Bill Truax Subscribe to Bill's articles (Visit Bill's Website) Bill Truax is a Cleveland, Oh based speaker and consultant. He specializes in two skill bases. First, Goal setting and achievement motivational presentations. Second, Prospecting and making cold calls in the commercial/industrial market place. He has been involved in sales, sales training and consulting since 1972 and has trained thousands of people in the skills of goal achievement. Bill has written 4 books on Prospecting as well as skill based training programs on public speaking and manners, courtesy, and etiquette for the business professional. He has written dozens of articles on Goal setting and achievement and Prospecting Take aways from Bill's programs are the skills and abilities to set and achieve all your goals, increase your sales, acquire more prospects and customers, dramatically increase time efficiency and have a lot more fun on the job. visit www.blitzcall.com Bill Truax is a Platinum author on EvanCarmichael.com

Bill Truax Video - A complete Prospecting program for Field Sales Professionals from Bill Truax.

Bill Truax's Complete List Of Sales Articles Name Email If you enjoyed this article, get Bill Truax's Complete List of Sales Articles For FREE! More Bill Truax It is Easier to Increase Sales than to Cut Costs Todays Entrepreneur is First of All a Sales Professional Sales Management and Leadership They arent the same Field Sales Prospecting just do it The Secret Weapon for Sales Coaching Sales Professionals Segment Your Week Two spectacular sales ideas Finding and using your Talent with TIM Prospecting and Making Cold Calls The Threat of Recession and The Field Sales Professional

Yes, I said it, some sales managers are idiots.

I know, I work with field sales professionals all the time and deal with the problems that sales managers cause.

Look at the really smart companies whose sales managers are always successful, they do it right, IBM, P&G, Xerox. We all bought their books and training programs, but few of us actually implemented what they taught us.

I guess the companies simply expected the sales force to improve without good sales management! Sales training does not relieve a company of management responsibility.

Two things that sales management does wrong continually are no goal setting and the wrong skills training.

First, establish goals and then a reward system based on those goals. That sounds simple, but most companies don't do it. They say "we need to increase the number of new customers this year. So go out and get more customers." That's it, no reward system for achievement, no consequences for failure. And, that is not really a goal!!

Remember, a goal is "a detailed objective to be achieved by a specific point in time." More customers this year is not a goal, it is a dream, wish, hope or something, but not a goal.

Second, this one really confuses me. Companies will spend literally thousands of dollars each year or two on sales skills training, but won't spend $100 per sales person on a Prospecting Kit. Yet prospecting is the only skill that will get a sales person into a situation where they can actually use their selling skills!!!

So that tells me and the sales team that the sales manager is not really serious about getting new customers. Also, most sales people are really customer service people, they make very few presentations, so they can save the money on that skills training.

If you want to step away from the crowd set up actual goals and a reward system for their achievement. Train your folks in the skills necessary to achieve the goals, and then sit back and watch your business grow. That's the way the big guys do it.

Sell Well and Often,

Bill

© Copyright 2009 WJ Truax

Some sales managers are Idiots - To learn more about this author, visit Bill Truax's Website.

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