Issue link: https://www.e-digitaleditions.com/i/80263
How Proactive continued percent of the sales managers I've seen have never been through sales manage- ment training becausewhen they're pro- moted, the assumption is experienced equals trained. Q:And again,these questions are often A:In some instances,there's just a lack How many salespeople report to your sales manager? 4 - 5 (40%) 10 or more (35.0%) not pursued because of time chal- Q: If you're an owner, how do you lenges or reactive overload? The One-Hour SalesTraining Meeting of awareness. I would guess over 98 toward more revenues or profitability. Your sales manager should be spending at least one hour a week with every sales rep (one-on-one). It can either be FEDA Sales Managers Survey Results Does your sales manager personally carry his or her own accounts? Yes (60.0%) If yes, what percentage of their time do they spend personally selling? 80 - 90% (7.7%) 70 - 80% (7.7%) 60 - 70% (0.0%) 5 - 10% (15.4%) 10 - 20% (23.1%) What percentage of your total sales is coming from the accounts your sales manager carries? 30 - 40% (6.7%) 20 - 30% (40.0%) on the telephone or face to face. A: It's a tipping point that tends to A:Whenever I cover this with a sales management team, that's always the formance in terms of proactive vs. trans- actional? measure your sales manager's per- Q:One hour seems like a lot of time. that call would entail? consistently move the needle Can you giveme an example ofwhat first question I get. I'll give it to you in six 10-minute segments. The First 10 Minutes: Start with an open-ended overview question.What's continued on page 28 6- 8 (10%) 8 - 10 (15%) No (40.0%) 50 - 60% (7.7%) 40 - 50% (15.4%) 30 - 40% (7.7%) 20 - 30% (15.4%) Where does your sales manager spend the majority of his or her time? Other departmental or function efforts not directly tied to Sales Hiring/firing Future-focused coaching and discussing with reps on specific accounts Customer interaction (not as a salesperson) Personal selling, handling your own accounts Problem solving and deal making to help close business Budgeting/sales forecasts 0% 5% 10% 15% Paperwork/administrative 20% 25% *Editor's Note: Survey results represent a small sampling of the FEDA membership, but Pancero notes that they are reflective on industrywide trends. 1 4 FEDA News & Views 10 - 20% (0.0%) 0 - 10% (53.3%)