In recent weeks we have been dealing with a handful of sales managers who all have a different approach to the position. They are all in different industries, but their sales all have many similarities. One of the sales managers has progressed the best so far with his new salesperson during the onramping time. One sales manager has had to fire his salesperson (yes, one we placed) due to many reasons – many of which were the salesperson’s fault. The third sales manager has been tentative with his salesperson, but she is progressing well. The one variable that has had the biggest impact on success has been accountability. The sales… Read More
Continue Reading7 Deadly Sins of Sales Managers
First we posted on the 7 Deadly Sins of Salespeople over a year ago. Now comes the follow up – leaders, or sales managers. Each item has a full paragraph explanation to it which I have removed for space. However, 3 of them warranted the full paragraph: 1. Passiveness 2. Unaccountability 3. Thoughtlessness Leaders think. They acknowledge they are making assumptions when they make them and that they are considering opinion rather than dress it up as a fact. They do not apply business models from other industries or businesses without considering whether their external operating environment, strengths and weaknesses are or can be made to be similar. They do… Read More
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