{"id":82,"date":"2006-06-03T08:20:58","date_gmt":"2006-06-03T13:20:58","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=82"},"modified":"2006-06-03T08:20:58","modified_gmt":"2006-06-03T13:20:58","slug":"sales-trainers-perspective","status":"publish","type":"post","link":"https:\/\/selectmetrix.com\/blogs\/2006\/06\/sales-trainers-perspective\/","title":{"rendered":"Sales Trainer’s Perspective"},"content":{"rendered":"

I am not familiar with Mark Giganti but I am enjoying his interview at Landing the Deal<\/a>. Giganti comments on common sales management mistakes:<\/p>\n

“Most managers I begin training are just at the point where they begin managing people with the “golden rule” philosophy: “Manage people as you would want to be managed. But I try and get them to see that gold isn’t good enough anymore…they need to get to the “platinum rule” philosophy: “Manage people as they need to be managed.” There’s a big difference.<\/p><\/blockquote>\n
“Also, I see a lot of professionals who like to ‘manage from the hip’. No plan, no real reason for doing what they do. I liken it to going into battle with a bow and arrow. They manage poorly because they don’t like change, which is where I come in.”<\/p><\/blockquote>\n
These mistakes are the same ones we see in the market also. As I commented in a post yesterday<\/a>, most sales managers manage to their own style instead of the salesperson’s style. This self-focused management approach leads to “winging it” since they stick to their own style and do not adapt away from it.<\/p>\n","protected":false},"excerpt":{"rendered":"
I am not familiar with Mark Giganti but I am enjoying his interview at Landing the Deal. Giganti comments on common sales management mistakes: “Most managers I begin training are just at the point where they begin managing people with the “golden rule” philosophy: “Manage people as you would want to be managed. But I try and get them to see that gold isn’t good enough anymore…they need to get to the “platinum rule” philosophy: “Manage people as they need to be managed.” There’s a big difference. “Also, I see a lot of professionals who like to ‘manage from the hip’. No plan, no real reason for doing what they… 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-1k","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/82"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=82"}],"version-history":[{"count":0,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/82\/revisions"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=82"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=82"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=82"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}