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DR WILFRED MONTEIRO (www.synergymanager.net) is India’s nationally acclaimed stalwart in the HUMAN RESOURCE MANAGMENT FIELD He is the fournder of META+COACH - the definitive model for executive coaching and mentoring for business scions and young entrepreneurs &a wide range of business professional like lawyers, architects, chartered accountants.technocrats etc. His coaching sessions have help people to find their & DEFINING MOMENTS at life and work. He has fostered THOUGHT LEADERSHIP through over numerous public seminars and conferences organised by India's leading Chamber of Commerce D He is a advisor to board of directors and a keynote speaker for international seminars & conferences

Wednesday, May 2, 2018

the gist of a address at the inuagural of a sales conference of a pan india multinational




SIX KEYS FOR CAREER GROWTH : 

FROM SALES FRONTLINER

 TO NATIONAL SALES MANAGER


(the gist of a address at the inuagural of a sales conference of a pan india multinational )

 

  

KEY ONE; BELEIVE IN YOURSELF

The Self Doubter: A sales rep that sees and believes everything they do is wrong. These frontliner are extremely challenging to coach. If you provide direct feedback it may be met with “I already do that” or reasons why they don’t. The Self Doubter perceives any critiquing as weakness and personalizes it as confirmation that they are doing a horrible job!
 
The trick with this type of individual is to lead them through a process of self-discovery and improvement. By asking them a series of questions you can guide them through a process of self-awareness that will lead to an “ah ha” moment. This breakthrough may seem labour-intensive, but the payback is a stronger rep and increased performance.
 
 
KEY TWO: Proactively Manage your Boss
 Your boss is no different than you. All bosses want to know two things: one, that you know what your issues are and, two, that you are doing something about them. Put yourself in your boss’s shoes. S/he has enough to worry about. If your boss is spending time wondering what you are doing about your issues than they are really questioning  whether  you  are  effectively doing your job.
 
Before your boss figures out your issues, communicate and demonstrate that you have a plan to proactively address them yourself. Remember, the best defence is an offence.
 
 
KEY THREE: Manage Your Own Motivation
 Welcome  to  management.  As  a  rep  you  lived  in  a highly supportive environment. In management the environment is less supportive and filled with stress. It is incumbent on you to stay inspired so you can inspire your sales people. The word inspiration comes from the Latin word “spiarae” which means to breathe, to live. I have found that there are many ways to keep oneself motivated. You can read a leadership book or take a leadership course. Make sure you take care of yourself, take mental health days, exercise and eat well.
 
Regardless which options you choose, it is essential that you stay inspired because your people need your energy as a source of motivation.
 
 
KEY FOUR : LET YOUR ATTITUDE LEAD YOU
 
OK, you have two candidates that you really like. One knows the products, customers and the industry. The other candidate is passionate, driven and eager to prove them selves. The easy answer for a busy manager is to hire the sales rep that comes with all the experience. But have you  thought  about  what  else they bring  to  the table? Have you considered the infamous industry baggage?
 
The experienced rep may be easier on the manager for the first 6 months whereas the driven rep will have a slower start, but in 6 months he/she will likely have achieved better sales. Hire attitude over aptitude!
 
 
 
 
KEY FIVE : COMMIT AND SWEAR BY YOUR PERSONAL GOALS
 
To increase the chance that your sales frontliner will achieve a goal they have set for themselves it is critical to have them commit their plan to paper, write it down! When people put pen to paper it has two key benefits. Firstly, they have thought out what specific activities/steps they need to do to achieve their goal(s) and secondly the process of writing crystallizes in the brain what they intend  to  do.  This  speaks  to  commitment.  With  a written commitment the sales rep takes ownership of the outcome.
  
KEY SIX: SHARPEN YOU SELLING TECHNQIUES AFTER EVERY SALES CALL
 
Time and time again I have seen it. Sales frontliner going through  their  daily  activities  like  robots.  They  have little impact on each call, they just show up and expect the business. I call this “failure to impact syndrome.” It is contagious and can spread throughout an entire sales force. It works as long as the business grows. Everyone gets high fives and there is no need to dig any deeper.But what happens when sales are down and senior management starts  asking questions?  Sales  managers struggle to come up with the answers and frontliner get nervous.The cure: Get out in the field and inspire your frontliner to be innovative.SO IN THE FINAL ANALYSIS EVERY SALES MANAGER IS A SALES COACH


 


with best compliments

Dr Wilfred Monteiro

the meta+coach