âWe see you have your company account with us and are calling to ask you to open a personal account too.â (Pregnant pause awaiting a Yesâ) Meanwhile, the customer (a director of the company) is wondering, âWhy? Why should I open a personal account with you?â And this is what I want to look at
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A comfortable salesperson is a dangerous thingâdangerous to the business, to their own growth, and to the teamâs overall productivity. Motivating him doesnât work-scaring him does. Comfort is dangerous to selling. Your âpep talksâ, contests, trainings, even repeated âBelieve in yourself!â quotes, donât break comfort in sales. If anything, they reinforce the comfort. That salesperson
You may not realize it, but your personality type could be influencing your focus as a sales professional in leadershipâand 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, congratulationsâyouâre not managing. Youâre hoping. But, âSales is a game of numbers,â you say. True. Also true, is that, not all sales people are motivated by money or targets. Now, as
Yes. Thatâs 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 disbeliefâoften masking blame as concern. âPoor 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 theyâve bought?
#aftersalesserviceexamples, #aftersalesservicetasks, #importanceofaftersalesservice, #whatisaftersalesservice
Dear Branch Manager, do you run your branch focused on costs and operations or sales and profit? Perhaps yours is a service centre focused purely on the former and thatâs whatâs required of you. And if thatâs the case, thatâs okay. Just know that, thatâs the exception, not the norm. Still, donât sit too pretty
#branchmanagerskills, #deliveryledmanagement, #effectivebranchmanagement, #salesledmanagement, #settingasalesculture
You will struggle to successfully run a sales team by remote. Iâll 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