Sales Management (The Brian Tracy Success Library)

Zig Ziglar said, “If you will be hard on yourself, life will be easy on you. But if you insist on being easy on yourself, life is going to be very hard on you.”

There are seven key result areas in selling, plus one additional area:

1. Prospecting
2. Establishing rapport and trust
3. Identifying needs accurately
4. Presenting persuasively
5. Answering objections effectively
6. Closing the sale
7. Getting resales and referrals

Dependence needs are satisfied when people feel that they are a part of something that is bigger than themselves. They are parts of a company or organization. They belong to it, and it belongs to them. This is why the more time you spend telling people what is going on in the company, and including them

The second need each person has is for independence or autonomy. People need to feel that they stand out and are recognized as individuals, apart from being members of the team.

The third and highest need is for interdependence. This is the feeling that we are a vital part of a team that is working toward achieving important goals and objectives, and that we are recognized and respected as part of that team.

The fourth leadership style is “motivating.” You create an incentive structure within your business that motivates people to perform at ever-higher levels. For example, the most successful companies have regular sales contests of some kind. They can be daily, weekly, and monthly contests. The biggest companies have annual contests whereby salespeople can earn bonuses, prizes, vacations

The third leadership style is “managing.” This style is used with experienced salespeople who only need a little direction and guidance to do their jobs. You set clear goals and standards accompanied with clear measures of activity. You then make sure that they are doing what they are expected to do each day.

new person requires “telling,” which is a directive, hands-on style of managing. You tell the person exactly what to do, how to do it, when to do it, and how it will be measured. You then follow up, like a master teaching an apprentice

The second type of management is “selling.” This is when you take the time to explain to your salespeople what they are doing and why. You encourage and persuade them to do what they need to do to get sales results, both for the company and for themselves.

four different quadrants or styles. These are sometimes called telling, selling, managing, and motivating.