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Some sales managers are Idiots
Written by: Bill TruaxArticle Overview: Sales Managers don't learn from the success of others. Probably laziness is the reason because we all know what they should do.
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Some sales managers are Idiots
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
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Article Tags: consequences, crowd, customer service, dollars each year, dream wish, failure, goal setting, management responsibility, management sales, money, objective, point in time, reward system, sales management, sales managers, sales person, sales professionals, smart companies, thousands of dollars, xerox
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Re: Marketing strategy
- I'm assuming by your question, you would like the cinemas to sell your product. One of the best marketing strategies is the use of sampling. Here's how you might go about doing it with cinemas...
Rent a list of local cinema managers in your area and mail them a sample of your product (along with a sales letter). Follow up with a call to set up an appointment to discuss your idea with them.
Re: Stopping Drive-by Spam
- [quote="Trent Brownrigg":uara8jjj]
In the time it takes them to do half this stuff they could have actually posted a legitimate reply. Idiots![/quote:uara8jjj]
Hahaha... exactly! If only they could somehow redirect all of that negative and wasted work into something productive that will actually help them to achieve what they want. I guess they'll just never learn.
Re: Stopping Drive-by Spam
- [quote="Alan Mater":1qq9sfvj]There are even those who copy someone else's response and use it as their own.[/quote:1qq9sfvj]
Oh yeah that's a big one that happens quite a bit. Another thing they are doing now is taking someone else's reply, spinning it with some sort of article spinner or whatever, then re-posting it as if nobody is going to notice.
In the time it takes them to do half this stuff they could have actually posted a legitimate reply. Idiots!
How many sales people do you have working for you.
- I love this forum since it has such a large variety of members. It would be great to have a better understanding of the sales function (if there is one) in your company.
If you have a minute, vote in our poll and tell us about your sales department breakdown and sales efforts.
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