The Ultimate Sales Managers' Guide

Praise for The Ultimate Sales Managers' Guide

"Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time."
—Rand Sperry, cofounder, Sperry Van Ness, Commercial Real Estate Advisors

"This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization."
—Jim Keenan, President and CEO, Spherion (Canadian Operations)

"In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind."
—Andy Anderson, Senior Vice President, Sales and Marketing, Destination Hotels & Resorts

"Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager,' he shows us how to get there, step by step."
—Paula Kutka, Editor in Chief, staffdigest magazine

"Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team."
—Tim Pulte, Executive Managing Director, GVA Smith Mack

Foreword ix

Acknowledgments xiii

About the Author xv

Introduction xvii

Part I Finding, Keeping, and Releasing Salespeople

1 Hiring 3

2 Training 31

3 Performance Evaluation 59

4 The Three-tiered Sales Team 69

5 Rewards and Recognition 81

6 When to Fire a Salesperson 89

Part II Sales Meetings

7 Group Meetings 105

8 One-on-One Meetings—Fifteen Minutes of Fame 115

Part III Planning and Preparation

9 Goals Lead to Greatness 127

10 The Three-step Business Plan 143

11 Ten Tasks Today 151

Part IV Skills All Salespeople Should Have

12 Cold Calling 161

13 Presentation Skills 167

14 Closing Techniques All Salespeople Should Know 181

15 Expectation Management 189

Appendix A: A Brief Discussion of Attributes 39 Through 52 203

Appendix B: 52 Attributes of the Ultimate Sales Manager 207

Index 211

JOHN KLYMSHYN has been a professional speaker for more than eighteen years. He is the founder and President of The Business Generator, Inc., a management, sales, and communications training and coaching firm. Managing salespeople has been compared to herding cats, but it just might be the most important function in any company. Getting it right can mean the difference between astounding success and abject failure. For too long, sales managers have been flying blind without the guidance and resources they need to succeed.

Thankfully, The Ultimate Sales Managers' Guide addresses all of the most important issues and concerns facing sales managers today. It presents practical, real-world solutions to everyday challenges and covers virtually every aspect of the job. It's a comprehensive resource dedicated to helping every sales manager at every level of experience lead their sales teams to consistent success.

Contrary to popular opinion, exceptional sales management is a skill you can learn, and here you'll find all the newest and most effective management techniques and strategies. But your success doesn't rely solely on your ability to motivate your people; it's based on your other behaviors as well—from the way you speak and carry yourself to the way you display leadership in the office. This one-of-a-kind guide will change the way you manage your teams from top to bottom by first changing the way you manage yourself.

In addition to the newest and latest tactics, you'll also get firsthand accounts, fresh ideas, and proven wisdom from senior-level executives and sales managers in industries from commercial real estate to advertising to staffing to hospitality. Their real-world guidance will show you what truly works and help you tailor your style to match the needs of your particular business.

Look inside and learn how to:

• Recruit, hire, train, and develop motivated, dedicated people
• Keep individual salespeople on track and motivated
• Turn boring sales meetings into creative, constructive forums
• Build a team that focuses on corporate, team, and personal goals
• Master the vital management skills of leadership, training, and discipline
• Discover the best practices and tactics of top sales managers
• Manage your time so you can work more efficiently
• Communicate expectations and goals clearly and often
• Achieve consistent success and constant improvement

If you want to achieve the very highest level of sales success and become "The Ultimate Sales Manager," this book offers the tools, skills, and step-by-step guidance to get you there.

Praise for The Ultimate Sales Managers' Guide

"Klymshyn not only understands this great profession, he relates the passion and fun of managing sales people in this wonderful guide. We have waited for this for some time."
—Rand Sperry, cofounder, Sperry Van Ness, Commercial Real Estate Advisors

"This book reminds us that we can never invest enough time and effort to reward and recognize the sales effort of our team. I think the importance of this is shared in this book and, if followed, can only lead to a strong and successful sales culture in any organization."
—Jim Keenan, President and CEO, Spherion (Canadian Operations)

"In thirty-two years of selling and managing the sales process, I found The Ultimate Sales Managers' Guide to be the most complete collection of sales truths. It goes beyond the simple clichés to the heart of the issue, which is what drives and motivates the successful sales mind."
—Andy Anderson, Senior Vice President, Sales and Marketing, Destination Hotels & Resorts

"Klymshyn not only throws the challenge out there to sales managers to be the 'ultimate sales manager,' he shows us how to get there, step by step."
—Paula Kutka, Editor in Chief, staffdigest magazine

"Outstanding! This book is a bible for sales managers. It provides a foundation for anyone to build a winning team."
—Tim Pulte, Executive Managing Director, GVA Smith Mack