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What Are Your Sales People Thinking

Guest post by: Drew Stevens Ph.D.

Article Overview: With over 30 years of sales and marketing experience I have heard while also experiencing many inconveniences for selling professionals. Each and every day these individuals are on the front lines illustrating products and services attempting to place new revenue while growing brand for their respective organizations. Each has their own description, their own responsibilities and their own goals. Some complain while others just do. Yet for the most part each goes through the gyrations of the day without much banter but with some aggravation.

What Are Your Sales People Thinking

Yesterday I revealed the 7 Things that Frustrate Sales Managers so today I want to discuss the numerous things that annoy sales representatives.

With over 30 years of sales and marketing experience I have heard while also experiencing many inconveniences for selling professionals. Each and every day these individuals are on the front lines illustrating products and services attempting to place new revenue while growing brand for their respective organizations. Each has their own description, their own responsibilities and their own goals. Some complain while others just do. Yet for the most part each goes through the gyrations of the day without much banter but with some aggravation.

Now for the first time and provided in a whimsical manner are some of the things that sales professionals are thinking during the day. And some methods to help the issue.

· “My goodness what were you thinking” – During the existing financial crisis around the globe many senior officials raised sales goals based on board directives. These goals were created without much input from the sales team. Sales professionals are the front line to clients and competitive awareness. Why not ask the most prized asset about competitive issues and involve them more in strategic thinking?

· “Am I a Ghost!” – Sales managers are frequently called into meetings with senior managers to discuss accounts. Some selling professionals are treated like ghosts. Is there a reason why they have been excluded from the discussion? Sales people know their clients best so keep all players in the field of play.

· “What were you drinking when you developed this report” – The only way to measure true performance in the field is to analyze leads, sales closure and sales gaps. No one will dispute that. However when it takes longer to complete a report than read a lengthy non-fiction novel, one might want to rethink the tactic, explain the process and make reports easier to access and update.

· “Hello I have called you six times unless you are dead or held captive can you pick up the phone?” – Sales professionals are responsible for contact as well as follow- up. True we live in a crazy busy world with a lack of time. Yet professionals must make continual contact with prospects sometimes needing to leave a voice mail message as part of that communication. Not returning calls is simply rude and unprofessional. I have a client that enjoyed the services, desires more but I have left 12 messages over the last six months. It is frustrating when sales professionals attempt follow-up only to be blocked by narcissistic tendencies.

· “Can we develop something that is stable?” – Sometimes in a rush to market there is a lack of quality control. Sales professionals should also try the new features before suggesting to a client. Yet more importantly only sell what you believe in and what is on the truck!

· “What the #$%^&**((?” – When I worked corporate I recall being on the line every day attempting to produce new revenue only to be told at year and the company did not meet budget so no raises. However, six weeks later the executive team walks away with bonus! If bold statements are made then examples need to be set. I remember another when a former CEO told me he had no money for payroll but when I arrived an hour later in his office there was a new laptop on is desk. Narcissism never wins.

· “Remind me to duck next time!” – Ever get called into your managers or even client’s office to discuss one thing when suddenly the conversation turns shall we say violent? Never walk into a meeting without knowing the agenda. Those who are unprepared wind up with bullet holes.

For more information about these issues read my book Split Second Selling!

© 2011 Drew Stevens PhD. All rights reserved.

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Article Tags: business development, sales, sales skills, sales techniques, sales tips



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