I’ve read\u00a0in many articles, blog posts and white papers that people take a job because of the company and quit because of a manager.\u00a0 I have talked to many salespeople about why they are looking for a new opportunity and\u00a0the vast majority do come down to their manager.\u00a0\u00a0But there is an specific reason that we have been\u00a0encountering of late when it comes to salespeople.\u00a0<\/p>\n
Companies desire to seek out and hire strong salespeople and expect that these new salespeople will be strong for them without extensive direction or guidance from them.\u00a0 This lack of involvement is a pet peeve of mine.\u00a0 Do the salespeople\u00a0want to be hand held?\u00a0 No, but they do expect the needed level of training, direction and guidance.\u00a0<\/p>\n
A recent study in ManageSmarter<\/a> highlights this plight.\u00a0 A telecommunications company used a survey to\u00a0discover their sales team had poor morale.\u00a0 The survey found that the salespeople felt their supervisors “cared about their success,” but felt they were not getting adequate coaching from their managers.\u00a0 The company also found because of insufficient coaching the team was low in motivation, productivity, and ultimately paid the price through\u00a0high turnover.<\/p>\n The VP of Sales recognized his managers had never been trained in the importance of\u2014and how to create\u2014a coaching culture.\u00a0 In response, he brought in an outside consultant to help establish a training program for his sales managers.\u00a0 Maybe you aren’t to the level of this company, but a question\u00a0 to ask yourself is where are we in regards to\u00a0coaching our salespeople?<\/p>\n This exact concern is why we have developed our On-Ramping program.\u00a0 Too many times we see strong salespeople left to figure things out for themselves.\u00a0 It doesn’t matter how strong these new salespeople\u00a0are –\u00a0you know your market, value and company far better than they do.\u00a0 Share with them your expertise, direct them after the prospects you want them to pursue and\u00a0make sure you\u00a0help them to understand your unique value in the market place.\u00a0<\/p>\n","protected":false},"excerpt":{"rendered":" I’ve read\u00a0in many articles, blog posts and white papers that people take a job because of the company and quit because of a manager.\u00a0 I have talked to many salespeople about why they are looking for a new opportunity and\u00a0the vast majority do come down to their manager.\u00a0\u00a0But there is an specific reason that we have been\u00a0encountering of late when it comes to salespeople.\u00a0 Companies desire to seek out and hire strong salespeople and expect that these new salespeople will be strong for them without extensive direction or guidance from them.\u00a0 This lack of involvement is a pet peeve of mine.\u00a0 Do the salespeople\u00a0want to be hand held?\u00a0 No, but… Read More<\/a><\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[4,11],"tags":[343,345,1750,344],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-n6","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1432"}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/4"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1432"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1432\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1432"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1432"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1432"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}