You can no longer use your teams skills as an excuse for the lack of performance created with your sales team, especially after the last lesson about creating sustainable growth with the sales and marketing people you already have.
There is a systematic way to get more from the selling team you have , but so many sales and marketing managers just aren't aware of what is necessary to do so. This is understandable because . . .
So many sales and marketing managers today are forced to wear too multiple hats, were promoted begrudgingly from a sales position, or just have no clue what they are doing. What kind of sales manager are you? (The same goes for marketing managers too.)
I certainly hope you are in one of the first two categories, but even if not, today's lesson helps you identify what you must do to be the leader that every sales person wants to follow and please.
Next month let's talk about truly standing apart from your competition. It doesn't matter whether you selling consulting services or other intangibles, maybe you sell a commodity. No matter what you sell to other businesses, there are hundreds of relationship strategies to make you truly unique.
Not unique like a side show attraction, but instead, unique in such a way you become the only logical choice in your market. The choice of real buyers willing to pay a premium for what you offer, over anything else available.
Stay tuned. Wishing you all the best!
Consultant, Author & Speaker
Ps. Okay, Okay . . . I'll stop being such a jerk about questions and make it super simple to ask them now. . . in addition to the 24-hour phone/fax hotline, you can now ask questions (and get answers) at my new site http://askjustinhitt.com/
Pps. For GOLD Members my Ask Justin Hitt Blog is in addition to asking your questions on the discussion board, or our coaching calls. After all, GOLD Members get top priority on responses and the special attention you deserve. So ask away.
By Justin Hitt, Strategic Relations Consultant, https://www.justinhitt.com/
A certain amount of ego inside every sales manager wants their sales team to admire and look up to them. However, most sales managers get their team laughing behind their back within 4 days of starting any new position. The problem is that many sales managers aren't clear on what their job is, here's how to avoid this secret humiliation.
First, remember your job isn't to be liked, or even respected; it's to create sustainable results for your organization according to business objectives. You also have a responsibility to the sales professionals you hire to (a) create a positive working environment, (b) provide fair compensation for results, and (c) create new opportunity for everyone on your sales team.
Many sales managers mess this up because they still want to be "one of the guys" or even worse, think they know how selling is today. Second, take this quiz to see how your rate as a sales manager:
If you answered "Yes" for 5 out of 11, then you're FAIR; 7 out of 11 is GOOD; and the only way to be the leader that every sales team wants to follow and please, you must score 11 out of 11. It's possible, and really doesn't take that much effort, if you ...
Lastly, take action every day to improve your performance in each of these areas. It isn't easy for professional service firms to attract customers as it may have been in the past, but if you'll do these things you'll attract top performers who will help you create the results you deserve.
© Justin Hitt, All rights reserved.
/ management-strategy | employee-relations /