Sales Management – Should You Promote a Top Sales Performer to Sales Management?
A question I hear frequently is, “Should I promote my top sales performer to a sales management role?”To answer this question, I suggest you consider the following three questions:
Does the individual have the TALENTS required to succeed as a sales manager?
WHY are they interested in being promoted?
What sales management TRAINING will they receive?
Let’s examine each of these questions in some detail.1. Does the individual have the TALENTS required to succeed as a sales manager?During the past nine years I have examined sales assessment test results for thousands of salespeople and sales managers. My conclusion? Top sales performers and top-performing sales managers share many of the same talents. However, there are a handful of characteristics where top-performing sales managers differ from top-performing salespeople. For example:
Top-performing sales managers have slightly higher scores for Verbal Skill, Verbal Reasoning and Numeric Reasoning.
Top-performing sales managers are slightly more Assertive, but they are also slightly more Manageable, have a slightly more positive Attitude and are slightly less Independent.
But, probably most significant difference is that Financial/Administrative (which indicates the individual’s interest process, procedure, administration and financial tasks) is one of the top three interests for top-performing sales managers, whereas 80% of top sales performers have very little interest in these activities. I feel this is a key differentiator because the sales management methodology I teach requires a manager to be willing to:
Hold salespeople accountable for following a predictable, repeatable sales process
Frequently and consistently inspect the quantity and quality of their salespeople’s activities (especially for new salespeople and those who are not performing up to standard)
Analyze sales opportunity pipeline reports, profit and loss statements and other data and reports
If managers are willing to do these things, they can create a predictable and repeatable sales culture that can be scaled rapidly. If they are NOT willing to do these things, they are likely to suffer 80/20 sales team performance, where a small fraction of the salespeople produce most of the sales results and successes are hard to replicate.2. WHY are they interested in being promoted?My opinion is that the desire to be promoted is often implanted in us by our parents, other adults and educational institutions. This makes perfect sense, as in many (if not most) career paths the only way to make more money and enjoy more perks is to earn promotions. However, in sales this is usually NOT the case!If you are a top-performing salesperson, often you will take a pay CUT if you accept a promotion to management. That is certainly what happened to me when I was promoted to sales management in 1991. I walked away from a $6 million pipeline that would have paid me hundreds of thousands of dollars a year for the next several years. While I still earned a six-figure income as a manager, my income was a fraction of what it would have been had I remained a salesperson.When a salesperson is considering a promotion to management, I advise that they make a very sincere effort to identify the reasons why the idea of being promoted is attractive to them. I also suggest that they give some thought to the following realities:
Money: Unless you eventually make it all the way to executive management, chance are you will earn LESS as a manager than you would earn by remaining a top-performing salesperson
Attention: As a manager you no longer get to be the star. Instead, you need to shift your focus to helping the members of your sales team succeed.
Administration: As we saw in the first section of this article, a key component of being a successful sales manager is frequently and consistently inspecting the quantity and quality of your salespeople’s activities. How do you feel about doing this kind of work…over and over again?
Training/Coaching: How much interest do you have in training, coaching and mentoring others? How do you feel about participating in repetitive role plays, which is a critical component of changing your salespeople’s behaviors?
Sometimes I hear salespeople say they would like to move to management because they are tired of the day-to-day grind of prospecting and managing sales cycles, or they are tired of the ups and downs in income, or they really enjoy coaching and mentoring others, or they would like to eventually have an opportunity to contribute in other areas of the company. These are all perfectly valid reasons, and there are many more.All I ask is that you take the time to verify that you (or your salesperson) are pursuing a promotion to management for the RIGHT reasons and that you (or your salesperson) are ready to deal with the realities of being a sales manager.3. What sales management TRAINING will they receive?Just because someone is an effective salesperson does NOT mean they will automatically be an effective manager. There are specific skills and concepts that a new sales manager needs to learn if they are going to be successful. These include:
Sales Recruiting
Sales Compensation
Sales Training and Coaching
Sales Activity Inspection
What is your plan for teaching your new sales manager how to perform these critical activities?ConclusionSometimes it DOES make sense to promote a top sales performer to a sales management role. However, before you promote, please be sure to give careful thought to the following questions:
Does the individual have the TALENTS required to succeed?
WHY are they interested in being promoted?
What TRAINING will they receive?
