Salesperson Wimp-Out: I Need Help
"Boss, if you come with me, I think we can close this one." How many times do your salespeople run to you with that one? Of course, you can't get mad at them: you trained them! There are no bad salespeople, only bad sales managers. The easy comeback to your salesperson is, "If I go with you, what do I need you for?" The real answer, much more difficult to implement, is to install a sales culture and a sales process that is foolproof. Develop a sales template that lays out, in "best practice" format, every step of the selling process, from cold call to customer account management. Then the salesperson won't need a ride-along!