Don’t let the negative behavior go on forever. Do everything you can to test if the person can be coached, and then move on when necessary. Time doesn’t make things better -- only action does.
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For me, there is no alternative for a company or an individual to being sales-centric. If you want your business to grow, all parts of the organization have to be focused on selling, and there is no room for “corporate” behavior. Very few products or services sell themselves.
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In a recent dialogue with a European business looking to enter the US market, we reviewed the different options available. Some of the low-cost options seemed more like dipping a toe or baby steps and anything but a deliberate and purposeful market entry.
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Why do Sales Leaders do all these things and drive their people away? Maybe it is not their fault. They were put into a leadership position by someone else who is likely themselves a bad leader and who also does not understand how to identify, live, and coach leadership. A vicious cycle ready to be broken.
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The most basic measurement of sales success is revenue per month. With a limited number of hours each month, the measure of success translates to Sales effectiveness per hour.
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The terminology used to describe this type of engagement is sometimes confusing: contractor, interim, fractional, 1099, gig, on-demand, project-based, hired gun, virtual, third-party, temporary.
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What has been your worst buying experience? Mine continues to be buying a car. The process is broken, ripe for re-engineering and disruption. The proverbial car salesman is not dead! And they all attend the same old school of playing games.
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Many sales leaders fail to monitor any prospecting metrics or efforts among their salespeople. 18% indicated their company does not set out specific metrics/goals on how much time reps should spend prospecting. 32% of sales leaders indicated they don’t know how much time reps prospect.
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Sales productivity is typically measured in sales revenue per salesperson, individually and as an average over a team. This is a straightforward approach that can be further enhanced by including factors like, e.g., hours worked, profitability, percent of target, or lead conversation.
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In the world of sales, confident people really are more successful. When you increase your and your team’s confidence in sales, you’ll set more meetings, have stronger sales presentations, and close more deals.
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