Slide 1Planning, Staffing, and Training Successful SalespeopleSlide 3Main TopicsSlide 5The Tree of Business Life: ManagementSlide 7Transition From Salesperson to Sales ManagerTransition From Salesperson to Sales Manager, cont…Slide 10Technology Is Needed in the JobBeing a First-Line Manager Is a Challenging JobExhibit 16-2: The District Sales Manager Links Salespeople to the CompanyWhat Is the Salary for Management?Overview of the JobSales Management FunctionsExhibit 16-3: The Basic Sales Management FunctionsSales Force PlanningExhibit 16-5: Operating Costs for the Sales ForceExhibit 16-6: Multiple Factors Determine the Design of the Sales ForceExhibit 16-7: Activities Involved in Managing the Human Resources of a Sales ForceStaffing: Having the Right People to SellStaffing: Having the Right People to Sell, cont…Exhibit 16-8: Selected Characteristics of Successful Salespeople―Which are Most Important?Slide 25Exhibit 16-9: The Sales Force is Becoming DiverseSlide 27Exhibit 16-10: Major Steps in Sales Personnel Selection ProcessSlide 29Slide 30Training the Sales ForceTraining the Sales Force, cont…Exhibit 16-13: Basic Sources of Sales TrainingSummary of Major Selling IssuesSummary of Major Selling Issues, cont…16-1Planning, Staffing, and Training Planning, Staffing, and Training Successful SalespeopleSuccessful SalespeoplePlanning, Staffing, and Training Planning, Staffing, and Training Successful SalespeopleSuccessful SalespeopleChapterChapter16Copyright © 2006 by The McGraw-Hill Companies, Inc. 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McGraw-Hill/IrwinChapterChapter1616-3Main TopicsMain TopicsMain TopicsMain TopicsThe Tree of Business Life: ManagementTransition from Salesperson to Sales ManagerTechnology Is Needed in the JobBeing a First-Line Sales Manager Is a Challenging JobWhat Is the Salary for Management?ChapterChapter1616-4Main TopicsMain TopicsMain TopicsMain TopicsChapterChapter16Overview of the JobSales Management FunctionsSales Force PlanningStaffing: Having the Right People to SellTraining the Sales Force16-516-6The Tree of Business Life: ManagementGuided by The Golden The Golden RuleRule:Recognize that the characteristics needed to be a sales manager are the same as those needed to be a salespersonRemember that just as there is a Golden Rule of sales, there is also a Golden Rule of sales managementAs a sales manager, treat others as you would like to be treatedITCEthicalServiceBuilds T r u eRelationshipsTT TT T T TT T T T16-7Joy in workHarmony in relationshipsPatience with peopleKind to peopleMorally ethicalFaithful to your wordFairness in relationshipsCaring for peopleSelf-control in emotionsSales LeaderPersonal Characteristics Needed for Managing Today’s Salespeople16-8Transition From Salesperson to Sales ManagerWhat changes occur?Perspectives changeGoals changeResponsibilities changeSatisfaction changesJob skill requirements changeRelationships change16-9Transition From Salesperson to Sales Manager, cont…The experience of being promotedSeven phases1.Immobilization2.Minimizing or denial of change3.Depression4.Acceptance of reality5.Testing6.Searching for meanings7.Internalization16-10Transition From Salesperson to Sales Manager, cont…Problems experienced by new managersLack of preparation for the jobThe key to making a successful transitionLearning attitudeRealistic expectationsLearning new job responsibilitiesNeed to make the initial adjustments16-11 Technology Is Needed in the JobYou need technology to be an effective manager in the 21st centuryThe computer is a powerful leadership tool16-12Being a First-Line Manager Is a Challenging JobDistrict sales manager is link between the salespeople and the manager’s immediate bossA manager must be effective in managing salespeople and influencing the boss16-13Exhibit 16-2: The District Sales Manager Links Salespeople to the Company16-14What Is the Salary for Management?Salary is usually related to:Annual sales volume of units managedNumber of salespeople supervisedLength of experience in salesAnnual sales volume of the firmSalary is just one part of compensationThe higher the sales position, the greater the benefits offered16-15 Overview of the JobA sales manager’s main goal is to achieve the levels of sales, volume, profits, and sales growth desired by higher levels of management The factor underlying success in achieving the goal is the ability to influence the behavior of all parties involved16-16 Sales Management FunctionsPlanningStaffingTrainingDirectingEvaluating16-17Exhibit 16-3: The Basic Sales Management Functions16-18 Sales Force PlanningSales forecasting – uses of sales forecastsThe sales manager’s budget – methods of developing sales force budgetsOrganizing the sales forceOrganizational designOrganizational structure16-19Exhibit 16-5: Operating Costs for the Sales Force16-20Exhibit 16-6: Multiple Factors Determine the Design of the Sales Force16-21Exhibit 16-7: Activities Involved in Managing the Human Resources of a Sales Force16-22Staffing: Having the Right People to SellStaffingFirst Element – People PlanningSales force sizeType of peopleJob analysisJob descriptionsJob specifications16-23Staffing: Having the Right People to Sell, cont…Job specifications for successful salespeopleEducationPersonalityExperiencePhysical attributes16-24Exhibit 16-8: Selected Characteristics of Successful Salespeople―Which are Most Important?16-25Staffing: Having the Right People to Sell, cont…Second Element – Employment planningLegal framework for employmentEqual Employment Opportunity Commission (EEOC)Americans with Disabilities Act (ADA)Diversity of the sales forceDiversity of buyersThe multicultural sales organization16-26Exhibit 16-9: The Sales Force is Becoming Diverse16-27Staffing: Having the Right People to Sell, cont…Recruitment – finding the right peopleSelection – choose the best available!ApplicationInitial interviewIn-depth interviewsTestingReference checksPhysical examination16-28Exhibit 16-10: Major Steps in Sales Personnel Selection ProcessNot all companiestake every step16-29Staffing: Having the Right People to Sell, cont…A sales manager’s view of the recruitIs sales the right job for the applicant?What recruiters look forThe application letterThe