Being a sales manager has always been a difficult job. But we can all agree that over the last couple of years, it’s gotten a lot harder.
In this episode of the Sales Leadership Series,迈克·西尔森（Mike Searson）,Corus Entertainment本地收入副总裁讨论了销售和执行领导技巧。他还谈到了他所看的一些最高KPI，以及在接下来的几年中应关注哪些销售经理。
现在收看或继续阅读以进行简要概述。
关于迈克·西尔森
Innovation and growth are hallmarks of Mike’s 20+ years at Corus Entertainment, Canada’s largest pure play media company.
迈克（Mike）在全国各地的办公室中销售23个销售团队，并倡导以客户为中心的多平台方法进行的领先者进入市场战略。关键的账户重点和新的业务发展是成功的重要支柱，这些概念以及他对客户和销售人员的需求的深刻理解促进了多年来的成倍增长。
迈克知道，成功的领导力取决于透明度，包容和庆祝做正确的事情的人们。所有这些观点，以及更多的观点使迈克成为当今行业中加拿大最重要的媒体高管之一。
销售的主要关键绩效指标
When it comes to key performance indicators (KPIs), there’s no one-size-fits-all solution for every organization. With hundreds of potential options, you don’t want to spend your time looking at every KPI.
迈克说，他们始终如一地测量了一些KPI，例如：
- Tram and Tss – similar to the U.S. Miller Kaplan, this measures the total radio and television ecosystem
- SMI - 标准媒体指数
- 管道
他还解释了他们如何花费更多时间来查看收入与类别假设，净启动子分数，关键帐户增长和活动帐户数量。此外，他解释了他们如何调查员工季刊，以确保策略执行的明确指导。
For more details on each of these KPIs,现在收看!
销售经理应该专注于什么？
销售经理的工作艰难，那么big rocks他们需要确保他们一直专注于？
“Fundamentals still apply,” Mike explains. “The tools are more complex, but we need to focus more on supporting salespeople.”
He also says sales managers should focus on minimizing internal roadblocks and ensuring that sales meetings are effective. “After every sales meeting, we rank on the value of the meeting,” Mike explains. “That instant feedback is important because there’s a significant cost to taking an hour our of everyone’s day.”
Mike also discusses the three-box strategy, which he claims in fundamental in the go-to market strategy. “You have to stop doing things to do things. What can we stop doing?”
This poses the question – are you doing things just because you’ve always done it that way?
Changes to Sales Management Over the Years
The job of a sales manager has never been easy.
随着技术的进步，例如社交媒体平台和CRM软件，销售经理的角色已经改变。迈克说：“与过去五年相比，销售经理有更多的细微差别，例如成为多样性和包容性领域的领导者。”“此外，客户需求越来越复杂。”
Five years ago, sales managers could get away with not fully understanding the digital side of their role, but now it’s impossible. A successful sales manager is no longer just an expert in persuasion, who has mastered the art of the weekly sales meeting pep talks.
迈克解释说：“最后，导航和利用工具箱中的所有工具都已更改。”“我们为客户提供了大量的解决方案，并了解与以往任何时候都更加复杂的地方。”
销售经理的建议
主持人Matt Sunshine问Mike：“如果您正在与一群经验丰富的销售经理交谈，您将对他们现在应该做什么或学习以确保成功的建议？
迈克提供了三个建议：
- Clearly understand the needs and challenges that your team and clients are facing.
- Constantly evaluate your team – what are their strengths and where do you need to invest more support. “As lead generation comes more important, you have to assign talent to task.”
- Identify redundancies – what things can you stop doing so that you can reinvest time to something that adds strategic value.
迈克（Mike）看着销售的未来，最大的变化将是：
现在收听有关每个预测的详细信息，以及一些基于全新的媒体销售报告数据的详细信息。
不要错过另一集改善销售绩效系列管理合伙人Matt Sunshine与思想领袖，专家和行业大师交谈，他们分享了有关各种主题的见解，技巧和知识，这些主题可以帮助公司提高销售业绩。
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