|
|
Like this article? PLEASE +1 it! |  |
|
What Does it Mean When You Can't Reach Your Sales Team?
| Guest post by: Dave Kurlan |
Article Overview: When you can't reach anyone on your sales team is that a good thing or a bad thing? When they are all on sales calls, working the phones, or with customers/clients is that a good thing or a bad thing?
 |
Free Download - Sales Courage and Resilience By Dave Kurlan |
What Does it Mean When You Can't Reach Your Sales Team?
When you can't reach anyone on your sales team is that a good thing or a bad thing?
When they are all on sales calls, working the phones, or with customers/clients is that a good thing or a bad thing?
At first blush, it's a good thing - certainly better than if they were all sitting around with nothing to do, working on the computer appearing busy, or worse, driving around trying to decide whether to stop at Dunkin Donuts, Starbucks, Panera, or Au Bon Pain!
On second thought, what if they ARE on sales calls but instead of asking questions and differentiating your company they are simply making presentations and talking value propositions? What if they are working the phones but rather than gaining prospects' attention and engaging them in discussion, they sound like awful telemarketers? What if they are with customers and clients but instead of furthering the business relationship and growing the business they just brought coffee and donuts for everyone? And what if they aren't doing any of the three? What if they're working for someone else at the same time they are supposed to be working for you? That's what can happen when you don't micro manage remote salespeople!
There is busy and there is effective. Many executives confuse busyness with effectiveness. Long hours with work ethic. Good relationships with good salespeople. Good account management with good performance.
It is not easier to close business in a recovering economy than in a depressed economy. The difference is that wheer companies were not spending money last year, now they are being very cautious about who they spend that money with and on what they spend it. More competition, more pressure on your pricing, more resistance, and more hidden objections.
Take the blinders off and ask yourself if your salespeople are truly up to such a challenge.
Are yours? Are you? Why?
Team Effort
Sales Training for Entry Level Sales Representatives
What should my sales team expect from a successful Sales Coach?
Sales Force
Empower your Sales people with the right Sales Coaching Process!
Article Tags: account management, au bon pain, blinders, blush, business relationship, busyness, depressed economy, dunkin donuts, objections, panera, prospects, resistance, salespeople, second thought, spending money, starbucks, t micro, telemarketers, value propositions, work ethic
|
About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Click here to visit Dave's website   Visual Pipeline Salesperson Selection Predict Sales Turnover |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Don't give up 40%!
- Congrats on this milestone Evan...
I agree with outsourcing any function that makes the business owner a Front-line worker as this is not best use of your time.
I also agree with Louis that 40% is too much to give up. 40% may work if you have surpassed your income goals from the website and after you pay the 40% you are still within your monthly income goals.
Would an RFP/RFI (Request For Proposal/Information) to companies like this Website Sales Team be a call you need to make?
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Re: Random Acts of Kindness - Pass it on!
- Reach and touch somebody's hand. I love this site, it will make this world a better place
Re: Anyone Uses Elance.com? Guru.com? Rentacoder.com?
- I've had quite a bit of success on oDesk.com. I've never used Elance so I can't compare.
I like oDesk.com 'cos I get to sort thru people (e.g. within a certain bid range) with a single click. I find their help response very quick and I like the oDesk Team software that "providers" must install. This gives me the Buyer more insight as to what I am paying for. The Team software takes screenshots of the Providers screen on 10 min increments so I can see that the person is infact doing work for me.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: Casey Gollan, Melbourne Business Coaching
4 Building Blocks of an Effective Talent Management System
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Promoting your company and self with verve
Making the Most of Your Trade Show Experience
A New Year in the Pharmaceutical Industry
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.