A quote from JustSell.com’s daily email:<\/p>\n
“Never tell people how to do things.
\nTell them what to do and they will surprise you with their ingenuity.” <\/p>\n-George S. Patton (1885-1945)
\nU.S. Army general during WWII<\/p><\/blockquote>\nIt is a good reminder for sales managers. One thing we discuss with sales managers is letting your salespeople fail. I’m not referring to big deals, top prospects. Instead I am referring to smaller opportunities where you know the salesperson is going to get a lesson.<\/p>\n
Here is why it is key. We have a customer who has a sales manager who has become the closer (for lack of a better word). Essentially, he has chosen to avoid coaching his sales team and instead has them bring him in at the proposal stage. He takes over and closes the deal.<\/p>\n
Now, this sales manager is a highly-skilled salesperson, but a poor manager. The impact of his managing is that his team has not developed the skills needed to complete the final qualifying steps and move the prospect to a close.<\/p>\n","protected":false},"excerpt":{"rendered":"
A quote from JustSell.com’s daily email: “Never tell people how to do things. Tell them what to do and they will surprise you with their ingenuity.” -George S. Patton (1885-1945) U.S. Army general during WWII It is a good reminder for sales managers. One thing we discuss with sales managers is letting your salespeople fail. I’m not referring to big deals, top prospects. Instead I am referring to smaller opportunities where you know the salesperson is going to get a lesson. Here is why it is key. We have a customer who has a sales manager who has become the closer (for lack of a better word). Essentially, he has… 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_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],"tags":[],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-9q","jetpack-related-posts":[],"_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/584"}],"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=584"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/584\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=584"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=584"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=584"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}