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New Sales Manager's Experience

As a new Sales Manager, your job comes with a new energetic morning routine. You hit the gym, grab some Starbucks refreshment, and get to the office pretty close to 9am. You check your messages, drop off your brief case and with coffee in hand, walk into the boss’s office and sit down. You discuss your first day as a Sales Manager.

Read more of the recently published article by Brian Casto at www.salesgravy.com This "story" will help new managers understand and avoid the first mistakes you can make.

http://www.salesgravy.com/Articles/content/view/673/1/

There are some interesting Group 19 conference calls coming up over the next few weeks. Here is the schedule.

• May 1, 2009 Noon, Eastern Time

Live chat with a Professional Sales Coach, 20 guests will have the chance to ask questions and discuss any relevant topics. For more information and to enroll go to www.group19.com/event/coach_chat

• May 5, 2009 Noon, Eastern Time

Self promotion using social media sites like Twitter, LinkedIn, Facebook and others. Twenty guests will participate in a guided discussion about key sites, how to use them, and how to leverage them. For more information and to enroll got to www.group19.com/event/social_network

• May 7, 2009 Noon, Eastern Time

Many professionals between jobs, underemployed, etc are looking at Group 19 as a way to earn income serious income. Brian Casto, CEO and Founder of Group 19, will highlight the benefits of Group 19 membership, emphasizing not just the income advantage, but also the advantages of skill building, self promotion, and active engagement. For more information and to enroll, go to www.group19.com/event/member_overview

• May 26, 2009 Noon Eastern Time

Corporate leaders looking at sales channel alternatives will want to participate in this conference call on Sales Outsoucing. Brian Casto, CEO and Founder of Group 19 will discuss the merits of Sales Outsourcing, who should consider it, who shouldn't etc. Sales Outsourcing can be an emotional subject often full of misinformation and misunderstanding. This conference call intends to help address both. For more information and to enroll, go to

www.group19.com/event/sales_outsourcing

Selling in a Down Economy: Tip 5

Number 5 TIP on Selling in a Down Economy

Spread the Customer's Pain / Needs

You have been working on a sales effort for months and have just learned the budget has been hacked. Before you trade in your sports car, stop and think of how to broaden the impact of your proposal. Involve more departments and the project budget can grow with each one added.

The department you have been working has lost half the budget needed. Other departments likely have slashed budgets too and are looking to find creative lower costs alternatives to address their needs. A creative sales person like you, can draw in 3-4 more departments, get the full budget covered, and take down a big deal while others are complaining about lost funding.

Selling in a Down Economy: Tip 6

Number 6 TIP on Selling in a Down Economy

Focus your Selling on Cost Savings then New Revenue Growth

Every company will be first focused on saving money - costs savings. Your clients are likely adjusting capital spending priorities focusing more than ever on saving money. For most the capital budget has been trimmed or eliminated all together. However, most senior executives will listen to a proposal that might save them money. Re-tool all your strategies and focus on cost savings 1st.

The old adage, "Nothing cures business blues more than revenue" is especially true in tough economic times. Your 2nd priority is to find creative ways for you to clearly show revenue growth from your proposals. This is not easy and most clients are very skeptical of revenue growth oriented proposals. Do your home work, study their financial situation, use rock solid references, and take a big swing.

Selling in a Down Economy: Tip 7

Number 7 TIP on Selling in a Down Economy

Cross Sell and Up Sell

In good times or bad, cross selling and up selling to existing customers is a great idea and yields strong business growth. When the economy is tough, there can be even greater benefits from cross selling and up selling to existing customers.

Your install base of products at the client is a beach head eager for expanding. Careful examination of customer budget information and strategic efforts will reveal projects already with committed budgets. Examining those projects closely may uncover some sizable opportunities for you to "add on" to those projects.

Original justification for your install base was based on a specific need or pain. Revisit that need or pain to see if it has expanded to other departments. Use the success of that project and your knowledge of the needs to move horizontally through your clients organization looking to solve similar problems and address similar pains.

Selling in a Down Economy: Tip 8

Number 8 TIP on Selling in a Down Economy

A Good Offense needs a Good Defense

Doing all you can to keep your customers happy and returning to you means building a good offense and a good defense.

Your offense includes all your proactive selling tasks, your CRM activity, etc. In a down economy these things must continue, with adjustments like we are listing on our top 10 list.

Your defense includes all the things you can do to keep your customer engaged with you and not with your competitors. It also means reaching out to a broader partner network and building relationships with them. Nothing impedes a competitor more than a "locked up" partner network. Use all these activities to defend your territory.