April 17th, 2012
We love talking about sales management training mistakes.
I’m not sure why, but humans seems to love to rubberneck at car crashes, revel in the latest scandals and watch gladiator matches.
Well, maybe not the last one…
I have no idea why this really occurs.
I do have a theory however.
My theory is its because when we watch these things on TV or read about them in the newspaper, we gain comfort in the fact that it’s not us who is doing the screwing up…it’s someone else’s problem.
Someone once told me that this is the reason why The Jerry Springer Show is so popular.
Because when we watch the car crashes that happen on that show we say to ourselves:
“Hmm, I guess my life really is pretty good after all…at least I’m not like THAT guy!”
I think they’re right.
Sales Management Training on Mistakes
Here we have long been advocates of telling sales management professionals what Read the rest of this entry »
March 30th, 2012
Sales management professionals unwittingly look like asses all the time.
I know, because I’ve done it plenty of times.
One time, I showed up for a sales meeting in front of my entire sales team with my fly wide open (I even had the t-shirt hanging out a little bit too).
Thank God for Dustin MacPherson who coughed “FLYIN LOW!!!” as I entered the room.
Well, actually embarrassing is more like it…that could be entire series of sales management blog posts on sales management mistakes.
Looking dumb is inevitable, you just can’t avoid it – we’re all human and were going to make mistakes.
But as a sales manager, when you start making the same mistakes over and over again they make you look like an ass…and that’s when it becomes a real problem.
And when you look like an ass on a regular basis, your sales management leadership goes right down the crapper.
So in an effort to help you not to look like an ass in front of your sales team on a regular basis, in this sales management training here are five things Read the rest of this entry »
March 15th, 2012
Why are so many sales management organizations struggling right now?
It’s not because of the economy…
It’s not because of lazy salespeople (we’ll always have those)…
It’s not because you’re getting squeezed on price because everyone is looking for the lowest price…
It’s because most sales organizations are still using the old and tired way of measuring a salesperson’s effectiveness: sales quotas.
The Sales Management Myth of the Sales Quota
Nearly 100% of all sales management organizations assign sales quotas.
However, less than 10% of all sales organizations assign Read the rest of this entry »
February 1st, 2012
I once had a salesperson who just wanted to be left alone.
He was one of my top salespeople, an A player, and I figured he knew best.
“Leave well enough alone”, I thought. And I happily spent my time coaching my other, less effective sales reps; the ones who “needed me”.
I figured this was a pretty solid sales management strategy.
That is, until he left to go to the competition in his third year with the company. It was almost exactly a year after I had become his sales manager.
I always regretted that “leaving him alone” decision and I learned never to do it again…especially after he started eating our lunch in the territory he vacated to go to the competition.
The Sales Management Dilemma of The A Player
Your sales people probably tell you that they want to “run their territory as if it’s the business”. They think they’re in charge of their own destinies and all I have to do is just Read the rest of this entry »
January 3rd, 2012
In the last sales management training post, I left you hanging like a cheap ornament on a Christmas tree (which I just took down yesterday and still have pine needles all over my living room)…
The truth is I was catching a plane back East and I just ran out of time to get all 7 steps into the first post.
Then Christmas came, then New Years….
Enough of the excuses, here are the rest of the 7 steps to sales management coaching here.
This is a great way to start off the New Year and really get some momentum going in 2012.
And it all starts with good solid sales management coaching.
As you may recall from our previous post, the first three steps to effective sales management coaching Read the rest of this entry »