Presented by: Jim Bartolotta. Webinar # 6: Sales Leadership

Building the Ultimate Sales Team Presented by: Jim Bartolotta Webinar # 6: Sales Leadership

Thank You Today s webinar sponsored by:

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

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

Building the Ultimate Sales Team Jim Bartolotta Executive Vice President Air Comfort Corporation Broadview, IL WEBINAR 6 Sales Leadership

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

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

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

Importance of Sales Leadership Management is doing things right; leadership is doing the right things. Peter Drucker Leaders inspire, managers require. Author Unknown

Importance of Sales Leadership You can buy someone s time, but you cannot buy loyalty, enthusiasm, or devotion these must be earned.

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

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

Sales Manager or Sales Leader? MANAGEMENT Present LEADERSHIP Future

A Quick Test for Leadership If you think you re leading and nobody is following you re simply taking a walk!

Characteristics of Great Leaders Visionary Credible Inspiring Culture

Leadership and the Culture Strong Leadership Qualities demonstrated? Outcome? Sales Leader Leadership Void What was missing? Outcome? What Have You Witnessed?

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

What Is the Sales Leader s Role? Assess the business environment and trends to determine appropriate strategy

Current Business Climate Clients focused on cost reduction Very competitive Becoming commoditized New players in the service arena

Current Business Climate Impact What we know: Being just good doesn t cut it anymore Client and margin erosion Sustained service profit critical

Sales Myth To grow sales: Just hire good people Tell them what you want Get out of their way! Let them sink or swim

What Is the Sales Leader s Role? Assess the business environment and trends Share the vision and determine appropriate strategies

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?

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

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

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

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!

View of a Typical Sales Meeting

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?

Sales Support Tools Sales Forecast

Sales Support Tools Sales Forecast Investment in Maintenance

Sales Support Tools Investment in Maintenance Sales Forecast Value of MSCA STAR and GreenSTAR Qualifications

Sales Support Tools Investment in Maintenance Sales Forecast Value of MSCA GreenSTAR and STAR Qualifications Lifetime Compressor Warranty Page 1 Page 2

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?

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

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

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

Taking the Lead Your Sales Team understand their challenges develop a solution they can use build in practice

Importance of Sales Leadership The greatest athletic teams practice 90% and play 10%.

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%

Importance of Sales Leadership The greatest athletic teams practice 90% and play 10%. Sales teams practice %, and are in sales situations %.

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?

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

Action Plan Section 1: Sales Leadership Assessment Section 2: Vision Section 3: Goal Setting

Action Plan Section 4: Implementation Plan Section 5: Communication Section 6: Monitoring Progress

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.

Questions & Answers What questions do you have?

For Further Information Barbara Dolim Executive Director, MSCA 301-869-5800 bdolim@mcaa.org Jim Bartolotta 708-345-1900 bartolottaj@aircomfort.com Nancy Bandy 949-458-9464 nbandy@trainsitions.com

Building the Ultimate Sales Team