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Build Your Salespeople’s Strengths And Use Them As Launch Pads For Better Sales Success
| Guest post by: Ralph Burns |
Article Overview: I used to work for a company that tried to change me into someone I just was not. In an interview, the HR manager said, "This company will help you overcome your weaknesses by thrusting you into different kinds of situations. We will help you grow to become a completely different person." Here is the thing. There's nothing wrong with "overcoming your weaknesses". But to turn me into a "completely different person," that's something else. Back then I didn't realize the repercussions of that statement. Now that I've got years of experience as a sales manager, I know better than to try and change my sales reps into something they're not. My sales reps are themselves. They are not their colleagues. They are not their friends. They are not me.
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Free Download - How to Motivate Your Most Difficult Salesperson, Part 1 By Ralph Burns |
Build Your Salespeople’s Strengths And Use Them As Launch Pads For Better Sales Success
I used to work for a company that tried to change me into someone I just was not. In an interview, the HR manager said, "This company will help you overcome your weaknesses by thrusting you into different kinds of situations. We will help you grow to become a completely different person."
Here is the thing. There's nothing wrong with "overcoming your weaknesses". But to turn me into a "completely different person," that's something else.
Back then I didn't realize the repercussions of that statement. Now that I've got years of experience as a sales manager, I know better than to try and change my sales reps into something they're not.
My sales reps are themselves. They are not their colleagues. They are not their friends. They are not me.
I'm sure you've seen some good relationships go bad when one person tries to change too many things-big or small-about his or her partner. In the beginning it's all good. It feels charming even. But after a while, it starts to get old and annoying, until the person realizes his or her partner is trying to force him or her to become somebody else. Someone he or she is not. At this point the relationship is pretty much doomed to failure.
Learn from the mistakes of lovers. Learn from the mistakes of past employers. As a top-performing sales manager, make small deposits into your sales reps' Trust Accounts, one day at a time, and try and get to know them on a personal level. This way, you learn what makes them tick and uncover their talents. Use these as launch pads to leverage them to better sales performance.
The concept goes,
"Draw out more of what your sales reps already have, and stop trying to fix what they don't."
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About the Author: Ralph Burns RSS for Ralph's articles - Visit Ralph's website Ralph Burns is a sales management consultant who operates the Sales Management Mastery at http://www.salesmanagementmastery.com To get immediate FREE access to your choice of sales management training at The Sales Management Mastery Academy. Get your own free sales manager training course – you can actually choose which one you want. Free courses include: “How to Motivate Your Sales Reps to Peak Performance”, “How to Turn Around Your Underperformers in 30 Days” and “How To Hire A Sales Superstar”…plus you’ll get dozens of free tools and resources to turn sales managers into top-performing sales managers. Get it today.Click here to visit Ralph's website   The Secret Sauce to Sales Management Success Part 1 How To Motivate Salespeople The Easy Way Dont Make This Sales Management Mistake Why A Top Sales Manager Needs To Be On All His Reps Presets Why a Sales Manager MUST Evoke The Law of Reciprocity |
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Re: Online Sales and Marketing vs Traditional
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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]
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