Has Your Sales Force Lost Their Passion

Guest post by: Dr. Rick Johnson
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Sales Management --Unmask the Confusion of Territory Account Assignment - By Dr. Rick Johnson

The answer to that question begins by asking yourself another question; do you have the right person in the job of sales manager? Are they a leader or were they simply your best salesperson? Do they have real leadership skills? Sometimes rejuvenating your sales force requires a change in leadership. It may even require a change in the sales force; the development of a documented sales strategy or even just a simple territorial restructuring. However, before you get radical, ask yourself the following questions:

• Have you supplied leadership training for your sales manager?

• Have you provided any coaching or mentoring to support the sales managers' efforts?

• Do you get involved in supporting the sales strategy?

• Does your human resource department support a formalized program for new sales recruits?

• Do you show participative support in quarterly or semiannual sales meetings?

• Is the sales force held accountable - do they have scorecards?

• Is the sales manager held accountable beyond what I call the statistical disappointment review via e-mail?

• Is your sales force trained in value selling?

• Do they really understand what it means to be a total solution provider?

• Are they targeting key accounts based on potential for growth?

Nowadays, salespeople must be problem solvers able to generate solutions for customers in their time of need. Therefore, they must possess a great deal of knowledge about your customers' business. They must actually define what those needs are because the customer may not know, nor take the time to explain if they do know. Customers want you to have the knowledge and intelligence to comprehend and analyze their problems before showing up at the door. Customers will listen and buy from the salesperson that finds the "pain" and takes it away. Sometimes going back to the basics is part of the answer to rekindling the passion. That means revisiting best practice in all areas including targeting, goal setting, customer profiling and action planning. Some of your salespeople may have forgotten and some of them may have never known the principles.

Sales management holds the key to meeting company objectives. Effective sales management must build the platform for success. Salespeople are not the easiest group in the company to manage. If they were they would not be salespeople. Selling is not easy. It takes a special talent, self motivation, self discipline, a passion to succeed and the ability to accept rejection. The reality of the situation is simple. The majority of salespeople are not managed well. So, if your sales people have become discouraged and unmotivated check the passion level of your team. Get involved with your sales force. Analyze what you have done as a company to support sales leadership.

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Sales Management --Unmask the Confusion of Territory Account Assignment - By Dr. Rick Johnson

About the Author: Dr. Rick Johnson

RSS for Dr. Rick's articles - Visit Dr. Rick's website

www.ceostrategist.com - Sign up to receive "The Howl" a free monthly newsletter that addresses real world industry issues. - Straight talk about today's issues. Rick Johnson, expert speaker, wholesale distribution's "Leadership Strategist", founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com.

Dr. Rick Johnson has over 35 years of experience in distribution sales and operations. Rickï¿½s career can be broken down by decades. The first ten years of his distribution career were spent with the largest steel-processing distributor in the world (Joseph T. Ryerson). The second ten years began with Rick starting his own processing distribution center from scratch. In the first year, sales reached $1 million dollars and had grown to $25 million in its tenth year when Rick sold the business to one of the major national chains. The third ten years of Rickï¿½s career dealing with financially troubled Turn-A-Round companies. After completing ten years of TAR work, Rick decided a decade of acting like Darth Vader was enough and became a consultant to the Wholesale Distribution Industry in 1999. Rick received an MBA from Keller Graduate School in Chicago and a Bachelor's degree from Capital University, Columbus Ohio. He also served six years in the United States Air Force as a survival instructor. Rick completed his dissertation on Strategic Leadership and received his Ph.D. in 2005. Rick is frequently published in numerous magazines including a column in Supply House Times, with over 250 different articles published to date. Heï¿½s also a published author with eight books to his credit.

Click here to visit Dr. Rick's website.

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