The Entrepreneurial Sales Manager
#SalesChats Ep. 17
Most people likely wouldn’t combine sales manager and entrepreneurialism in their mind when thinking about the specifics of each job. But, being an entrepreneurial sales manager is a very real way of managing that creates changes within the sales force, and what their sales team does in the field. Andy Gole discusses how to be an entrepreneurial sales manager in this #SalesChat, hosted by John Golden and Martha Neumeister.
- The anarchy stage of sales management, where nothing is happening
- The motivational stage of sales management, where managers treat their sales team like customers and do not provide tangible coaching
- The rigorous stage of sales management, where they are hyper-focused on the CRM and results, and often threaten to fire salespeople
- The entrepreneurial sales manager, where managers can effectively develop and change the sales team to develop entrepreneurial results and open more accounts
- Failure at the sales manager level caused by unrealistic or unfulfilled expectations set by upper-level management
- How it impacts the sales team whe sales managers that don’t have the proper skills to be entrepreneurial in nature, and how this impacts the sales team
- Embracing bold vision and bold behavior in order to be a successful salesperson
- How sales managers can install a culture and way of interacting that changes poor habits and negative mindsets within their sales team
- The ethos of the salesperson as a hero, and how that can generate respect and self-respect, which then generates motivation and success
- How to start integrating entrepreneurial sales management skills into your management style
- The importance of creating a culture that fosters entrepreneurial sales manager style coaching and includes executives, upper-level management, and the sales team
- Alternatives to entrepreneurial sales management that utilize a hybrid approach to management
- Utilizing the right selling tools to make it easy for the sales manager and geared towards resolving the three fatal flaws in selling
- The three fatal flaws in selling, including assuming you’re in a serious conversation when you’re really in a safe conversation; assuming the prospect believes what you say; and assuming the prospect knows how to make a good decision
Andy is the founder and president of Bombadil, LLC. His experience brings a unique blend of the theoretical and streetwise to sales training and consulting. Andy has helped senior leaders and business owners re-energize their sales efforts and create a corporate paradigm shift in sales approach.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
Martha is social media strategist, responsible for all social media platforms of Pipeliner CRM. She is a communication expert with social media affinity, which she has been focusing on throughout her professional career. She has a bachelor´s degree in Entrepreneurship & Management and a master´s degree in Online Marketing which supports her in her career as Social Media Strategist.
SalesChats is a fast-paced (no more than 30 minutes) multi-media series that provides leading strategies, tactics and thinking for sales professionals worldwide. It can be found on Twitter (#SalesChats), as a live Google+ Hangout, and as a podcast available on iTunes, SoundCloud and right here on SalesPOP! If you think you would make a great guest for #SalesChats, please contact co-host Martha Neumeister.
SalesChats is co-hosted by John Golden, CSO Pipeliner CRM, and Martha Neumeister, Social Media Strategist Pipeliner CRM.