Risk Management in Sales Management – Part1
Published on April 7, 2015
By Rudy Vanheygen
Consultant, coach & trainer for leaders, managers & staff behaviour and communication , author
Which of these questions have you asked yourself?
LIMITS ?
The sky is the limit! – Crisis or not, objectives increase, every year. Which objectives are acceptable and what is needed to reach them? How can we stretch the performances and guarantee the results?
The customer has no limit! – Clients are definitely better informed, to the point of knowing even more than the sales people. Specialist knowledge is no longer a privilege of a salesperson. How to approach the customer to increase the chance of effective and profitable, long lasting commercial relationships?
Has the sales person limits? – Working hours, stress resistance, mobility, openness to further development, agility and capability to change methods and techniques, diversified needs of compensation and motivation. Are we focusing on their strengths or on their weaknesses? How to approach each individual sales person appropriately?
MIXES ?
Mixed generations – Most organisations are facing the challenge of employing three generations, the fourth one announcing itself. Age, knowledge and experience vary from one generation to another, as do motivation, expectations and commitment. How can a sales manager use a differentiated approach to lead each generation in his team in the right way?
Mixed talent – Selling products, services or solutions? Selling to SME, strategic or key-accounts, multinationals? Market development or client development?
Hunter, farmer or challenger? What are the competencies our sales people require to be successful? Who can do what? And how can we make them grow?
Mixed competencies – Sales forces need to fill in details on their regional
strategies, client strategies and work planning. They have to handle technologies like CRM platforms, account receivable, complaint handling, reporting and margin control. Are they expected to be active in professional networking and use of social media? While still keeping the same pace of customer-facing activities?
Mixed individuals – Every sales person has his/her own personality; and as a consequence a personal profile of motivation, affinity with feedback, needs and style of communication. “One size fits all” is definitely a risky approach. How can you identify the different needs and request/expectations of each individual?
I had the pleasure of cruising through a very diversified career, occupying very diversified positions of which many into sales or directly linked to it. As a sales person, a sales manager, a sales trainer, a consultant and a coach. Throughout all these years I could see and hear (and learn) a lot of things. And in each phase of my career, I met the same questions. I tried to put them all together and bring them to you, in separated parts, to make it ‘digestible’. Here’s the first part. I hope it helps you to ask the right questions.
Share your thoughts and experiences. Together we can find the answers! And create pragmatic solutions.