Sales…The Bad and Good…

Hiring the wrong people into sales roles- Often they are drawn to people they like and have no process for recruiting and selecting objectively.
“Managing” from behind their desk. They spend a lot of their day doing supposed “admin”, often just scrolling through LinkedIn or sending meaningless emails. They have probably not sold in years so then focus on the numbers only.
Don’t train their reps, using the excuse they will leave or even worse invest in all types of training but don’t follow through to ensure its being followed.” but he WAS on the training!”
“Its all their fault!” Have you closed that account yet? Why not? Why didn’t you do this? What didn’t you do that?
Blaming the reps for everything and the sales meetings are “Depression Sessions” the same applies for senior sales leaders, if they DUMP on the sales manager then he or she will Dump on the sales team!
Tell what to do not how to do it, this is especially true as the technology and endangerment on social media plays and ever increasingly important role….you need to Understand and demonstrate how to get the best out of the platforms.
They Are They’re often angry, stressed, in a state of panic, but then sometimes they’re happy and bouncing off the walls. Most of the sales team live on the edge wondering what mood the sales manager will be in each day.
The fear that someone within their team will become better or more popular than they are and that they will then take their job. So they hold the team members back and put them down, make them feel less important and not valuable, and never support their growth or progression.

Hire the RIGHT people into your sales roles. Have a much more rigorous hiring process.
Lead ALONGSIDE your sales reps. Make calls with them, sell with them.
Invest in TRAINING for your team. Help make them the best they can be.
Don’t put pressure on, take it AWAY. Empower your team and support them.

Author: Valerie Cobb, fractional CFO, Thought Leaders, Speaker, Podcast Host of The Revenue Maze, and Co-Founder of Revenue Northstar.

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