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Sales managers: Are your sales people fundamentally lazy? PDF Print E-mail
Written by Dave Harman   
Monday, 02 July 2012 09:02

Left to their own devices, would your salespeople do just enough to get by:

  • to give the illusion of being busy, perhaps in an attempt to justify the size of the investment the company has made on their behalf?
  • Or, would they go the extra distance – do whatever it took to attain department goals and contribute to the accomplishment of company initiatives?

If your company is like most, you have salespeople who fall into both groups.  So, what distinguishes those in the “do-whatever-it-takes” group from those in the “do-enough-to-get-by” group?

Last Updated on Monday, 02 July 2012 09:23
 
Expect resistance PDF Print E-mail
Written by Marvin Montgomery   
Monday, 02 July 2012 08:36

Whether I’m doing one-on-one coaching or training a larger group, my message is the same when it comes to overcoming customer resistance: Expect resistance! It’s human nature.

 

Some of it could be resistance to change or buyers’ remorse. Anytime a customer is going to make a purchase of any significance they will go through four basic stages:

 
Leading for the greater good PDF Print E-mail
Written by Donna Rae Smith   
Tuesday, 26 June 2012 09:50

Effective leadership can be hard at any level, but it is especially challenging when you’re new to the role. You want to get off on the right foot, earn respect and establish authority, all without being heavy handed.

 

The June Smart Business article “How Stephen Smith used humility to show his true intentions” offers great guidance on how to earn trust as a leader, whether you’re new to management or not.

 

Create conversation. Smith understands that relationships are foundational. To that end, he continually strives to get to know people and talk with them in different settings.

Last Updated on Tuesday, 26 June 2012 09:55
 
Does practice really make perfect? PDF Print E-mail
Written by Marvin Montgomery   
Monday, 25 June 2012 09:16

Does practice really make perfect? According to my book, “Practice Makes Perfect,” it does. But there is one thing you need prior to practicing, and that is proper instruction.

 

If a trainer is teaching you the wrong way to engage a customer – “telling and selling” or “present not assess” – you will be practicing the wrong approach, albeit perfectly.

 

Keep in mind that sales is a profession. In order to become a student of the game, you must not only practice but receive proper instruction. So, how do you make sure that your instruction is correct?

 
Reading the signals: What is your team (not) telling you? PDF Print E-mail
Written by Donna Rae Smith   
Tuesday, 19 June 2012 08:55

A client called me recently in a state of frustration. Her business group recently made some major decisions regarding strategy and future direction. Rather than enthusiasm about what lay ahead, she was sensing trouble. Instead of consensus from the team, she was catching on that members were dissatisfied and laying the seeds of subversion.

 

With just this little bit of information, I could already guess the root of the problem: the team hadn’t felt included in the strategy-level decision making. As I dug deeper, my suspicions were confirmed. There had been many meetings before the major decisions were made, but there hadn’t been real and honest debate. Unfortunately this wasn’t new; there was a history of decision-making by a select few and as a result, staff clammed up. Experience told them that their opinions wouldn’t matter anyway.

 

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