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Do You Need Your Salespeople to Love and Respect You?
Written by: Dave KurlanArticle Overview: The sales manager I coached had some very human needs. When he connected with his salespeople, they shared details of their lives, plans for their weekends and he felt loved. When salespeople praised his coaching or said that his advice helped them on a sales call, he felt respected. And when he assured the higher-ups that good things were happening, he truely believed that business was on the way.
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Do You Need Your Salespeople to Love and Respect You?
I was coaching a sales manager whose reps were all under performing, even though many of them have a history of achieving and over achieving during less difficult times. Many salespeople with prior success have been struggling to match their past performances. The truth is that most of them just aren't good enough to overcome the resistance that they face right now. The question is, what percentage of those struggles are due to the ineffectiveness of the salespeople and what portion lies with the ineffectiveness of their sales manager?
The sales manager I coached had some very human needs. When he connected with his salespeople, they shared details of their lives, plans for their weekends and he felt loved. When salespeople praised his coaching or said that his advice helped them on a sales call, he felt respected. And when he assured the higher-ups that good things were happening, he truely believed that business was on the way.
Unfortunately, the sales manager measured the success of his salespeople using two irrelevant values - love and respect - rather than the more important metrics or KPI's - performance indicators - that most of us use.
The relationship is important. Their respect is important. Performance is important too.
Measure the performance by the numbers. Use the relationship and the respect you have earned to improve it.
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Article Tags: difficult times, love and respect, metrics, performance indicators, relationship, resistance, salespeople, truth, ups
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Salesperson Selection Predict Sales Turnover Visual Pipeline |
Related Forum Posts
Respect?!?
- Hi there,
A successful business depends on ongoing series of transactions. This
inlvolves people. To what extend is respect important?
When one thinks of himself alone, like me, me and me, how can respect
become real?
How many types of respect can we come up with?
I think of a few:
Respect of disagreement can be one. Then there is Respect of the Customer. Respect of position. Respect of 'Older Person'. By the
same token, Respect of the 'Younger ones'. etc.....
Has anybody got any other ideas on this subject.
Kindest Regards
Beat
"Unlock People's Potentials!"
Re: Is being too connected pushing your business forward or back
- Being too connected can push you back.
A few weeks ago my wife gave me a blackberry.
It can be a distraction.
Top performers are good at sorting out priorities.
Respect your time and your prospects will too.
Try to end every call with your prospect wanting more.
Re: Quote of the Day - Oprah
- Love it - thanks GT!
Re: Quote of the Day - "Failure is a word I don't accept." - Joh
- Love that one - thanks GT!
Re: Quote of the Day - "It's not what we do once in a while that
- Love it - thanks for sharing GT!
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