What a Manager Really Wants!

1. Production (Over the quota performance.)

2. Time and Territory Management Skills
A. Goals- What am I going to get done today? This week? This month?
B. Prioritization: Most important things first.
C. Focus: Daily production, reports on time, projects completed, etc.
D. Follow up: Customer queries/ calls handled immediately.
E. Crisis Management: Problems handled, customers soothed.

3. Prospecting Skills
A. Image and Impression
B. Woo & Warm
C. Energy, Intensity, Stamina
D. Engagement, Involvement, Commitment

4. Strategic Selling Skills
A. I.D. Gatekeepers, Influences, and Decision Makers
B. Analysis of Customer’s Need; recognition of Hot Buttons.
C. Solution Selling: “Added Value” not low price
D. Closing Skills and Strength

5. Multiyear Track Record of Performance
A. Self Presentation Binder or Hero File.
B. Stack Rankings
C. Performance Statistics
D. Awards Won.
E. Recognition Letters
F. Customer Appreciation Letters
G. Reference Letters

6. To Feel “Sold” During the Interview.
A. To visualize the person “doing the job.”
B. Management needs fit management/ company style.
C. Feel convinced candidate will be an overachiever.
D. Have confidence in candidate’s commitment.
E. Able to visualize a fast start.
F. Believe candidate can earn promotions up ladder.