In the early 1980s, Kenneth Blanchard, Ph.D. and Spencer Johnson, M.D. sat down to write a book on management called The One Minute Manager. It immediately became a huge hit and a near immediate bestseller.
Thirteen million copies later, its still considered one of the best books ever written in the field of management…and for that matter, sales management…or is it?
“Once there was a bright young man who was looking for an effective manager…” Continue reading
The thing with underperformers is that because of their failures to hit quota, they start to have a hard time picturing themselves on top. They know they’re performing way below their peers and like a baseball slugger in a slump, they start to lose confidence.
The real challenge for the sales manager is to help underperforming salespeople stop this destructive thought process. Not easy. But a salesperson whose lost confidence in their abilities cannot possibly perform at the level that’s expected of them.
And this is where the third rule comes in. Continue reading
The third and final myth in this series of blog posts is also one of the most important topics in sales management. It concerns performance. But it is also about change, about trying to move away from an established routine in hopes of discovering something even better. Alas…
Myth #3 – Results must be reinforced for performance to change. Continue reading
This is the second part of the article The #1 Myth to Sales Coaching Is…
In the first article, we discussed the difference between teaching and reaching out. As we discussed, the top sales manager studies and figures out their sales reps’ individual strengths and weaknesses, and adjusts strategy accordingly. Sales coaching as teaching is a myth because sales reps rarely learn anything from that method.
Which leads to…
Myth #2 – Most sales reps can assess their own strengths and weaknesses. Continue reading
One time I was out on the field with one of my sales reps and we needed to stop by his house so I could file a periodic inventory of his product samples and supplies.
In the house, he led me to a modest home office. The plaques and various awards on display immediately got my attention, neatly lined up on the shelves attached to the wall on one side of the room. I recognized one of the cards on display—an award I gave to him three months ago to acknowledge his great sales performance. My sales rep turned to me and said, “It’s one of the most meaningful tokens of appreciation I’ve received in my entire life.” He told me he values it more than anything on those shelves. Continue reading
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