Dave Stein has a provocative post regarding some recent poll data about sales executives. This is excellent: Top Five Reasons Executives Are Unhappy At Work Limited advancement opportunities (12.8%) Lack of challenge/personal growth (12.3%) Compensation (11.7%) Stress Level (7.7%) Job Security (7.7%) For sales executives, I believe there is another reason for unhappiness in their jobs: many don’t have the capabilities to perform successfully. It’s too much of a challenge rather than lack of a challenge (indicated in number 2 above). Here are two indicators that this is true: First, tenure of sales executives is getting shorter year after year. These sales executives aren’t leaving their jobs in less than… Read More
Continue ReadingManaging A Remote Salesforce
We talk about this topic at length because it is more than a trend. ManageSmarter.com’s Long-Distance Teambuilding addresses this topic in a real-world manner: “Sellers by nature like to be in a team environment—they want a high-five and a talk around the water cooler,” says Cowitt, vice president of national advertising sales for Freedom Interactive, the Internet division of Freedom Communications, a media company in Irvine, Calif. So Cowitt implemented a daily phone call, which lasts about 15 minutes, to allow salespeople to exchange ideas, successes and challenges. That is the right approach. We initiated a weekly conference call earlier this year with one of our customers with whom we… Read More
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