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SalesResources.com - Management and Leadership Articles
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SalesResources.com is a free sales training portal.
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Panic And The Rise Of Micro-management
Im hearing more and more frustration from both salespeople and sales leaders as the slow economy increases the panic on the part of senior management. Sales are slowing dramatically, profits are down or have completely evaporated, and the pressure is increasing on all levels to produce, produce, produce.
Along with the pressure to produce comes the micro managing of the sales team and its leadership. Managers are having daily pipeline meetings with the members of their team. Increasingly these meetings are getting uglier and uglier with increased threats if sales dont increase. Middle managers are having daily calls-in some instances two or more calls per day--with the managers under them as they want an accounting for each team members activities, including reviewing the sales status of each and every prospect. Management is demanding detailed reports for each prospect. If a salesperson deems a contact to be a non-prospect, managers are demanding the salesperson continue t
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How To Be The Doc Rivers Of The Sales World
So, you want to have a high performing sales team, but you dont know where to start. You could try reading hundreds of books and learning different methods, you could send your employees to a seminar or you could have turned on the TV and watched the NBA playoffs.
The Boston Celtics managed to transform from an average regular season team that was thought to be too old to compete into a stellar playoff team that was a force to be reckoned with. How did they do it though? Simple. Practice, determination and the non-stop coaching of Doc Rivers.
Every team has the same the same type of players: the Rajun Rondos, who are stars that everyone has to deal with, the Kevin Garnetts, who may be older but still have something left to give, the Rasheed Wallaces, who simply seem uncoachable, and the Paul Pierces, who are worn out, tired and injured. These types of personalities are also found in the office. So, how do you overcome daunting odds and make them into a championship playing
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Who Wouldnt Mind An 88% Roi
22% vs 88%
Thats the difference coaching and training reinforcement can make on a companies ROI when it comes to sales training.
It goes without saying that practice and reinforcement are the keys to any success. You cant just practice your baseball swing for one day and think youre going to win the home run derby. The same theory applies to sales. You cant expect to be a great salesperson if you dont keeping practicing and improving your skills. Practicing once will not make you salesperson of the year.
Training reinforcement is the key to success. Seminars help employees learn new selling techniques and new ways to stay in front of customers, but a study conducted by Sales Performance International found that participants in sales training forget half of what is taught within 5 weeks. Managers need to take it upon themselves to implement regular training sessions so that employees can keep up what they learned.
Here are some things managers can do to make sure that t
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Is Your Company Value Statement Killing Morale?
Chances are your company has a written set of values. A growing number of companies do. If your company does, chances are very good that one of the statements says that employees are valued above all else. Chances are also good that one of the statements has to do with how family oriented the company is and how employee commitment should be to family before company.
Chances are also very good that there is a statement that says customers are the key to company success.
Ive consulted with, visited with, and worked for hundreds of companies that have value statements. Most are interchangeable-both in terms of the value statement verbiage and the companys actions.
Not often are the companys actions in line with their value statements. Most often, especially in large retail environments--but certainly not exclusively-the companys value statement and the companys actions are diametrically opposed to one another. Maybe not on purpose (although for many, the value statemen
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Zappos: A Sales Giant Powered By Passionate Sales People
Zappos is a true American success story. Not only are they a financial powerhouse, but an amazing place to work.
Zappos is an online retailer that sells shoes and other merchandise. They have approximately 1500 employees and are located in Las Vegas and at their distribution center in Kentucky.
For several years now, I have been reading about and watching Zappos. In 2009 they were listed at Number 23 on Fortune magazines Top 100 Best Places to Work. I wondered...are they a good place to work, or is it just a bunch of media hype and over blown exaggeration? I was invited to take a tour and see for myself.
An enthusiastic Zapponian picked me up at my hotel in Las Vegas and drove me to their headquarters. From the moment I entered their office until they returned me to the hotel, I was blown away. For the few hours I was there, I felt like I was part of a family. You could feel the electricity, the pride and a work culture so radically different than most organizatio
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