3 reasons why you should prospect

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…

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Steps to dealing with errant seller

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…

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Qualities of effective sales management

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…

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Fire that poor performing salesperson, but before you do…

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. The floor is informed by the need for…

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Effective sales management begins with selling

A sales manager who cannot sell is not respected by his team. Effective sales management begins with respect. 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…

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Are You Struggling To Embrace Your New Role As Sales Leader?

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,…

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Debt collection is in itself a formidable salesman

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…

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To get the best out of salespeople, give them an incubation period

“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. Selling is much akin to riding a bike. You can draw diagrams explaining the physics behind riding it, but it’s all…

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What qualities make a good sales manager

The qualities of a good sales manager are different. The person who finds themselves in the position of sales manager more often than not gets shocked by the transition. The qualities of a good sales manager are unusual. A sales manager’s job is not everyone’s cup of tea. Selling isn’t a desk job and management…

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Making salespeople into CEOs might not help firms

Stellar salespeople struggle as CEOs. Leadership calls for a “generalist”. A salesperson is a specialist, which is a narrow approach to leadership In the past couple of weeks, acres of editorial space globally have been assigned the transition at the helm of Microsoft. Finally, a Satya Nadella took over as captain from Steve Ballmer. According…

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