Youtube Exercise » English Grammar Homework

What Does a Sales Manager Do? | What is a Sales Managers Daily Action Plan?

Dave Lorenzo

1,070 views 1 year ago

Warm-up Questions

What do you do during a normal workday as a sales manager?
If you were hiring a salesperson, what daily tasks would you want them to do?
What could a “daily action plan” look like for a sales team?

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What Does a Sales Manager Do? | What is a Sales Managers Daily Action Plan?

Overview + Daily Basics (Focus #1) (00:00 – 04:20)

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1. How many key things does the speaker say a sales manager must focus on every day?

Five
Twenty
Three
Ten

2. What is the idea of “daily basics” in the speaker’s example?

Managers focus only on monthly goals
Salespeople work fewer hours each day
Only new employees do basic activities
One activity is emphasized worldwide each day

3. How should the sales manager use the calendar for the basics?

Use one basic per week
Match a specific basic to each day of the month
Use one basic for the entire year
Choose a random basic every morning

What Does a Sales Manager Do? | What is a Sales Managers Daily Action Plan?

KPIs + Communication (Focus #2–#3) (04:20 – 08:30)

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1. When should the sales manager check the key performance indicators (KPIs)?

Only after a weekly team meeting
Only at the end of the month
For the previous day’s results
Only when sales are down

2. What meeting format does the speaker recommend for daily communication?

A written email only
A 2-hour training session
A 15-minute standup meeting
A quarterly planning meeting

3. What is one goal of the daily meeting, according to the speaker?

To replace one-on-one coaching permanently
To reduce the number of sales calls
To fire the sales team up and start the day motivated
To discuss only company financial statements

What Does a Sales Manager Do? | What is a Sales Managers Daily Action Plan?

Calls + Referrals + Wrap-up (Focus #4–#5) (08:30 – 11:10)

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1. What does the speaker recommend using when giving feedback?

The “feedback sandwich”
Only written feedback at the end of the week
A strict scorecard only
Only negative feedback

2. Why does the speaker say a sales manager should go on outside sales calls?

To avoid checking KPIs
To replace the sales team with automation
To understand what salespeople do and share a common frame of reference
To take over the sales call and do the talking

3. What is the fifth daily activity the speaker emphasizes?

Creating new products
Changing the CRM system every month
Asking team members for referrals to bring in new salespeople
Reducing the number of meetings

What Does a Sales Manager Do? | What is a Sales Managers Daily Action Plan?

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1. Which option best describes the speaker’s overall approach to sales management?

Let each salesperson choose their own process with no tracking
Focus on a few repeatable daily actions and reinforce them consistently
Do most management work only once per month
Avoid meetings and avoid coaching

2. Why does the speaker emphasize KPIs?

They replace the need for communication
They guarantee sales will increase immediately
They help monitor team and individual activity from day to day
They are only useful for accountants

3. What is the main reason for asking top performers for referrals?

It prevents the team from changing
Top performers usually know other talented people
It makes KPIs unnecessary
It reduces the need for any training

Discussion Questions

Discuss the ideas from this video

What Does a Sales Manager Do? | What is a Sales Managers Daily Action Plan?

What could be good “daily basics” in your industry or workplace? Give two examples.
Which KPIs would you choose to track a sales team’s daily activity, and why?
Do you think short daily standup meetings are motivating or stressful? What makes them work well?
How can a manager give helpful feedback without damaging motivation?