Five Most Common Complaints About the Sales Team – Part One

Five Most Common Complaints About the Sales Team – Part One

#1 My Salespeople Don’t Ask Enough Open-ended Questions

As a sales consultant for a number of years, I have heard countless frustrations and complaints from owners and business leaders about their sales teams, mostly because those owners are interested in an increase in sales and they don’t see it happening.  My next five articles will look at the top five.  This is #1.

My Salespeople Don’t Ask Enough Open-ended Questions.

Inconsistency or inability to ask good questions is merely a symptom of an underlying cause.   The reason they don’t ask could be caused by a variety of things.  Some of which you, as […]

How to Be a Sales David When Going Against Goliath

How to Be a Sales David When Going Against Goliath

I was talking with a physician about the dilemma associated with the primary care physician business today.  She likes maintaining an independent business, but it is more difficult to do that cost effectively.  And what she is also up against is the large advertising budget that large healthcare systems have.  Well you might be saying, what does this have to do with my business?  Doctors don’t have to sell.  Well, it has everything to do with your business if you are a typical small or medium sized business where there is a very large competitor in the market.

If you are […]

Sales Manager Blocks Improvement Attempts. Don’t Be Held Hostage.

Sales Manager Blocks Improvement Attempts. Don’t Be Held Hostage.

We were engaged by the owner of a small, but growing company to analyze his sales team and its effectiveness.  During the discussion about the different players on the team and what he was trying to accomplish, I learned that the real reason the owner was interested in outside help was because he was concerned about the effectiveness of the sales manager.  The sales manager had been in the industry for years and was quite knowledgeable so was very valuable to the organization, but the owner was concerned that the manager wasn’t doing all that was necessary to get the […]

Dumping the Crisis Management Burden on Sales Managers Dampens Growth

Dumping the Crisis Management Burden on Sales Managers Dampens Growth

In my last article, Crisis Management Hampers Sales Managers’ Effectiveness, I discussed the shocking amount of time that many sales managers are spending on crisis management. I conducted a rough poll of business owners regarding this topic and provided a list of possible ways that the sales manager could be spending the bulk of his or her time. Much to my disappointment, the vast majority of the business owners polled indicated that their sales managers spend the bulk of their time in crisis management. This is valuable time that they could be spending coaching and motivating their salespeople to improve […]