Week 9 – Poor sales forecasts make for a bad business climate. Many reps will pad their sales forecast to make it look good to the boss. Obviously, this eventually fails. On the other side of the coin, which is equally as bad, is the sales rep that will not put a prospect into their sales …
Week 8 of 21 Disciplines – Focus on getting customers, not deals. If you’re in a B2B business your growth will come from repeat business or recurring revenue from your existing customer base. You can make questionable promises to close a single deal but that’s not how you build a business. (Don’t forget, even if you …
Week 7 of 21 Disciplines – The highest degree of integrity. You cannot be one kind of person and another kind of salesperson. As a Sales Manager, you cannot tolerate (or afford) to have unethical salespeople in your company. One thing that should get a sales rep fired on the spot is lying to, and/or misleading …
Week 6 of 21 Disciplines – Documentation for every call. Sales reps come and go. You just don’t want them “going” with the knowledge of your prospects and customers notes, activities, contacts, meetings, etc., in their head never to be seen by your company again. Whatever CRM or sales automation system you use, you need to …
Week 5 of 21 Disciplines – Demand a guaranteed number of QUALITY sales calls. Your reps need to be thinking about making quality calls rather than focusing on quantity. They should not want to leave the office until a certain number of quality calls have been made – meaning getting newly qualified prospects or reaching current …
Week 4 of 21 – Nurture a desire to be better than the competition. No mistake about it, the top performing rep is the one who does not like to lose. You want reps that hate losing to the competition and don’t do well at all with coming in second place. You must instill the concept …
Week 3 of 21 – Nurture a desire to be better than the competition. Sales reps, like other professionals, need the drive to become the best at their craft. With the web, eBooks, podcasts, email newsletters, etc., it is easy to find relevant, well-designed sales training. No mistake about it, the top performing rep is the …
Week 2 of 21 – Build a desire to learn and get better. Sales reps, like other professionals, need the drive to become the best at their craft. With the web, eBooks, podcasts, email newsletters, etc., it is easy to find relevant, well-designed sales training. A lot of this training is free. I offer free training …
Week 1 of 21 – Good attitudes. If anyone on your sales team does not have a good attitude, you have problems from the very start. A good, positive, sincere attitude can be contagious. A bad attitude in the group won’t necessarily kill the group, but it is like driving with a flat tire. You can …
The Sales Manager You will always be walking a balance of training, encouraging, leading, motivating, and kicking your sales reps in the pants when you are the Sales Manager. I cannot be there with you for every situation, so I do my best to give you the guidelines that have worked for me. One of …
