Recruiting and retaining good sales people is no walk in the park. It’s a challenge that many organizations face, and it requires careful consideration and strategic planning to overcome. This may surprise many nascent business owners but is something seasoned ones learned the hard way. The budding ones naively imagine, “I’ll just focus on building,
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How to organize your sales day could be the missing link to transforming your sales performance. And there’s a simple method to apply. But first, a background. Is time management necessary for a salesman? Yes. As it is, most salespeople blame ‘We don’t have time to sell’ to justify their lacklustre performance. Yet the importance
Prospecting frees you of the misleading notion that,“Watakuja tu”. (Fret not. They’ll come) Here are 3 reasons why you should prospect Let me state the obvious today. Because, again and again, as obvious as it is, it is disturbing how rarely it happens. Sometimes, it makes me think that if breathing was not a reflex
When your mother did something that was your responsibility, you knew it wasn’t a favour- a thunderstorm was brewing. Exhibit. Execute. Exit. A three-step process to dealing with an errant seller. Errant here does not refer to the idiosyncratic nature of most stellar sellers. For instance, the super star corporate bank relationship manager who just
Effective sales management requires the manager to have his nose in other people’s business. The effective sales manager has his nose in his sales team’s personal business. “Do not bring your personal problems to work” is an oft-quoted admonition that rings sour to successful sales management. And personal problems could range from the mild, “My
Keeping a consistently poor performer hurts the business financially and affects the team morale and therefore productivity. “How long should I keep a non-performing sales newbie?” The short answer to this question I get asked often is this: three months is too short, a year too long. If however his is an attitude problem, three
A sales manager who cannot sell is not respected by his team. Sales management without respect is severely impaired. As has been shared here before, sales is not a desk job. The desk job lends itself to structure, systems, rules, policies and regulation in the corporate pyramid. It is thus comparatively simpler for one to
Front line sales management, how do I get a good sales manager, why is sales management so difficult
To succeed, you learn to sell through leading, not lead through selling; the transition is not peaceful, it’s painful. It is also rewarding Transitioning from salesperson to sales leader is not peaceful- it’s painful. Many salespeople struggle with it because of the emotional turbulence it comes with; to succeed they must learn and change. Tragically,
To thrive, sellers must take debt collection in stride. Or would they rather Finance does? If the ultimate objective of sales is to generate income, then debt collection is in itself a salesman. A reader friend of mine told me of an interesting experience he had a few years back. When he joined this firm
Is debt collection the Salesperson job?, Non Performing Loans (NPLs) in Kenyan Banks, Why salespeople don't like collecting debt
“But they have just come from a training; why aren’t they performing?” A common lamentation among managers in an organization, upset as to why the newly trained, highly charged, novice salesman isn’t closing business. These managers are unaware that sales people (on recruitment and after training) need an incubation period. Selling is much akin to