If you are not confident in your answers to these three questions, you may be on the verge of making a very expensive mistake. Not only will you lose the promoted salesperson’s individual production; if they fail as a manager they are likely to leave your company and go sell for someone else!On the other hand, if a salesperson has the talents required to succeed, if he or she is pursuing promotion for the right reasons, and if he or she will receive training in critical sales management skills and concepts, the stars are aligned for a successful…and profitable…promotion!©2011 Alan Rigg
YouTube Influencer Marketing Mistakes To Avoid
We can say, YouTube Influencer Marketing is one of the best ways to increase a Brand’s reach. But, if and only if we do it the right way.In 2016, there are up to 75% of marketers are now investing in influencer marketing, 60% of brands will increase the amount they spend on influencer marketing. However, the recent research shows that YouTube has the best ROI than any other social media platform, knowing that YouTube is the second largest search engine and it has the monthly user base of more than 1 Billion users. Impressive, right? It’s no surprise that YouTube sponsorships are one of the present’s top-ranked customer acquisition tool.YouTube Marketing could offer you huge rewards. However, the way to reach the success from its uncharted territory can be bumpy. Here are top marketing mistakes that are often encountered and strategies on how to avoid them:Goals Without Strategy. This is one of the common mistakes a marketer makes when launching YouTube Influencer Campaigns. They only focus on their goals and objectives. Some marketers focus on achieving a goal of a certain amount of views and interactions, specifically likes, comments and shares per video they conduct across several channels.An ROI positive YouTube Influencer campaign requires a well-analyzed strategy. Aside from numeric campaign goals, a marketer should consider defining KPIs or key metrics which indicates whether a campaign’s performance can achieve the set goals. In this case, this will allow for better decisions and strategies not just to meet the ultimate objectives, but to reach the goal higher than the expected.Discovery. This is a crucial stage that will define the campaign’s success. In this stage, marketers often fell into a very common trap which is choosing a talent based on the channel’s number of subscribers and latest video views.YouTube hosts much larger amount of data on video watching. The increase of Big Data analytics could provide online tools to help the marketers dig deeper to find the highest-quality talent for their brand. Several key data-driven aspects should analyze when choosing a talent. These are:
Relevance. Is determined by keywords and audience overlap. Which also identifies whether a channel’s audiences will be authentically interested in your service or product.
Reach. The average number of view per video. It is calculated as the average number of views during a set period of time.
Engagement. It is usually computed using total views and interactions. It measures how actively the audience interacts with the channel’s content.
Influence. It is calculated based on how content is shared on the channel and if viewers are turned into subscribers. It also indicated whether a channel stimulates action and audience growth.
Consistency. It is measured by averaging various channel performance metrics from video to video. It analyzes how often the channel is delivering meaningful content.
If a marketer fails to analyze any of these crucial parameters, the campaign may result in a poorly targeted audience, low conversion rates, and washed budgets.Popularity. Any industry has its most popular YouTube celebrities with millions of subscribers. It seems like the fastest and easiest solution for a brand, but remember, they only represent 1-5% of all influencers.Hundreds of new channels are created and published every day and marketers are playing it safe, they activate the largest channels to secure the best results and keep on ignoring smaller channels. This may lead to disappointment, there are more opportunities from smaller channels. This strategy provides only mediocre outcomes. Why?
Lack of Authentic Admiration. There is a lot of things going on for the most popular influencer. They cover a variety of topics, experimenting with different video ideas, in fact, they often treat brand partnerships as just another business, Isn’t it true? They also spend a big amount of time on marketing. The result it: Those brands do not get any special interest or authentic excitement about their product or service. Smaller and niche channels are sincerely interested in the particular topic and products, which could lead to higher quality endorsements.
Lack of Targeting. For example, when a channel has a large scattered audience, it’s difficult to predict which portion of subscribers would actually be interested in the particular brand and/or topic. This may result in subscribers can see videos that are irrelevant to their interests, which could hurt both the influencer and the brand. However, small and mid-sized dedicated channels attract a homogenous audience of highly engaged followers.?
Marketers must explore the small and middle-sized niche channels, which can become the most loyal and dedicated brand ambassadors that open doors to a highly targeted and engaged audience. More or less amount of marketing dollars, brands can reach a greater variety of audiences and produces multiple pieces of content.Losing Control. Marketers still fall into the trap of treating an influence as an actor and editorial content as video ads. The Brands underestimates how keen their users are, how fragile their trusts are and how shortsighted it is to fake authenticity.Case Studies prove that the more authentic the content is, the better users react to it. This leads to higher reach, better engagement and ultimately, stronger campaign results.Agency. As the number of YouTube influencers arise, agencies also rise to help brands with campaigns. Marketers can fully outsource the efforts and simply reap the rewards. But there are a lot of pitfalls hidden in this strategy.
Limited Access. The agency only has the access to talent in its network, those channels may not always be the best fit for the brand’s needs. Marketers should not fail to assess channel’s value and not to limit their reach to only one ideal partner.
