Ineffective Sales Management: What to Do About It, Part One

At the risk of alienating some of my regular readers who are sales managers, we are going to talk about ineffective sales management today.

 

I recently heard another sales consultant speak and he made a great point about sales management.  He said,

“A sales manager’s job is not to grow sales.  A sales manager’s job is to grow salespeople in quality and quantity.”

I could not agree more.

 

Unfortunately, there are many CEO’s and business owners who ask the sales manager to both sell and manage.  It doesn’t work well.  You get a half-time presence in both roles.  And there are frankly additional reasons […]

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Can Your Salespeople Provide a Disney Experience?

Can Your Salespeople Provide a Disney Experience?

I had the privilege of hearing Doug Lipp present at a recent conference where I was also a speaker.  He is the former Disney University trainer for Disney.  While his message was mostly about customer experience and satisfaction, he made a specific point that resonated with me and applies to sales.

He explained that at Disney World they would train their staff to look at the park from the child’s eye.  They would physically get down on their knees and experience the park the way a child would experience it.  Most companies I work with care about how the customer perceives […]

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People Believe What They Want to Believe…Salespeople Too

People Believe What They Want to Believe…Salespeople Too

I have written a bit about the impact of losing emotional control in the sales process and I talk about it with sales teams, sales managers and CEOs whenever I get the chance.  But, I don’t always feel that everyone understands what I am talking about.  So I have a new illustration.  The recent debacle in Washington DC with the government shutdown and the subsequent panic regarding whether or not the U.S. would default on its debt obligations due to the debt ceiling limit illustrates my point perfectly.  Here’s how.

If you are a Democrat you likely believe that the House […]

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What Football Fans Can Teach Salespeople about Emotional Control

What Football Fans Can Teach Salespeople about Emotional Control

For years, 26 to be exact, I have listened to comments in the football stands as the wife of a football coach, and now
mother of a football player.  Now you might be thinking that the title about emotional control has to do with those fans that lose it and scream and yell at the refs.  But I am talking about another kind of emotional control.  Or lack thereof.  The kind where we take a little bit of information and make assumptions that we know the rest of the story, the intent, the problem, the reason.

Here’s what it sounds like in […]

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Can Peer Audits Improve Sales Effectiveness?

Can Peer Audits Improve Sales Effectiveness?

I had the privilege of speaking at the PERS Summit 2013 a couple weeks ago and heard Josh Garner, president of AvantGuard speak.  He described a process that his company uses to focus on continuous improvement.  They conduct peer audits on a daily basis where peers listen to how they interact with customers and give constructive feedback.

It made me think of how this could be applied in sales.  Of course everything makes me think of how it could be applied in sales.  Anyway, peer audits are easy to conduct in sales if you field an inside sales team.  It’s easy […]

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Sales Coach or Sales Manager?

Sales Coach or Sales Manager?

I had a great conversation with a sales coach recently.  Individual clients hire her to improve their effectiveness, similar to a life coach.  I was curious about her process so she shared with me how she engages with clients.

I was humbled to learn that I had been using the terms sales manager and sales coach interchangeably.  Boy was I wrong.  There is a significant difference.  My analysis is this:  Sales managers tend to tell people what to do and how to do it.  Sales coaches don’t give the answers, they ask the individual what he thinks he could do better, […]

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Have Your Sales Team Go for No and Watch Sales Results Soar

I just finished a great easy read book by Richard Fenton and Andrea Waltz. Go for No!: Yes Is the Destination, No
Is How You Get There. [Vancouver, WA]: CourageCrafters, 2008. Print.  It is a great book, not just for salespeople but for anyone who is letting self-imposed limiting beliefs get in the way of success.  One of the common weaknesses we find in salespeople when we evaluate them is that they have a high need for approval.  They need to be liked more than they need to close the business.

You may have some of those folks on your team as well.   They don’t […]

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Elizabeth Smart, a Most Unexpected Teacher for Salespeople

Elizabeth Smart, a Most Unexpected Teacher for Salespeople

I had the privilege of listening to Elizabeth Smart yesterday. I was a speaker at the PERS Summit 2013 in Park City, UT and she was a keynote speaker. I spoke about the DNA of a salesperson and discussed how to hire sales superstars.  Smart’s message was much more of a life lesson as she described her experience and she had an incredible impact on the audience. She was the 14 year old who was kidnapped from her home in Salt Lake City on June 15, 2002 and was held captive for 9 months before being rescued.

Her presentation gave details […]

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Are You Nudging Your Sales Reps Regarding Technology Appropriately?

Are You Nudging Your Sales Reps Regarding Technology Appropriately?

I bought a new Windows Surface Pro computer this weekend.  It’s one of those Windows 8 half tablet/half computer things.  Small and lightweight.  Perfect for my travel needs and it was just in time.  My tablet conked out permanently on Saturday.  I am traveling right now with just the computer and my phone.  I have less to carry and more technological firepower.

But this is not a review of equipment, although I would highly recommend checking out the Surface Pro.  The experience of buying this piece of equipment and then being exposed to new apps and software caused me to be […]

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Does Your Sales Team Have the Elements of a World Class Sales Organization?

Does Your Sales Team Have the Elements of a World Class Sales Organization?

In a recent article, “The Sales Leadership Challenges to Having a World Class Sales Force” published by Dave Kurlan
of Objective Management Group, he described the elements of a world-class sales organization.  I agree with the list he compiled.  He listed the following points:

Sales Leadership
Sales Architecture
Sales Infrastructure
Sales Talent Management
Sales Enablement
Sales Human Capital

Many CEOs aspire to have or build a “world-class” sales organization.  Many believe they already have one.  So how does your organization measure up?  Do you have effective Sales Leadership in place?  Notice I said EFFECTIVE?  Be honest.  Effective Sales Leadership is not that easy to come by.  Are the […]

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