Sales Management the Edge you Need

Robert McAnderson will show you how he achieved 180% growth in hardware sales by using his Micro Selling Skills analysis and coaching skills to improve individual performance standards.

With over 45 years Sales Management and Marketing experience, with a strong emphasis on Sales Management, Internet Strategy, Website Visibility and SEO (Search Engine Optimisation) he has a wealth of knowledge he is willing to share.

Robert McAnderson’s Sales Management philosophy achieved 180% growth in hardware sales, pioneered the concept of Customer Relationship Management concepts before CRM as we now know it was offered to the market and used Data Based Marketing to identify highly probable future customers from acquired prospect lists.

These achievements resulted in a member of his sales team nominating him for Australian Sales Manager of the Year.

Sales Managers have become reliant on software that measure activity, performance, and the conversion ratios of each of their salespeople. While these tools play an important role in helping Sales Managers manage their people and record the outcome, they do not record or measure the play by play actions that actually win or lose business.

The ability to fine tune a salesperson’s selling skills, storytelling, oral communication skills, telephone skills, listening skills, written communications skills, prospecting skills, to mention but a few can only be achieved when the Sales Manager Spends 80% of their working hours in the company of the people who report to them.

Sales Managers

·         Need to now the strengths and weakness of each person in their sales team.

·         Have a strong opinion about what training is needed for each salesperson in their team.

·         Know how to help each salesperson win more business.

Sales Managers cannot be present when every sales opportunity is identified, qualified, demonstrated, closed and during each of these phases see the sales process that either won the business or caused it to be lost.

By spending 80% of their time with their salespeople in face-to-face calls, phone calls to suspects/prospect/customers and any other sales engagement process and you will build an extraordinarily strong understanding of why conversion ratios differ from salesperson to salesperson.

Investing time seeing first hand the twists and turns that either win or loose business and developing a coaching plan to improve these micro event is the only way to sustainably achieve the Macro results CRM report.

According to Robert McAnderson if you want to make a difference as a Sales Manager (Coach) you need to spend time with your salespeople while they are engaged in all aspects of selling your product or service. Time spent here is pure gold as a coach given you see firsthand the selling process unfold before your eyes.

Fine tuning a salesperson’s selling skills, storytelling, oral communication skills, telephone skills, listening skills, written communications skills, prospecting skills, to mention but a few, can only be achieved when you spend time in the company of the people who deliver the results.

You cannot fix what is broken until you know it is broken. That means you must be present when there is a breakdown in the first instance—before you’ll know how to coach the salesperson on ways to secure the required outcome.

Statistics give you a measure of what happened; observations let you understand why it happened, and no CRM or Business Intelligence system will provide you with that perspective.

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