A Fresh Perspective from the Trenches

A Fresh Perspective from the Trenches

I had the pleasure recently to meet Leah Zissimopulos of Crime Prevention, a security company in Florida. Leah is new to selling in the security industry and brings an interesting and fresh perspective. Here’s an article she wrote that I thought many would benefit from reading.

Leah’s words:

“At 23, I struggled not to take things personally. Cut me off on the road, I assumed you thought I was a bad driver. Speak harshly to me in a meeting, I assumed you thought I was stupid.

Thankfully, by 26, 28, 30 I began to realize the world does not revolve around me. That often, […]

How to Know if A Manager is Sabotaging Your Sales Transformation

How to Know if A Manager is Sabotaging Your Sales Transformation

Written by Frédéric Lucas. This was originally posted by our OMG Partner affiliate in Canada, Prima Ressource and has been translated from French with minor adaptation.

When business leaders implement a sales force transformation program, they inevitably meet resistance within their organization.

A certain resistance to change on the part of company executives is common. On the other hand, if it is followed by closed business and increased accountability, this resistance should disappear within a few weeks.

What is problematic is when resistance to change comes from managers and sales directors of the company. Some of them might even want to derail the transformation program or discredit […]

Why Beefing Up Commission May Not Change Behavior (& How to Fix)

Why Beefing Up Commission May Not Change Behavior (& How to Fix)

I had a great conversation with a CEO today where we were discussing the merits of refining their compensation plan. It seems the CEO was disgruntled over the fact that his salespeople were comfortable making six-figure incomes, but they weren’t pushing to really knock it out of the park. Maybe you have witnessed the same thing.

These salespeople tend to sell roughly the same amount each month to maintain a certain standard of living, but don’t put that extra effort in to make more. In some cases when this happens, you may know that they could make significantly more if they […]

Sales Managers: Stop Fixin’ to Get Ready…Overcome Change Paralysis

Sales Managers: Stop Fixin’ to Get Ready…Overcome Change Paralysis

Editor’s note: Today’s post is from Karen Brown, a Sales Growth Specialist with Braveheart Sales Performance. Karen will be a regular contributor to the Sales Management Blog. She brings her unique insights from nearly 30 years of business management and sales leadership experience, which she applies to help sales teams achieve their goals and increase their profits.

Change is hard. That is a fact. Some would say it’s a statement of the obvious.

Talking about change is not hard. Creating a vision of change is a very engaging exercise that can consume what would otherwise be time filled with productive activities. It’s easy […]

The Only Two Reasons Why Salespeople Fail and What to Do About Them

The Only Two Reasons Why Salespeople Fail and What to Do About Them

This may sound simplistic, but there are really only two reasons why salespeople aren’t successful:

They don’t do enough of the right activities to get enough opportunities
When they perform sales activities they aren’t very good at them

You may say “So what?”  But it is critical that the sales manager know which situation is the cause of the problem, because the each problem requires a different type of intervention.  The first is more of an accountability intervention and the second requires a coaching intervention.

Accountability intervention addresses lack of activity

When a salesperson is not doing enough of the right activities, do the math […]

Sales Managers Aren’t Spending Enough Time Holding Salespeople Accountable

Sales Managers Aren’t Spending Enough Time Holding Salespeople Accountable

Last time I talked about the area of accountability and what causes sales managers to be ineffective in holding salespeople accountable.  In case you missed the list of traits that competent sales managers possess I list it here.

Doesn’t accept mediocrity
No need for approval from salespeople
Takes responsibility
Manages behavior
Asks questions
Manages the pipeline
Personal beliefs support accountability

As I mentioned last time, frequently we see sales managers who have a hard time holding salespeople accountable because they have an oversized need for approval themselves.

While that is a common trait that is lacking and can be time-consuming to improve, we also see a significant number of […]