Are you struggling to make sales in your small business? It is most likely due to the fact that you’re not employing someone with the confidence and know-how of generating sales in the 21st century. The local business sales manager is the most important person in your office. Common sense dictates that if a local business owner hires the right local marketing manager, your business will flourish.
Conversely, if a local business employs an incompetent, backward-thinking individual in a sales managerial position, then you’re sure to you end up with high turnovers, lost valuable accounts, low morale, a bad reputation and ever declining market share within your industry.
The ideal local sales manager possesses the combination of just three desirable traits and in depth knowledge suitable for any local business regardless of industry.
1. Acquired knowledge about the convergence between business ventures and the entrepreneurs involved in them
Professional sales people know one thing: selling things. Sales usually has a negative reputation because we associate the word with being swindled by a snake oil salesman, a bottom feeder preying on your ignorance or delivering an aggressive sales pitch or as a Willy Lohman type individual in the book “Death of a Salesman“.
Oftentimes, a sentence beginning with the words, “I got sold,” is perceived as a negative statement while a sentence beginning with “I purchased,” carries a positive connotation.
A sales person knows how to survive in a free market whereas business people who happen to sell products and services know and understand the fundamentals of making their clients money. Naturally, clients consistently seek the latter but unfortunately finding the business person who can actually sell is a rarity.
The right combination of intelligence, experience, and creativity can identify a natural sales person immediately and at times even the most progressive thinking local sales manager must settle for a sales person due to resources or circumstances out of his or her control. And because of this, the combined skill sets of intelligence and experience knows to hang on to a business person regardless of market conditions.
Effective sales managers know what their clients think: what their needs and concerns are, where their company’s strengths lie, what their competitors are doing. Therefore, they can teach these things this to their subordinates who in turn will sell enough to have a sales team themselves one day.
2. A diverse plan of where your small business is going
It would be incorrect to state that a local sales manager know where both the company and they will be in a couple of years because the owner has the ability to adjust to fluctuating markets and other variables that call for a change in business plan.
However, business leaders share a vision of growth for their employees and hence the company. A business owner’s vision should start with where he or she sees the team under them in the next few years and how their gradual growth will spawn the company’s increased revenue generation.
3. The ability to recruit and increase the firm’s positive image in the marketplace
Local sales people dress professionally, create a pleasant office atmosphere where the team looks their best, have the time to stay fit, care about the aesthetics of their surroundings.
First impressions last so if you don’t think this is crucial then you’re not going to make as much money. Appearances and perception are are big deal when it comes to sales and meeting with clients.
People generally equate physical attractiveness with honesty and intelligence. For example, good looking women receive significantly higher test scores in college when the grading is subjective and not formalized.
Common sense and intelligence would tell you that there’s no direct correlation between physical appearance and competence but strangely 99.99% of the population believes there is one.
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