That is an age-old question, isn’t it? You can insert your favorite sports example here which typically involves a superstar/Hall of Fame-caliber athlete who fails as a coach because the game came too easy to him. But does this analogy work in the sales arena also? This Sales & Marketing Management article approaches the topic with aplomb. The pull quote (emphasis mine): Sometimes great salespeople aren’t as good at coaching and managing other people – they’re excellent at being individual contributors, they’re great at building relationships with customers and working deals from start to finish, but they lack the patience or coaching ability or intangible interpersonal savvy to be responsible… Read More
Continue ReadingLeadership During Uncertain Times
“Strong opinions, weakly held” is the mantra from this Harvard Business Review article. Actually, the article provides 3 excellent leadership suggestions: Get emotional. Be whimsical. Express doubt. Now those 3 items, in terms of leadership, should pique your interest. In case not, here is an excerpt from each topic: Get emotional – More than purpose or perks, employees value heartfelt moments of connection that meet their needs as social beings. Be whimsical – By exposing their idiosyncrasies, passions, and whims, bosses can make themselves more human. Express doubt – “Employees, more than ever, are individualists. Leaders, in response, are learning to be less the visionary, less the sage, less the… Read More
Continue ReadingThe Importance Of Accountability
I harp on this topic frequently, but it is a foundational need for all strong sales leaders. You must hold your people accountable to reach goals, close deals and follow your system (a broad word that entails your requirements for performance). The key is to simply do it…you don’t have to be “good” at it, but you do have to do it. Many sales leaders miss this important point. So I give you this Selling Power article with a comprehensive view of this accountability need for all sales leaders. The author makes a significant point that often gets overlooked by sales leaders who like to use the stick before the… Read More
Continue ReadingSilence Kills Deals?
My mouth is still agape after reading this article in the MSP Business Journal – How to close a sales more effectively. The first howler: Anyone involved in sales knows silence can kill deals. If you present your best recommendations to a prospect and stop talking, he might say, “That’s food for thought. Let me think about it. I’ll get back to you.” What? No, not true. The problem the vast majority of salespeople have is the inability to use silence. A pregnant pause is a powerful tool that helps bring forth information. It is important to remember that the person asking the questions is actually the person controlling the… Read More
Continue ReadingWhy Sales Forecasts Matter
I’ve noticed in some companies a casualness regarding sales forecasts from their sales team. Heck, I’ve worked for some companies that shared that casualness. Some companies view it as an exercise in Excel gymnastics. Others view it as a coffee klatch activity. One customer of ours had multipliers (<1.0) for certain sales reps since they knew those sales reps’ forecasts were inflated…greatly. Here is a news story about a local company and a significant change to their forecast. The setup: Digital River Inc. shares plunged Monday after the e-commerce services provider announced it will lose its largest customer. Cupertino, Calif.-based Symantec Corp. (NASDAQ: SYMC) notified Digital River on Oct. 9… Read More
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