Presented by: Jim Bartolotta. Webinar # 6: Sales Leadership
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1 Building the Ultimate Sales Team Presented by: Jim Bartolotta Webinar # 6: Sales Leadership
2 Thank You Today s webinar sponsored by:
3 Your MSCA Webinar Panel Steve Smith Senior Vice President ACCO Engineered Systems, Inc. Building Services Division Glendale, CA Wayne Turchetta Vice President HMC Service Company Louisville, KY David Bavisotto Vice President Illingworth-Kilgust Mechanical Milwaukee, WI Brian Hughes Vice President of Sales Hughes Environmental Engineering, Inc. Montvale, NJ Kip Bagley Vice President of Service Mesa Energy Systems, Inc. Irvine, CA Jaimi Lomas General Manager, Service Division A.O. Reed & Co. San Diego, CA Jim Bartolotta Executive Vice President Air Comfort Corporation Broadview, IL
4 The Webinar Series Building the Ultimate Sales Team Webinar 1 Webinar 2 Webinar 3 Webinar 4 Webinar 5 Webinar 6 Developing the Sales Plan Hiring and Firing Salespeople Comp Packages and Other Incentives Technicians as Salespeople Cross-selling Your Services Sales Leadership
5 Building the Ultimate Sales Team Jim Bartolotta Executive Vice President Air Comfort Corporation Broadview, IL WEBINAR 6 Sales Leadership
6 Webinar Objectives Explore leadership and its importance for sales Compare management versus leadership Clarify the sales leader s role Identify characteristics of great leaders Develop a personal action plan for going forward
7 Poll #1 Leadership Beliefs: Myth or Reality? 1. Leadership is a rare skill. True False 2. Leaders are charismatic. True False 3. Leaders only exist at the top. True False 4. A good leader controls. True False 5. Leaders are born not made. True False
8 Poll #1 Leadership Beliefs: Myth or Reality? 1. Leadership is a rare skill. True False 2. Leaders are charismatic. True False 3. Leaders only exist at the top. True False 4. A good leader controls. True False 5. Leaders are born not made. True False
9 Importance of Sales Leadership Management is doing things right; leadership is doing the right things. Peter Drucker Leaders inspire, managers require. Author Unknown
10 Importance of Sales Leadership You can buy someone s time, but you cannot buy loyalty, enthusiasm, or devotion these must be earned.
11 Some Illustrative Differences Leader Manager Inspiring Employees self-motivated to do good Lead people Charismatic Determines direction Steve Jobs Leads on uncertainty Takes risk Works on the system Strategic, long-term, visionary Someone you want to follow Controlling Employees instructed to do good Manage things Directive Maps the roads Bill Gates Manages certainty Reduces risk Works in the system Tactical, short-term, present focus Someone you have to follow
12 Poll #2 How would you categorize how your sales force is driven? (Check only one) By visionary leadership By tactical management to meet goals Combination of both
13 Sales Manager or Sales Leader? MANAGEMENT Present LEADERSHIP Future
14 A Quick Test for Leadership If you think you re leading and nobody is following you re simply taking a walk!
15 Characteristics of Great Leaders Visionary Credible Inspiring Culture
16 Leadership and the Culture Strong Leadership Qualities demonstrated? Outcome? Sales Leader Leadership Void What was missing? Outcome? What Have You Witnessed?
17 Characteristics of Great Leaders Day-to-Day Coaching Sales Coaching Develop Encourage Correct Care Understand Coach Visionary Credible Inspiring Culture Focus Sales Coach Pre-call planning Joint sales calls De-briefing Identify challenges Rewards beyond monetary
18 What Is the Sales Leader s Role? Assess the business environment and trends to determine appropriate strategy
19 Current Business Climate Clients focused on cost reduction Very competitive Becoming commoditized New players in the service arena
20 Current Business Climate Impact What we know: Being just good doesn t cut it anymore Client and margin erosion Sustained service profit critical
21 Sales Myth To grow sales: Just hire good people Tell them what you want Get out of their way! Let them sink or swim
22 What Is the Sales Leader s Role? Assess the business environment and trends Share the vision and determine appropriate strategies
23 What s Your Vision? Do you communicate it to your sales team? How? What steps do you take to reinforce and monitor? How do you reward the behavior? The vision determines the strategy. What is your unique differentiator?