Connection. Lack of connection is what marketers often underestimate, especially the level of personal connection which is required for a brand and an influencer. Influencers do seek strong relationships and connection with a brand so they could truly understand its values and speak on its behalf.
Niche Understanding. The majority of agencies cater to brands within multiple industries and don’t fully understand the subtle differences of particular spaces. The brand manager should step in and make sure that both talent and video content choices are taken to consideration industry specific aspects.?
In working with agencies, managers need to carefully evaluate the emerging costs compared to the delivered value, the differences between the overhead associated with launching campaign in-house and the agency fees, the key competencies and resources the team is missing and if they are provided for by the partner. Managers need to find out answers to these variables before hiring an agency.Lack of Transparency and Standardization in Pricing Models. This is one of the biggest challenges for marketers in YouTube Influencer marketing. Marketers end up getting unreasonably high quotes and overspend. Not realizing the room for negotiation in the market.
Payment Models. Different channels and agencies work on different payment models like pay per view, pay per action and/or pay per activation. Most of agencies or talents work solely on pay per activation model and often do not tie their fees to guaranteed campaign results.
Marketplace. YouTube influencer marketing is still in its infancy, with a lack of benchmarks, the market has not determined average rates. Influencers and agencies currently charge anywhere from $0.02 to $0.20 per view so there is a lot of room for negotiation.
Secret Transactions. Agencies share their pricing structures rarely which lead to partners offering different fees for the same talent or campaign. Marketers are required to compare prices across space and negotiate aggressively to get the best deal, this will secure an ROI positive campaign.
Highly Effective Digital Marketing Strategies
Would you like to learn some highly effective digital marketing strategies? But first of all, what is “digital marketing”? Some people believe it’s a different form of internet marketing, but in truth, it’s actually the same thing. These days people come up with all different kinds of terms to re-describe the same thing. Digital marketing is the same thing – people are just trying to profit off of a different wording of the same topic.I’m sure you’ve probably also heard the terms: “inbound marketing”, “influencer marketing”, “outbound marketing”, and etc. But all of those are the same concepts of internet marketing strategies that have been already tested and proven to work. These people are just now figuring this stuff out. So digital marketing is just internet marketing. And also, some people get it confused with eBook marketing.If you’ve ever heard of someone say “digital download”, that means that a product will be available for you to download immediately after you order. This is called a “digital product”. This is not digital marketing in its full form. Digital marketing is just a familiar term that people interchangeably use to describe tactics for promoting your products on the internet. With that out of the way, would you finally like to learn some highly effective digital marketing strategies?I want to go over a few concepts that will allow you to soar past your competitors and get you the increased traffic, sales, and profits that you are looking for. These tactics are easy to use and implement, and are simple ways that you can improve everything that you’re doing within a short period of time. Let’s take a look at the first strategy that you can use to improve your digital marketing efforts:1) Guest blog postsIt doesn’t matter what industry or niche that you operate in. With guest blog posts, you can stand out and position yourself as the “go to person” in your niche for whatever you do. You will stand out as the authority and the expert that people will instantly think of whenever your line of work comes to mind. This is essential to know, because credibility is everything online, and standing out as the obvious expert is a crucial step in gaining more new sales.So I guess you’re wondering what guest blog posts are huh? It’s okay if you don’t know. A guest blog post is simply a lengthy and informative blog post about something that you’re knowledgeable about. The blog that you submit your guest blog post to should be in your niche, and shouldn’t be a rival competitor of yours. Do you know why this is such a highly effective strategy?Usually high traffic and famous blogs in your niche will have a high readership. This means TONS of free promotion for you and your website – should your information be good – and should the blog owner request that you send more blog posts. If you can get a partnership where the blog owers wants to exclusively collaborate with you because you offer great content, this could be an endless supply of free traffic for you.Plus, you have to think about the syndication that this will get you also on social media. The more blogs you post on, and the awesome job that you do, the more your reputation will increase, and the more you will become an expert on your subject. Soon people will be coming to you, looking for more of your great information that they can use in their lives. Here’s another highly effective digital marketing strategy that you can do:2) Viral eBook marketingViral eBook marketing can do wonders for your website traffic and your business. Imagine writing a free eBook about a topic in your niche, and having it available for download on your website. You can put your website link(s) all over it, and tell the readers that they can offer it for free on their website (as a form of free content), and that they should pass it around to their friends and colleagues.This can be an amazing free traffic tool for you. The more people who download it will have the ability to use it for themselves, offer it for free, and recommend it to others. Soon with enough people downloading your free eBook, it can take off on its own and be a major traffic tool for you without you doing a thing. As long as the content is good and it benefits people, offer it on your website and let it do its thing.You will want to include your homepage link inside of it, your affiliate program link, a link to your blog or articles page, and a link to a page that has your products or services on it. That way while people are reading through your book, they will have the chance to click through to your site multiple times and potentially sign up for one of your offers. This can be a big deal.Not only that, you can submit it to the free eBook directories. eBook directories store your eBook for people to read, download, and use for promotional content on their site. Plus on some eBook directories, they require a direct link – thus giving you a high quality and relevant backlink to your site. This is digital marketing 101, and once you put it into use, you’ll see how well it can work for your business.These are 2 highly effective digital marketing strategies that you can use to improve your traffic, sales and profits right away. There are many more techniques that you can use to boost your sales for your website, but these 2 alone can put you over and above your competitors. The biggest thing to understand is that it takes repetitive efforts, and daily work to make any digital marketing strategy work. You don’t get results and make money if you’re lazy. So keep that in mind. Good luck!
