Sunday, June 24, 2018

Modcoach's Top 40 for Sales Managers

Every year brings new lists of what to do better, how to do it better as well as list after list of things not to do to improve your business.


This is my list of things a modular factory Sales Manager should be doing to be successful. 40 things that if done every day will not only make you a great sales manager but will endear your sales reps and builders to your factory.

Here goes in no particular order:

  1. Always come to work as early as you want your staff to be in. Nothing destroys morale quicker than a late arriving sales manager.
  2. Dress the way you want your staff to dress.
  3. Handle your problems on a one-to-one basis.
  4. Don't coddle your top producer.
  5. Always show your boss respect in front of your sales staff.
  6. Never hire a friend.
  7. Never hire a friend of a friend.
  8. Spend a little time each day with individual staff members.
  9. Point out the individual accomplishments.
  10. Admit your errors as quickly as you want others to admit theirs.
  11. Go on at least two sales calls with each sales person every month.
  12. Never assign a rookie to a major builder.
  13. Never get drunk with your staff.
  14. Never get drunk with your boss.
  15. Never get drunk with a builder
  16. Never get drunk..
  17. If you blow up, apologize immediately upon calming down.
  18. Go for a walk around the block before you blow up.
  19. Make your sales meetings informative and interesting.
  20. Make your sales meetings as short as possible.
  21. Schedule a weekly meeting with your boss to recap sales for the week.
  22. Make all your staff live under the same rules, even your top producer.
  23. Develop a master testimonial book and use it to update the company website.
  24. Keep the promotional sheets and literature fresh and current.
  25. Encourage input from your staff.
  26. Make sure everyone “buys in” to new procedures.
  27. Understand the role of the reps – they sell, you motivate and lead.
  28. Hire the best salespeople you can find.
  29. Hire your replacement.
  30. Don’t answer a question with “Because I said so”.
  31. Learn your traffic system and inventory system so you can explain it to others.
  32. Demand 10 new sales contacts per month from your sales reps.
  33. Have a quarterly sales meeting outside the office.
  34. Make sure you have a great assistant.
  35. Take a course in Marketing.
  36. Answer your emails promptly.
  37. Don’t hide from irate builders.
  38. Make sure everyone knows the importance of “Open Houses.”
  39. Have a Builder Conference at least once a year.
  40. Eliminate unproductive sales reps quickly.

1 comment:

Anonymous said...

I'm going to post this on our bulletin board. Our sales manager breaks just about every rule you list.

He is related to the owner somehow and doesn't know how to relate to us or our builders.