B2B Sales Managers Handbook
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The document presents a handbook for sales managers, outlining key topics such as goals, product training, target accounts, and the sales cycle. It emphasizes active learning through role-playing, creating customized scripts, and addressing objections and competition. Additionally, it covers CRM expectations, communication strategies, and effective onboarding practices.
B2B Sales Managers Handbook
- 1. www.vapartners.ca @markeelliott @vapartners Presentation for Sales Managers Handbook March 15, 2016
- 2. www.vapartners.ca @markeelliott @vapartners Agenda • Goals and Expectation • Product and Value Prop • Target Accounts and Personas • Path to Sales Success • Creating Scripts • Active Learning and Role Playing • Objections and Competition • CRM • Communication Plan • Onboarding
- 3. www.vapartners.ca @markeelliott @vapartners Goals and Expectations • Revenue • Activities • Meetings • Proposals • Demos • Expectations • CRM • Expenses • Hours • Spending your time
- 4. www.vapartners.ca @markeelliott @vapartners Product and Value-Prop • Product Training • Benefits • Features • Functions • Demo
- 5. www.vapartners.ca @markeelliott @vapartners Target Accounts and Personas • Who are you selling to? • Horizontal or Vertical? • Partner or end user? • Account list • What contacts within organizations? • Could be multiple targets with the same account • Personas are helpful
- 6. www.vapartners.ca @markeelliott @vapartners Path to Sales Success • What are the steps in the sales cycle • How does it align with the buyers journey • Map out the specific steps • Ensure that the supporting information is available • What other team members are there
- 7. www.vapartners.ca @markeelliott @vapartners Active Learning and Role Playing • Give them parts of activities to do in an interactive manner • Break apart the sales cycle • Role play • Calls • Demos • Presentations • Practice makes perfect https://www.youtube.com/watch?v=Jexb2Q5lO8U
- 8. www.vapartners.ca @markeelliott @vapartners Creating Scripts • Make them custom for verticals and form • Call • Email • LinkedIn • Initial messages and follow-up
- 9. www.vapartners.ca @markeelliott @vapartners Objections and Competition • What are common objections? • How do you overcome them? • Great for role playing • Who are your main competitors? • What are your strengths and weaknesses?
- 10. www.vapartners.ca @markeelliott @vapartners CRM • Expectations • Entering data • Funnel reviews • Account reviews • Analytics and reporting CRM
- 11. www.vapartners.ca @markeelliott @vapartners Communications • Management by walking around • Joint calls and meetings • Coaching opportunity • Sales Team meetings • Get the team involved • Individual meetings • Funnel • Personal development
- 12. www.vapartners.ca @markeelliott @vapartners Onboarding • By prepared • Plan out the first week • Involve team managers • Switch it up • Use active learning • Check in with your reps • Sales enablement software • Don’t forget the Managers Handbook
- 13. www.vapartners.ca @markeelliott @vapartners Connect with me melliott@vapartners.ca @markeelliott Mark Elliott on Linkedin