Part of our service to our customers is to help them write an effective offer letter to their top candidate. We adjust some words based on the candidate’s style, motivations and rewards to make the offer talk more directly to their preferences. One thing crossed my mind recently in regards to sales titles.

Many times we see some of our smaller-sized customers providing “big” titles for the new salesperson. The obvious goal in some instances is to provide more title and less money. That works in banks but not so much for B2B salespeople.

Nonetheless, here is an example of where the title can cause trouble. We have a customer who is hiring a business development salesperson. The salesperson’s job will be to find, qualify and close new customers. His title will be VP of Business Development.

The trouble is that he will be cold calling and prospecting for much of the day. With a VP title. The big title defeats the role in some regard when it could be avoided. A Business Development Manager title would be just as effective, if not more. Many of the prospects will discount a VP who is cold calling. My first impression will be that the company is tiny.

The worst example of this overstated title I have seen was at a previous employer with multiple owners. Each owner wanted a big title. The majority owner was fairly active in his referral network and often cold called into companies.

His title – Chairman.

Comments(0)

Another sales management trait this week.  Have you ever worked for a tyrant?  Someone who had to have it his or her way only?  Did you have to adjust completely to them?

Understanding Motivational Needs
The ability to understand the needs and desires of employees enough that this knowledge may be used to motivate them to succeed. The ability to encourage a self-starting, active pursuit of goals and objectives.

A strength in this area is indicative of a manager who understands that everyone is unique and motivated by different things. They value individual desires and take the time to get to know an individual’s specific motivators.

A manager with a weakness in this trait will tend to discount the importance an individual€™s desires and needs play in managing or motivating that person.

Comments(1)

Honestly, I thought this was a joke – Is that your phone or your imagination? From the article:

Many mobile phone addicts and BlackBerry junkies report feeling vibrations when there are none, or feeling as if they’re wearing a cell phone when they’re not.

…

Research in the area is scant, but theories abound about the phenomenon, which has been termed “ringxiety” or “fauxcellarm.”

The article is obviously a bit tongue-in-cheek and there are some good lines in it including this one:

He also claims to “pre-feel” a new message or call. “I’ll feel it, look at it. It’s not vibrating. Then it starts vibrating,” he said. “I am one with my BlackBerry.”

The guy’s name is Yoda.

Ok, maybe not.

Comments(0)