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Your Salespeople Can't Even Do That?
Written by: Dave KurlanArticle Overview: Salespeople, struggling with sales 101 type issues, don't let anyone know for fear that they would be perceived as inept, which, it turns out they are.
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Free Download - Sales Courage and Resilience By Dave Kurlan |
Your Salespeople Can't Even Do That?
Yesterday, when meeting with a new client, he expressed his
frustration over salespeople having difficulty with voice mail. That's
the simple complaint. It's really much more. First the voice mail
part: it's not getting calls returned, not getting through, not
reaching decision makers. The bigger concern is that the issue is just
now surfacing even though the salespeople have been with the company
for months now. The biggest concern is that the VP/Sales Manager
should have known about and solved this problem the first week it was
an issue - months ago - right after the salespeople began with the
company.
Wow you say?
This is more typical than you can
imagine. Salespeople, struggling with sales 101 type issues, don't let
anyone know for fear that they would be perceived as inept, which, it
turns out they are. And sales managers, not effective enough at
coaching and accountability to determine where the bottle necks are and
not skilled enough on strategy or tactics to fix them.
This is the real world of 14 million US salespeople and sales managers.
What are some of the fundamental issues your salespeople are having?
As
you begin making your list - actually giving it purposeful mental
recognition - you will realize just how unacceptable these issues
are. But what will you do about it?
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Everyone has a plan. Some plans are better than others because they contain all or most of the necessary steps and sequence them in an appropriate order. Most plans have gaps where steps should be and the sequence doesn't lend itself to success. One area where we see this occur repeatedly is when companies are about to hire a Sales VP or Director AND
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Article Tags: accountability, bottle necks, decision makers, fear, frustration, fundamental issues, real world, sales managers, salespeople, voice mail, vp sales
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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   Visual Pipeline Salesperson Selection Predict Sales Turnover |
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