24 About Leadership Management is efficiency in climbing the ladder of success; leadership determines whether the ladder is leaning against the right wall. Steven R. Covey
25 What Is the Sales Leader s Role Assess the business environment and trends Share the vision and determine appropriate strategies Understand and represent your company s culture and values
26 Assessing Your Culture Sales How are salespeople viewed? Are they supported? Percent selling your services? Brand What is it? How do you market it? Do you say bid? Company Offerings Does everyone grasp? Encourage creativity? About the client? Creating a Sales Driven Culture
27 View of SALES by Others How they are sometimes perceived: Have it easy Don t work hard Golf all the time Make a lot of money Sell the impossible!
28 View of a Typical Sales Meeting
29 Sales -The Reality What they experience: a great deal of rejection results for all to see it s lonely at times How are you supporting your salespeople?
30 Sales Support Tools Sales Forecast
31 Sales Support Tools Sales Forecast Investment in Maintenance
32 Sales Support Tools Investment in Maintenance Sales Forecast Value of MSCA STAR and GreenSTAR Qualifications
33 Sales Support Tools Investment in Maintenance Sales Forecast Value of MSCA GreenSTAR and STAR Qualifications Lifetime Compressor Warranty Page 1 Page 2
34 View of Your BRAND by Others 1.Employees How do they describe? Best recruiters? Consistent actions? EMPLOYEES 2.Clients Their impression? Their experience? Their image of you? Culture COMPETITORS CLIENTS 3.Competitors How positioned? Strength or used effectively to your detriment?
35 Re-evaluate the Brand Client Panel Understand client needs Evaluate against current offerings The Brand Employee Team Competition Identify average service experience Identify world class service Create unique differentiators Analyze competitor strengths Analyze competitor weaknesses Compare results to your company
36 Poll #3 What do you think your current salespeople would say about how well your product and service lines meet your current and potential customers needs? (Check only one) Meet 75%-100% of the time Meet 50%-75% of the time Meet 25%-50% of the time Meet less than 25% of the time
37 View of COMPANY OFFERINGS Are we meeting client needs? Cross-selling takes place Out-of-the-box thinking encouraged Pride in services offered Preferred place to work
38 Taking the Lead Your Sales Team understand their challenges develop a solution they can use build in practice
39 Importance of Sales Leadership The greatest athletic teams practice 90% and play 10%.
40 Poll #4 On average, what percentage of a salesperson s time is spent in practice versus actual selling? (Check only one) 5% or less 5%-10% 10-15% 15-20% More than 20%
41 Importance of Sales Leadership The greatest athletic teams practice 90% and play 10%. Sales teams practice %, and are in sales situations %.
42 Leadership Self-Analysis Do you... Conduct regularly scheduled meetings? Have defined sales objectives? Track and publish results? Celebrate the wins? Provide incentives? Allow for creativity?
43 Think Like A Winner If you change your thoughts you will change your beliefs If you change your beliefs you will change your expectations If you change your expectations you will change your attitude If you change your attitude you will change your behavior If you change your behavior you will change your performance If you change your performance you will change your life
44 Action Plan Section 1: Sales Leadership Assessment Section 2: Vision Section 3: Goal Setting
45 Action Plan Section 4: Implementation Plan Section 5: Communication Section 6: Monitoring Progress
46 Final Thoughts If your actions inspire others to dream more, learn more, do more, become more, you are a leader. John Adams 2 nd President of the U.S.
47 Questions & Answers What questions do you have?
48 For Further Information Barbara Dolim Executive Director, MSCA Jim Bartolotta Nancy Bandy
49 Building the Ultimate Sales Team
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