How to Get Car Finance With Bad Credit
If your credit isn’t quite up to par, you don’t necessarily have to settle for an old beat up car with tons of miles on it. There are ways you can learn how to get a car finance with bad credit. There are many places online where you can get a car finance loan approved very quickly and easily.
Many of the loan options available to you on these sites are to buy a car with bad credit from many leading car dealers. It is an easy process of about three steps to buy a car in this manner. Your first step is to apply for the financing, then you select the car you would like to buy and finally you complete the paperwork.
There are some basic requirements you will need to meet before you can have your car financed:
* Must be 18 years of age
* You get your financing from local auto finance specialists
* You will need to make at least $1500 gross monthly income in order to qualify.
* The auto loan approvals only qualify if you buy a car from a direct licensed used car dealer.
It is important to note that 93 percent of all bad-credit car loans are approved as well. There is also a service called funding way that helps customers with credit issues still be able to buy a decent car. There are special finance experts ready to help anyone who needs them. If it is possible, they will seat you in a financed used car today. There are all kinds of lending resources ready to loan you the money for your used car.
You can get a car financed for incredibly cheap monthly payments and even low interest rates. There are no fees involved in applying and approval is almost instantly. When you visit these car loan sites and fill out your private information, you can rest assured that your information is safe. They go out of their way to use the most technologically advanced software to give you extra assurance.
There is also a wide array of cars to choose from. Your selection is absolutely not limited at all. Each dealer has passed a screening process so that you know you are dealing with honest and reliable people. Go online today and see about getting a car financed even if you do have bad credit. Everyone gets into financial difficulties every now and then, but that doesn’t mean you can’t drive a car that looks and runs smoothly.
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Quality Writers
Our company is exceptional in terms of producing lab report. These assignments are considerably complex for most learners. However, the company has assembled an exceptional team for producing these kinds of academic documents. This wonderful team has tremendous talent in writing credible assignments. This team has distinguished skills in research. Such skills facilitate for the evaluation of all details as pertains to the lab report. Consequently, students are offered reliable academic documents for their scholarly needs. The team is organized into strategic units. Each unit specializes in a given line of specialization. For instance, some units focus on physics while others specialize in chemistry. This kind of specialization has been pivotal towards the enhancement of quality.
The different units can also participate in professional consultations. This is mostly done when an assignment is complex. Through brainstorming, the academician is guaranteed exceptional grades. Scholars are always baffled by the distinguished ability of our experts. This is mainly because of the incapacity of other firms. For instance, some firms use amateur writers to complete lab reports. This poses a significant risk to scholars in terms of academic performance. An example is when a scholar is deducted a lot of marks for plagiarism. This hampers the chances of such academicians to attain their academic goals. The credibility of professionals in our company spurns across the globe.
Accuracy
Another exceptional feature of our firm pertains to accuracy. While writing lab reports, it is fundamental for any scholar to maintain the relevant degree of accuracy. A simple typo in the lab reports can have extensive implications. Based on this perspective, our experts maintain accuracy in all academic assignments. This approach has significantly boosted the credibility of our firm. Students prefer our assignments because of accuracy and authenticity. In other firms, such attributes are unheard of. It is thus advisable for any top academician to purchase assignments from us. Apart from accuracy, the assignments from our firm are characterized by exceptional flow. Such flow is essential in terms of quality attainment. Students are confident in the firm’s capacity to generate acceptable papers.
We always encourage scholars and academicians to purchase assignments from our excellent firm. This enables the reader to take interest in the entire document. This strategy is pertinent for any academician. In essence, the entire academic document should appeal to the instructor. This facilitates for the attainment of brilliant grades. The lab reports at our firm are sold at wonderful prices. Such a unique perspective facilitates for affordability. In contrast, other firms sell their lab reports unfairly. Ordinary scholars can barely afford such essays.