A comfortable salesperson is a dangerous thing—dangerous to the business, to their own growth, and to the team’s overall productivity. Motivating him doesn’t work-scaring him does. Comfort is dangerous to selling. Your ‘pep talks’, contests, trainings, even repeated “Believe in yourself!” quotes, don’t break comfort in sales. If anything, they reinforce the comfort. That salesperson
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You may not realize it, but your personality type could be influencing your focus as a sales professional in leadership—and not always in ways that help your team hit target. We all come into sales leadership with strengths. But those strengths have blind spots. And blind spots in sales management cost money, morale, and momentum.
#commonleadershipblindspot, #identifyblindspotsdevelopment, #leadershipblindspotassesment, #selfawareness
Dear Sales Manager, are you managing numbers or managing people? If your entire sales management strategy fits into an Excel sheet of monthly targets, congratulations—you’re not managing. You’re hoping. But, “Sales is a game of numbers,” you say. True. Also true, is that, not all sales people are motivated by money or targets. Now, as
Yes. That’s right. Your top sales person can leave you. In fact, he will if you fail to manage him as you should. Good sales people leave for different reasons and when it happens, it usually catches everyone off guard. Jaws drop. Managers shake their heads in disbelief—often masking blame as concern. “Poor Sheila. She
What type of sales manager are you? Are you a sales manager, sales manager (?) or sales person? Look at these three real life scenarios and find out. But first, the setting. You are a manager in a life insurance company on a three-day sales management retreat (conference, kick-off) somewhere out of town. The CEO
#importanceofsalesmanagement, #salesmanagementjob, #salesmanagementsystem, #whatsalesmanagementpeopledo
Dear Business Owner, does your after-sales service bolster or butcher your selling efforts? I’m assuming here you have an after sales service. And if you don’t, keep reading. And if you do, is your after sales service as effective as yoursalesservice? Or, do your customers suddenly become children of a lesser god once they’ve bought?
#aftersalesserviceexamples, #aftersalesservicetasks, #importanceofaftersalesservice, #whatisaftersalesservice
Dear Branch Manager, do you run your branch focused or costs and operations or sales and profit? Perhaps yours is a service centre focused purely on the former and that’s what’s required of you. And if that’s the case, that’s okay. Just know that, that’s the exception, not the norm. Still, don’t sit too pretty
#branchmanagerskills, #deliveryledmanagement, #effectivebranchmanagement, #salesledmanagement, #settingasalesculture
You will struggle to successfully run a sales team by remote. I’ll explain why shortly. But first, what do I mean by managing a sales team remotely? Well. Think of how effective, though detached, a remote control is from the TV, and the comfort it offers the user. Now then, there are sales managers and
Shame on you for doing this! You should be thrown in a dungeon and the key thrown away. Shame on you, employer, for refusing to pay sales commissions rightfully earned. Three salesmen I know faced the same predicament from their respective well known employers. One sold and leased cars. Let’s call him Juma. Juma, bagged
Sales contests. The magic ingredient in sales. The importance of sales contests cannot be gainsaid. But what do you mean by sales contests, you ask? Sales contests are, well, contests like any other, in which some win, others lose but overall the team and therefore institution thrives. Or should. The importance of sales contests Why