Everand Logo

Welcome to Everand!

  • Discover millions of ebooks, audiobooks, and so much more with a free trial

    Only $11.99/month after trial. Cancel anytime.

    Your Roadmap to Sales Management Success
    Your Roadmap to Sales Management Success
    Your Roadmap to Sales Management Success
    Ebook183 pages2 hours

    Your Roadmap to Sales Management Success

    By Wayne Moloney

    5/5

    ()

    Read preview

    About this ebook

    Your Roadmap to Sales Management Success takes you on an invigorating learning journey through the 10 essential roles where high performance sales managers excel. Author, Wayne Moloney has distilled three decades of his top-tier experience in sales, sales training, marketing and business development in this guide for new sales managers, small business owners responsible for the sales management function and sales managers who want to improve their skills.

    Our modern world is distinctly customer-driven; and salespeople are challenged to find new ways to engage and retain far more knowledgeable, and increasingly flighty customers who have never been more spoilt for choice.
    It’s up to the Sales Manager to lead their team as they grapple with changing roles, as well as different rules and modes of engagement; all the while ensuring that they also deliver the sales that drive business growth and profit.
    In this first book of the Business Roadmap series, Wayne takes on the role of a trusted mentor guiding you to develop the planning and operational capabilities, as well as the coaching and leadership skills needed to properly support and manage a thriving sales team. You’ll discover what a Sales Manager needs to do to stay abreast of the rapid changes across all markets as technology improves, but will be reminded that the way we build trusted, long-term relationships doesn’t change.

    With the confidence and passion of someone who has walked the road to successful sales management himself, Wayne enables you to:
    - gain in-depth insights so that you fully understand the key roles of the sales manager
    - reflect on and recognize the ways in which your own interpersonal abilities, styles and attitudes impact on others
    - access the latest expertise offered by effective sales management training
    - make use of valuable, practical business tools that ensure a well-managed sales process
    - develop yourself as the successful leader of a high performance sales team.

    Not everyone is lucky enough to have access to an excellent mentor when they need one. This book is designed to be the next best thing – a precise and motivational roadmap, full of relevant, tried and tested advice, insights and ideas, expertise and tools that you can use to put yourself on the road to successful sales management.

    LanguageEnglish
    PublisherTellwell Talent
    Release dateApr 28, 2015
    ISBN9781925219661
    Your Roadmap to Sales Management Success
    Author

    Wayne Moloney

    Wayne Moloney is a business strategist who lives in the Blue Mountains of NSW, Australia with his wife, Gela, and children.With a passion for sales, marketing and business development, Wayne has enjoyed a career spanning 30 years and the continents of Australia, Asia and Europe, and has held leadership positions in these areas, as well as in the roles of General Manager and Managing Director.Wayne’s experience in managing and growing businesses is not constrained by industry. With a belief that business management and sales development are processes that transcend the specificity of a product and service, he has successfully applied his principles to businesses as diverse as construction, fluids handling, manufacturing, pollution control, software development, telecommunications, education and many more.

    Read more from Wayne Moloney

    Related to Your Roadmap to Sales Management Success

    Related ebooks

    Sales & Selling For You

    View More
    View More

    Related podcast episodes

    Related articles

    • Article

      Choosing Sales Activity That Determines The Best Outcome

      May 27, 2019

      IN THE NEXT look at our “8 levers of sales growth” series I tackle the decision between doing more volume of sales activity generally or focusing on more targeted sales activity. It seems like a simple answer, but it isn’t always as obvious as you’d

      2 min read

    • Article

      Improving Your Close Rate

      Mar 26, 2019

      Improving Your Close Rate
      2 min read

    • Article

      Building Credibility in Business

      Dec 31, 2019

      Building Credibility in Business
      3 min read

    • Article

      Two Powerful Ways To Grow Your Sales

      Apr 22, 2020

      If you have ever failed, you know something that those who never tried don’t. You learn much more from failure than you do from success. If you pay attention. However, salespeople are failing every day and missing the opportunity to learn. I’ve disti

      2 min read

    • Article

      The Thinksales Approach

      Jun 17, 2018

      The Thinksales Approach
      1 min read

    • Article

      Sales Engagement Process Design

      Dec 1, 2017

      Is it time to adapt your sales engagement process to align with today’s evolving buyers & buying processes? • Many sales engagement processes are informal and inconsistently executed • This makes it extremely difficult for sales managers to obtain co

      1 min read

    • Article

      Simple Works

      Jun 17, 2018

      Simple Works
      2 min read

    • Article

      Sales Volume Or Sales Value: Which Is Best For You?

