Don't be Sales Manager, be a Sales Leader By Jaydeep Maske

A strong team is a result of good and healthy business.
Be a sales leader, rather than sales manager.
Course for : Retail Management
By: Jaydeep.D.Maske
BSC from Staffordshire University, UK
Diploma in Strategic Management and Leadership from Pearson, UK
Date: Feb 2018

“A leader is one who knows the way, goes the way, and shows the way.”
—John Maxwell

What is good, to be an sales manager or to be
an sales leader?
Who are U?

Sales Manager V/S Sales Leader
Sales Manager Sales Leader
Boss, or authority Figure Colleague, or one of the team
Commands authority Earns Respect
Do as I say - leads by command
Concerned with Team, Individual, as well as
Organisation, Goals
Directs or Gives orders Empowers, Consults & Invloves

Journey from Sales Manager to Sales Leader
Why your mindset is important for store growth?

How this is related when you are working at iVenus

How this is related when you are working in retail.
Very low walkings.
We’re not competitive in price.
The economy is crap, thats why sales is crap.
My store location is bad.
Give up sales easily if price are not matched.
Every single customer is a potential buyer.
We give best customer experience and service.
People who use our product does not worry about
economy.
My store is one of the best in entire area.

“Inexperienced and weak management is still the major cause of all the business failures.”
Things to do - to break your Fix mindset.
Get face to face
with customers
problems
Build Rapport
Price challenge
Don't give up easily
Learn to be more
positive
Don't compare
your store/ business
with competitor
Every customer
who walks in store, no
matter if they are for
service or window
shopper - its an
potential customer

Every customer
who walks in store,
no matter if they are
for service or window
shopper - its an
potential
customer

Every customer
who walks in store,
no matter if they are
for service or window
shopper - its an
potential
customer
Teach team and yourself to speak to each
and every customers who walks in store, no
matter they are for service or any non brand
quires.
Talk on things they are interest in, try to know
why they are at store, and if there is
opportunities, start saying about your new
product and services.
Explaining non potential customers about
your services and products, results them to
become prospect customers for future.

Get face to face
with customers
problems

Don't hide behind your staff or doors
Learn to listen, if you listen actively and openly,
you will understand customers point of view
Why still customers don’t want to shop online ?
Because they prefer to speak to human about
there problems rather than a computer.
Get face to face
with customers
problems

Build Rapport

Make every customer experience a brilliant
one.
Speak what customer wants to hear, not what
you intend to speak.
Empathise with them, agree with them, and
show them the right way.
Build Rapport

Price challenge

When customer ask about price, you focus
about solutions on which customer will be
impressed.
Don't get into justifying your cost, feel proud about
your extensive knowledge and customer service
When customer brings price comparison, don’t assume
they want it on that price, in-fact most of the time sales
are closed on rapport.
Price challenge

Learn to be more
positive

No matter its a price challenge or staff
challenge, stay positive and work on solutions
rather than wasting time thinking about
problems
Don't justify your bad sales day saying Market is
down, this is just another scape goat blanket.
Even customers worst feedbacks should be taken positively, and
should be taken as a positive learning experience.
Learn to be more
positive

Don't compare
your store/
business with
competitor

What price our competitor is selling? This
question is nothing to do with you, your store
story should be different based on how you
serve your customer.
Focus on what makes your store and brand great.
Aim to become necessity for your customers, not the weakness
for your competitors.
Don't compare
your store/
business with
competitor

Your Role :Profit and Revenue Generation?
Bigger the invoice size, bigger the profit and revenue
Measure Stock Level in store
Strong follow up routines
Up sell and cross sell
Become a resource
Extra strong PR
Don’t be an vending machine
Product knowledge- Key of Success

Good to Great
Remember the bubble:
Profit and
Revenue are
driven by invoice
size.
ACS : Average
Customer Spend
Maximise repeat
customers
Customer
conversions
Control ageing
stock
Quality Team
Developing
Regularly
give
constructive
feedback
Gross Profit =
Sustainability
Customer
Value
Y on Y Growth Be an owner

Q&A
Journey Completed By:
Jaydeep Maske

Don't be Sales Manager, be a Sales Leader By Jaydeep Maske

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