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Damn salespeople don’t know what
the !&%$#@ they’re doing!
Sweet. Blame is awesome!
THAT may very well
be true…
Fire them? Fire them up?
Feet to the Fire?
BURNING ISSUE
What to do?
…Yet in the course of working with companies seeking to improve their sales and sales team performance, I have observed a disturbing and far-too-common behavior within what I will call the sales culture of these companies: Poor sales are often the fault of sales leadership — and not the salespeople.
Now, if you happen to be in sales leadership and find this statement a bit uncomfortable, imagine how I feel when I have to explain it to my clients, also usually in sales leadership, and who happen to be paying me. Awkward. Frankly, that’s not the answer they’re looking for to the sales problems they’re looking to me to help them resolve.
Sales management has a responsibility to its sales team.
Sales management is the management responsible for overseeing sales — whether it’s called executive management, C-level management, HR or something else. Regardless of your sales people’s experience (or not), how well you are paying them (or not), how hot they are (or not) or their contracts or quotas, they need that management’s clear direction.
Here are a few of the reasons why it is often true. [Judge yourself, and let your conscience be your guide.]
CLEAR DIRECTION!
If your competitors are killing you, their sales people are better trained than yours.
Almost all of the time.
How current and relevant are your training programs and materials. How relevant and realistic is your philosophy on and the expectations of such training?
What about the training structure? Does it make sense? Do those involved with training have concrete and enforceable performance standards?
They should. For your business, training can be life and death.
Your website or other corporate online presence doesn’t support, runs counter to or complicates sales efforts.
If someone is considering spending money with you, they will undertake at least the minimum due diligence of checking your online presence. This usually happens before there is a meaningful salesperson encounter, and probably during the process, if they get that far with you.
Make it easier on everyone. Make your website and social media the tool it should be for the sales team that needs it.
You are hiring the wrong people for the wrong positions at the wrong compensation.
OK, a bit harsh, but if you are doing even one of these, you have a serious and probably systemic problem in your company.
This is costing you money with respect to compensation, lost sales and the beating you’re taking from your competitors who know how to hire effectively and getting the sales stars you passed on for the wrong reasons. Or, they never applied to you in the first place.
Or, worse: Word on the street is you don’t best position your salesforce for success. Make no mistake, this is complicated. You must do this right — now and going forward.
If you’ve gotten to the point where you are at least open to what might be happening at your company, call me.
I am Frank Bastone, and my company is New Matrix Solutions. We provide exceptional sales-related consulting, from hiring to software, and introduce you to laser-focused networking opportunities.
Overall, we will collaboratively resolve issues that prevent your company from increasing its revenue. One of the ways we do this is by making sure your sales team has the training and development it needs to deliver results. The gap between management’s expectations and sales performance can be wider than many companies think.
We not only bring our select clients the best in personalized sales counsel and training, we bring them face-to-face with the business professionals they need to know to conduct business. Personal introductions. Relevant referrals. Master networking.
New Matrix Solutions does more than put out fires, we work with our clients to ensure the development of the people we train and the models we build for and with you.
You may call me at 718.662.8581, email me in confidence though [email protected] or schedule 15 minutes with me here.
Let’s fix this.
New Matrix Solutions One Penn Plaza
34th FloorNew York, NY 10119
+1 718 662 [email protected]
NewMatrixSolutions.com
