September '15

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78 • RV PRO • SEPTEMBER 2015 rv-pro.com A sales manager should go for the max- imum in his salespeople, instead of just accepting the minimum. You cannot run your sales department at minimum levels of effi- ciency. Someone once said, "A man's reach should exceed his grasp, or what's a heaven for." Outstanding salespeople have to be able to give their maximum. There is no room in your depart- ment for salespeople who don't share your goals. If a sales manager gives only a minimum on the job, he/she can't expect the maximum from his/ her salespeople. If you, as a sale manager, come to work late and leave early; if you're careless about demanding quality work; or if you seem bored with your own job, your staff will assume an identical attitude about their own work. But if you set the right examples by giving the right examples from yourself, your salespeople will do the same. Enthusiasm is contagious. If you're positive about your work, then chances are, your salespeople will also be positive. It's up to the sales manager to set the performance standards for your staff. If you set high standards – and take the responsibility to make sure your staff achieves them – productivity will increase. As the influential public speaker William Boetcker once said, "If you wish to succeed in managing and con- trolling others – learn to manage and control yourself." Tell-Tale Signs of Poor Performance Here are just a few signs of minimum perfor- mance in the sales department: • Management is no longer willing to try new ideas. • The sales department is no longer willing to look for new ideas, and is willing to stay at the level that they are. • The management demands absolute conformity from its employees. • The manager is self-satisfied, and no longer working on a program of self-improvement. Getting Your Salespeople to Perform To get the most out of a sales staff, it's imperative for the sales manager to set the right example and to set clear performance standards for the staff. MIKE WHITTY, president of Michael Learning Group, has been training dealership salespeople and managers for more than 25 years. He has been a speaker at several events, including the National Auto Dealers Association and the RV Dealers Association conventions. He is the author of "Under New Management: Sharpening Your Skills as an RV Sales Manager" and "The RV Sales Manager Toolkit". For more information, visit www. rvsalesmanager.net. To get the best out of the sales team, set performance standards, de-hire those who fall below minimum standards, know what each salesperson wants (understand their personal motivators).

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