When it comes to sales experience in American business, Stephen Bracciale of Tampa is as qualified as they come. He has garnered countless accolades, operated several businesses, and established himself as a mentor with successful prodigies. Stephen Bracciale of Tampa was the Sales Manager of the Year at Oscar Meyer in 1970 and 1982, the Sales Manager of the Year at Maxwell House Coffee in 1984 and 1985, and the 1995 Chairman of the Grocery Manufactures Institute Efficient Consumer Response Team. So when Stephen Bracciale of Tampa gives business tips, people normally listen. Without further ado, here are 4 steps to becoming a better sales manager: (1) Find out what is important to your salespeople. Goals at a corporate level are fine, in fact every good company needs goals that everyone in the corporation can strive towards, but you as a manager need to find out what goals your salespeople would like to push for. Stephen Bracciale of Tampa says that you will find out a lot about what motivates your salespeople by listening to what goals they want to set. See if you can’t find a way to implement both sets of goals. (2) Keep data and analyze it. There is a reason statistics and data are studied so much, they rarely lie! Stephen Bracciale of Tampa suggests using data as one of the primary ways you show your salespeople how they are performing on a month-to-month (or quarter-to-quarter) basis. By creating quantifiable data points that show where the successful methods are being implemented and where they are not, you give your salespeople the ability to see a black and white, third party view of their performance. (3) Hire true talent. It is much harder than you may think to improve people’s sales skills once on the job, Stephen Bracciale of Tampa points out. Early in his career Stephen Bracciale of Tampa thought he could hire people and drastically improve their sales skills, but he quickly found that it’s just too costly. It costs hours of training, money, and resources. Hire the person with the best sales instincts right off the bat. (4) Get out of the office. You can’t very well sell product if you’re salespeople are stuck in the office continually strategizing. There is something to be said for strategizing, but there comes a point when you just need to send your people out to be with customers. Stephen Bracciale of Tampa is a strong believer in face to face relationship building as the key to success. http://blogs.salesforce.com/company/2012/10/12-best-practices-that-help-sales-managers-make-their-team-successful.html http://blog.anthonycoletraining.com/Sales-Training-Sales-Brew/bid/65882/8-Be-Great-Sales-Management-Steps
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