Consider the following

You are an American sales person starting out on an overseas business trip, following events occur.. In England you phone up a long term customer and ask for early breakfast business meeting. In Paris you invite business prospect for dinner and greet them by asking him to call you just by your first name In Germany you arrive ten minutes late for an appointment. In Japan you bow to the host three times and when he hands business card you put it in pocket without reading How many orders you are likely to get?

Now look

Business entertainment is done at lunch than breakfast or dinner People dont like to be addressed by first names with strangers. Punctuality is must. There are different standards of who bows to whom and how many times, when a card is presented they expect a card back and presented with both hands. Keeping card without reading implies he is not an important person.

21st century responsibilities.

Developing detailed understanding of customers business Treating salespersons with equity and working with/above them to achieve profitability and customer satisfaction Applying motivational tools to hybrid sales force Working closely with other internal departments Creating flexible learning and adapting environment.

Sales manager roles and Responsibilities

What is the most important component of any salespersons job? Spending more time with the customer

What it rather be?

Direct and control Or Provide support and resources Boss Or Team leader

Have you heard of him?

Sir Alexander Chapman Ferguson Sir Alexander Chapman Ferguson, , (born 31 December 1941 in Govan, Glasgow) is a Scottish football manager and former player, currently managing Manchester United, where he has been in charge since 1986. He has won more trophies than any other manager in the history of the English game. In June 1974, Ferguson was appointed manager of East Stirlingshire, at the comparatively young age of 32. It was a part-time job that paid 40 per week

Is it time to move up?

Are excellent salespersons excellent sales managers? Most of the times best sports players and not best coaches. What actually hinders this? Successful Sales persons have strong aggressive personalities, this becomes liability when working closely with other organizations/ departments. Detailed reporting is another area where sales persons fall back

Important qualities to look out for

A willingness to share information Structure and discipline in work habits An ability to work well in groups and teams Skill to sell internally

Traditionally duties and responsibilities of a sales manager.

Determine the sales force objectives Finalizing sales force organization, size, territory and quota. Forecasting and budgeting sales Selecting, recruiting and training the sales force Motivating and leading the sales force Designing compensation plan and control systems Designing career growth plans and building relationship with key customers

The above can be integrated into

Conceptual and decision skills People skills Technical skills

Conceptual and decision skills

Ability to see organization as whole and the relationship among parts This includes thinking and planning abilities.

People skills

work with and through other people work effectively as a group member This includes lead, motivate, facilitate, co-ordinate, communicate and resolving conflicts abilities)

Technical skills

Ability to perform specialized tasks which involve methods, process or systems Involves specialized knowledge, analytical ability, competent use of tools such as computers. This includes your abilities in specific functions such as training, recruiting and selling.