{"id":2479,"date":"2011-04-08T11:58:00","date_gmt":"2011-04-08T16:58:00","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2011\/04\/failure\/"},"modified":"2011-04-08T11:58:00","modified_gmt":"2011-04-08T16:58:00","slug":"failure","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2011\/04\/failure\/","title":{"rendered":"Failure"},"content":{"rendered":"<p>Here is a great Nike commercial via the JustSell.com website:&#160; <a title=\"http:\/\/www.justsell.com\/michael-jordan-on-failure\/\" href=\"http:\/\/www.justsell.com\/michael-jordan-on-failure\/\">http:\/\/www.justsell.com\/michael-jordan-on-failure\/<\/a><\/p>\n<p>The point of the commercial walks right over to the sales world.&#160; Michael Jordan\u2019s closing statement from the commercial:<\/p>\n<blockquote>\n<p>I\u2019ve failed over and over and over again in my life. And that is <strong>why I succeed.<\/strong><\/p>\n<\/blockquote>\n<p>Here is what sales managers need to understand, some times you need to let a salesperson fail.&#160; Now, I\u2019m not talking about a large, important prospect, but rather a prospect that you may know is not going to close or is misaligned in some other way.&#160; I\u2019ve come across many sales managers who want to consistently step in and help a struggling salesperson.&#160; This ends up becoming a crutch for the underperforming salesperson and he\/she will not have the opportunity to develop their skill to the fullest.<\/p>\n<p>At times, it is best to provide the coaching lesson to the salesperson and then to step back and let them apply the lesson.&#160; Guess what?&#160; Often times they are going to fail in their initial attempts.&#160; This is ok as sometimes they need to have those failures to learn the lesson.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Here is a great Nike commercial via the JustSell.com website:&#160; http:\/\/www.justsell.com\/michael-jordan-on-failure\/ The point of the commercial walks right over to the sales world.&#160; Michael Jordan\u2019s closing statement from the commercial: I\u2019ve failed over and over and over again in my life. And that is why I succeed. Here is what sales managers need to understand, some times you need to let a salesperson fail.&#160; Now, I\u2019m not talking about a large, important prospect, but rather a prospect that you may know is not going to close or is misaligned in some other way.&#160; I\u2019ve come across many sales managers who want to consistently step in and help a struggling salesperson.&#160;&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2011\/04\/failure\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"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_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_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","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[1688,212,1689,1750,213,142,97],"class_list":["post-2479","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques","tag-manage-sales","tag-sales-ability","tag-sales-coach","tag-sales-management","tag-sales-manager","tag-sales-technique","tag-select-metrix"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/s5Oho-failure","jetpack-related-posts":[{"id":175,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/selling-the-complex\/","url_meta":{"origin":2479,"position":0},"title":"Selling the Complex","author":"Derrick Moe","date":"July 18, 2006","format":false,"excerpt":"Jeff Thull is a successful sales trainer in the Twin Cities who works extensively with companies that have a complex sale. I just read this article - How to Prevent \"Unpaid Consulting\" - and found it full of tactical advice for salespeople. A few gems from the piece (emphasis mine):\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1125,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/08\/manage-the-leading-sales-indicators\/","url_meta":{"origin":2479,"position":1},"title":"Manage The Leading Sales Indicators","author":"Derrick Moe","date":"August 10, 2007","format":false,"excerpt":"I've been talking to numerous prospects and existing customers this week about onramping salespeople.\u00a0 This topic is germane to every company that employs salespeople. The discussions I had this week have all involved a common thread - managing the trailing indicators.\u00a0 Revenue, customers, pipeline, etc.\u00a0 The sales managers in these\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/08\/windowslivewritermanagetheleadingsalesindicators-a244speedometer.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1279,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/11\/techniques-to-foster-confusion\/","url_meta":{"origin":2479,"position":2},"title":"Techniques To Foster Confusion","author":"Derrick Moe","date":"November 8, 2007","format":false,"excerpt":"From ManageSmarter.com: \u2022 Blended jobs. These are jobs where the salesperson is doing two or more dissimilar selling tasks. Sales specialization improves performance. \u2022 Corrupted jobs. Decontaminate jobs that are degraded with non-selling tasks such as \"fetch and get\" after-the-sale customer service duties. \u2022 Account ownership confusion. While necessary, the\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1970,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/the-enormous-forecast\/","url_meta":{"origin":2479,"position":3},"title":"The Enormous Forecast","author":"Derrick Moe","date":"March 20, 2009","format":false,"excerpt":"Shrinking revenue reports are the fear of most sales managers.\u00a0 This fear is further intensified during this economy.\u00a0 There are salespeople who are attempting to leverage this fear by submitting an inflated forecast.\u00a0 These salespeople provide forecasts that are filled with large deals that are welded to the 90 days\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":762,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-skills-trump-all-others\/","url_meta":{"origin":2479,"position":4},"title":"Sales Skills Trump All Others","author":"Derrick Moe","date":"March 20, 2007","format":false,"excerpt":"There is something about industry experience that is seductive to many hiring managers. The allure of a salesperson who has been \"in the industry\" for some time is almost irresistible. The same infatuation seems to exist with salespeople once they are on the payroll. The salesperson's ability to understand the\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1636,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/accountability-is-the-key\/","url_meta":{"origin":2479,"position":5},"title":"Accountability Is The Key","author":"Derrick Moe","date":"June 30, 2008","format":false,"excerpt":"In recent weeks we have been dealing with a handful of sales managers who all have a different approach to the position.\u00a0 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\u2026","rel":"","context":"In &quot;Leadership&quot;","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2479","targetHints":{"allow":["GET"]}}],"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\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2479"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2479\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2479"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2479"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2479"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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