence your
team members to follow you willingly to work
towards achieving target of your area
You are a leader if your team members can
approach you any time without fear, be open
with you and look forward to solve their
problems

You are a leader, if they accept their mistakes
before without fear, and believe that you will
help them to correct their mistake

You are a leader if you people follow you blindly

Retaining people
Retaining Good people is major responsibility of
managers
People work for BOSS not for the company

70 % of the people who leave they leave because of
the BOSS not because of the company

For an employee his immediate BOSS is the company,
because he lives in the environment created by him.

Hire the Best.
It is not often true that applicants, who look
like they can sell, can actually sell.
Your success depends on right selection of
sales person
See that candidate has right attitude
See his market experience
See that he has a vehicle
See that he is good in calculation
See that he is computer literate
See that he is not a job hopper
What makes you win ?

It's not the will to win, but the will to prepare
to win that makes the difference
It is the team work which makes you win

Final lesson
Remember you will be successful
as a sales manager when your
team wants you to be successful

So build a team out of your sales
force, and establish your
leadership and you will be a
Successful Sales Manager