      Jun 24, 2019

      IN THIS instalment of our ‘8 levers of sales growth’ series we tackle the decision between aiming for a greater volume of new sales versus increasing the value of each sale. In some respect, this decision comes down to how many new sales can your bus

      2 min read

    • Article

      Sell Like a Human

      Mar 29, 2017

      Sell Like a Human
      1 min read

    • Article

      Strengthening Your Sales Management

      Jun 30, 2021

      1. Providing clarity and support • Is your team prepared for ongoing volatility and uncertainty in the months ahead?• Are your Managers adept at countering the emotional impacts of stress and its impact on productivity, for themselves and their teams

      2 min read

    • Article

      4 Deploy Stronger Value Propositions Within A Sales Organisation Maturity Framework

      Jun 30, 2021

      ThinkSales' Sales Organisation Maturity Framework Mature Sales Organisations are built on a state of optimisation that is agile and iterative. This is the path they follow. • Your Sales Organisation has not defined a ‘value-led’ proposition. In clien

      2 min read

    • Article

      Strengthening Yourcompetitive Advantage

      Jun 30, 2021

      • Have you developed an up-to-date profit and loss statement?• Do you understand your current strengths and weaknesses?• Have you clearly articulated what needs to change in your organisation, and why?• Have you clearly mapped your change process? Ar

      2 min read

    Related categories

    Reviews for Your Roadmap to Sales Management Success

    5/5

    5 ratings0 reviews

    What did you think?

    Tap to rate

    Review must be at least 10 words

      Book preview

      Your Roadmap to Sales Management Success - Wayne Moloney

      Your Roadmap to Sales Management Success

      by

      Wayne Moloney

      This is an IndieMosh book

      brought to you by MoshPit Publishing

      an imprint of Mosher’s Business Support Pty Ltd

      PO BOX 147

      Hazelbrook NSW 2779

      http://www.indiemosh.com.au/

      Copyright 2015 © Wayne Moloney

      All rights reserved

      Licence Notes

      This ebook is licensed for your personal enjoyment only. This ebook may not be re-sold or given away to other people. If you would like to share this book with another person, please purchase an additional copy for each recipient. If you’re reading this book and did not purchase it, or it was not purchased for your use only, then please return to your favourite ebook retailer and purchase your own copy. Thank you for respecting the hard work of this author. All rights reserved.

      No part of this book may be reproduced or transmitted by any person or entity, in any form or by any means, electronic or mechanical, including photocopying, recording, scanning or by any information storage and retrieval system, without prior permission in writing from the author and publisher.

      ACKNOWLEDGEMENTS

      My journey through the world of sales and business development has been exciting, frustrating, challenging and most of all, rewarding. I could not have achieved the success I have enjoyed without the help and support of many people along the way.

      I am grateful for the support of my wife, Gela who is one in a million.

      Over the past thirty years, I have been privileged to have benefitted from outstanding mentors—Bob Bruce who saw I needed help to transition from salesman to sales manager and made me realize that I could; Garry Hudson who understood that good sales managers and business developers could transcend the boundaries of industry and introduced me to technology selling; David Tulloh who just let me get on and do what I needed to do; Tony Fleming who helped me transition from product to services selling; Bob Peasley who, for the longest time, has taught me so much by being a tough competitor and a strong mentor; Dennis Choo who has been a manager who knew how to get the best from his team by providing guidance when needed and letting them ‘get on with the job’; and, Steve Rickwood who provided invaluable guidance when I needed it after I left the ‘security’ of the corporate world.

      My thanks to them, and the many others who have been part of my journey to make a fulfilling career from doing what I really enjoy.

      PREFACE

      It is often seen as a natural career progression for a high performance salesperson to move into sales management. That was certainly my experience as a young, go-getting salesperson when, early in my career, I was quickly promoted into management. What I discovered almost immediately is that knowing what to do to personally deliver great sales results is distinctly different from knowing what to do to get others to sell successfully. Most high performance salespeople are not automatically high performance sales managers. More often than not, effective sales management is something that needs to be learnt and practiced.

