You might ask yourself what you are doing to develop leaders for tomorrow in your sales organization, or on your team.
Do your sales people have an individual development plan that identifies gaps in their competencies and includes a plan to close them?
Do you regularly coach your sales people to improve their performance?
Are you aware of all the educational and training resources available to your sales people and do you recommend appropriate resources to them?
Is every problem truly a learning opportunity? Do you first fix the problem, not the blame, and then involve your sales people in a root cause analysis to prevent the problem from recurring?
Can you "let go" your disappointment and frustration when a sales person is the problem and deal with them in an objective and fair manner?
When a new project comes your way do you ask yourself what parts of it you can delegate to develop your sales people? Do you delegate autonomy and responsibility while retaining adequate control?
Do you regularly "catch your sales people doing something right" and praise them for it? Do your sales people feel valued and respected?
Could your organization compete well in a "Best Places to Work" contest?
The War to Attract and Retain Sales Talent - To learn more about this author, visit John Brennan's Website.
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Leanne Hoagland Smith
Are your sales where you want them to be? Will you be one of the few who achieves sales success or one of the many who have failed to change? So what are you doing to change those results? Let’s be honest, with companies moving globally and at lightening speeds, the traditional business solutions are outdated and dead. My approach moves your business out of its comfort zone and secures your competitive advantage now. If you are seeking to increase sales, build customer loyalty, create a culture of great attitudes or just achieve some sleep filled nights, then we should talk because my clients have experienced exactly those types of results. Learn more about customer loyalty at http://www.processspecialist.com/customer-loyalty.htm Give me a call at 219.759.5601 for a free strategy session. P.S. If you are seeking a motivational speaker, sales trainer or small business expert that will leave your audience smiling and remembering, please feel free to contact me at 219.759.5601. - Visit Leanne Hoagland Smith's Website |
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John Brennan
(Visit John's Website)
John Brennan Ed.D.
Dr. Brennan is President of Interpersonal
Development, LLC, a training and
development firm. Interpersonal
Development has provided sales training
and coaching to more than 3,000 sales reps
from over 100 companies.
A native of Australia, Dr. Brennan
received his doctorate from the University
of Rochester. His dissertation researched
the effectiveness of Behavioral Modeling
Technology in training people in
interpersonal skills. While he has spent
most of his career designing or delivering
training, he was also a Vice-President of
Sales of a training and development
franchise with operations in 25 markets.
Dr. Brennan has designed and delivered
sales training in North America, Asia,
Europe, Australia and the Middle East. He
has been a guest speaker at numerous
national and regional professional
conferences.
When Microsoft wanted Best Practices
articles on sales for their web site, they
called Dr. Brennan. The results are at office.microsoft.com/e
n-us/FX011387391033.aspx
His firm’s clients have included Volvo,
The Prudential, Merrill Lynch, Eastman
Kodak, Gannett, Equifax Europe, the
Economist Group and countless small
businesses.
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