      It was a tough coming down to earth for me after the boost of the promotion to realise that in this new position I was now in danger of no longer being regarded as the ‘golden boy’ of the sales team, and instead I could have been a contender for ‘the problem child’ role. However, I was lucky to find a smart and generous mentor amongst our senior managers who focused on my potential rather than my shortcomings as he took it upon himself to guide and show me how to manage my sales team. As I look back more than three decades over a career I have thoroughly enjoyed, it occurs to me that without that wise and expert guidance at that critical time, I might well have a dismal story today to tell about my life.

      A deep appreciation for the incalculable value of having an experienced guide and mentor on your side, helping you to solve business problems and develop yourself, has continued to underpin my work as a business strategist. Not everyone is lucky enough to have access to an excellent mentor when you need one, and so this book is designed to be the next best thing – a trusted roadmap to successful sales management that is full of relevant, tried and tested advice, expertise and tools.

      I have distilled more than 30 years of my business management, sales and training experience and expertise gained across a diverse range of industries in Australian, Asian and European markets into this manual to help you realise your full potential in the exciting and challenging territory of sales management.

      Good luck!

      Wayne Moloney

      Blue Mountains, New South Wales

      July 2014

      INTRODUCTION

      There’s no doubt that the so-called ‘communication age’ has served up some significant challenges for salespeople. Not least a clouding of the understanding of the distinction between marketing and sales. Any activity that leads to the generation of revenue falls into marketing and sales. However, in reality, sales and marketing still differ in that marketing is about reaching and persuading your prospective customers - getting people to the door; while sales is about persuading them to purchase, achieving the signed contract or agreement - getting them through the door. The combination of sales and marketing is what is needed to keep people in the room

      Gaining customers is very challenging in today’s market where:

      remote, technological modes of communication such as email are preferred by busy prospects, which greatly curtails our opportunities for the face-to-face context that best suits the highly social and interpersonal nature of selling

      by the time we make contact with today’s prospect they are more than likely to know more about us, our company, our products and our value to them than we know about them

      prospects are more likely to trust internet customer reviews, and increasingly ask their social media peers for recommendations and advice about what to buy

      our role as the provider of influential information is over, and we now have to deliver as much value in the form of insights and perceptions

      Retaining customers can also be very challenging in today’s market where:

      the behaviour of customers shifts rapidly as markets create alternative means of obtaining satisfaction

      value propositions have changed significantly as competition across all markets has increased creating new purchase opportunities; and customer loyalty becomes notoriously flighty when a competitor offers a better solution

      As significant as these environmental factors are, it remains my view over three decades of business management, that the major challenge in sales is the lack of effective sales management. A good sales manager can help their team understand the most appropriate process of selling in today’s market. Even though buyers are more aware than ever of what they want to buy - and are often more prepared than the ill-equipped or ill-prepared salesperson - there are still certain steps in the sales process that remain the same – it is just the way they are achieved that may well need to change.

      This guide has been developed to help sales managers and business owners who are responsible for the sales management role to:

      gain in-depth insights, and understand the key roles of the sales manager

      reflect on, and recognise the ways in which their own interpersonal abilities, styles and attitudes impact on others

      access the latest expertise offered by effective sales management training

      make use of valuable, practical business tools that ensure a well- managed sales process

      develop themselves as the successful leaders of a high performance sales teams

      At the outset, effective sales managers need to think like managers who recognise the relationship between the growth and development of an organisation and the growth and development of the people that make up that organisation.

      The overarching demand on the sales manager is that you need to interpret your company’s vision and strategic initiatives into the sales strategy that you and your team implement on a day to day basis. If that imperative seems to be somewhat lofty and obscure, don’t worry. This guide will help you bring it down to the fundamentals of good sales management.

      For instance, try this exercise as our starting point:

      Knowing What You Want

      As a sales manager it’s your responsibility to provide your team with clear guidance on what you want. To arrive at a clear definition of what you want, provide succinct answers to the following questions:

      What do you want to sell? Sounds easy, but steer away from answers like quality or service. Instead list the top five products or services you want your salespeople to focus on selling and what value they deliver to your ideal customer. These are the things you want them to focus on.

      Who do you want to sell it to? Provide your sales team with clear, insightful profile of your ideal client, so that they know and understand who they are looking for when they compile their lists of prospects. You can define your ideal client by asking and answering: What industry/industries are they in? Where are they located? Why is this business/person my ideal client? Who is the true buyer? What are the obstacles to us doing business together? How will I bypass these roadblocks? How do I reach them?

      How will you sell it? Research shows it can be five to ten times more

      Enjoying the preview?
      Page 1 of 1