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Casual Articles - Sales Managers: Should You Prove Yourself By Selling In Front of Your Team?
Growing up on a Delaware farm was a wonderful and rewarding experience for me.I grew up in an area where a couple of dozen families in an area of about hundred square miles had farmed, married each other and been a stable community for centuries, along Delaware Rout One just
They hear me practicing exactly what I preach, and I get a chance to encounter exactly the forces they’ve been telling me they’re facing.
Invariably, we gain respect for each other, but we also make more sales, because literally, everybody is PITCHING-IN.
When I g
Last week I had the opportunity to attend a trade show. Unfortunately, at many booths, particularly those of startup companies, I left without a full understanding of what the exhibiting company really did.The experience reminded me of the challenges of putting together a go
You’re a sales manager now, responsible for the productivity and careers of others.
How does it feel?
Probably a little strange if you’ve been kicked upstairs after being a top seller, yourself.
But you’ll get used to it. In fact, you’ll get so used to it that you may not do any selling yourself, after a while.
Your job will be selling your salespeople on selling more.
And you’ll have mixed emotions about that, being tied down to a desk, filing reports, doing administrative work.
But an insidious process will also be underway that you’ll be unaware of.
The longer you’re out of the day-to-day selling game the more you’ll come to doubt your ability to open and to close deals. And your once legendary performance as a seller might be wiped out of the corporate memory, and even your own.
Along come your new salespeople, and they do fairly well, and some are exceptionally effective.
They’ll look at you with derision, and possibly contempt, while lionizing their own efforts as being the heavy lifting of the company.
You, the benchwarmer, will seem wimpy. “I’ll bet he wasn’t so hot,” they’ll think and possibly whisper to each other.
I’ve faced this situation as a sales manager and as a consultant. You run headlong into the credibility buster: “Winners DO, while the losers TEACH.”
I like to counter that perception, directly, by strutting my stuff, on occasion.
I’ve been known to get on the phones and to make cold calls right next to my salespeople and trainees.
They hear me practicing exactly what I preach, and I get a chance to encounter exactly the forces they’ve been telling me they’re facing.
Invariably, we gain respect for each other, but we also make more sales, because literally, everybody is PITCHING-IN.
When I g
I've heard a lot of people lament the fact that they just sent out a big postcard mailing, and, alas, no one called. Hey, it's happened to me. I've sent cards that I thought were so good that I was sure my phone would start ringing off the hook. And then my little
And you’ll have mixed emotions about that, being tied down to a desk, filing reports, doing administrative work.
But an insidious process will also be underway that you’ll be unaware of.
The longer you’re out of the day-to-day selling game the more you’ll come to doubt your ability to open and to close deals. And your once legendary performance as a seller might be wiped out of the corporate memory, and even your own.
Along come your new salespeople, and they do fairly well, and some are exceptionally effective.
They’ll look at you with derision, and possibly contempt, while lionizing their own efforts as being the heavy lifting of the company.
You, the benchwarmer, will seem wimpy. “I’ll bet he wasn’t so hot,” they’ll think and possibly whisper to each other.
I’ve faced this situation as a sales manager and as a consultant. You run headlong into the credibility buster: “Winners DO, while the losers TEACH.”
I like to counter that perception, directly, by strutting my stuff, on occasion.
I’ve been known to get on the phones and to make cold calls right next to my salespeople and trainees.
They hear me practicing exactly what I preach, and I get a chance to encounter exactly the forces they’ve been telling me they’re facing.
Invariably, we gain respect for each other, but we also make more sales, because literally, everybody is PITCHING-IN.
When I g
The new year is upon us and for many it is a tough time of year financially because let’s face it, most of us overspend and find ourselves in over our heads with debt in the new year. You have thought about starting a business and may have thought about this for months or even year
Along come your new salespeople, and they do fairly well, and some are exceptionally effective.
They’ll look at you with derision, and possibly contempt, while lionizing their own efforts as being the heavy lifting of the company.
You, the benchwarmer, will seem wimpy. “I’ll bet he wasn’t so hot,” they’ll think and possibly whisper to each other.
I’ve faced this situation as a sales manager and as a consultant. You run headlong into the credibility buster: “Winners DO, while the losers TEACH.”
I like to counter that perception, directly, by strutting my stuff, on occasion.
I’ve been known to get on the phones and to make cold calls right next to my salespeople and trainees.
They hear me practicing exactly what I preach, and I get a chance to encounter exactly the forces they’ve been telling me they’re facing.
Invariably, we gain respect for each other, but we also make more sales, because literally, everybody is PITCHING-IN.
When I g
Are you tired of cleaning grimy fingerprints off restroom faucets and soap dispensers? Indeed. One of the major sources of customer complaints is restroom cleanliness. The reasons for this go beyond the abilities of your cleaning staff. The more traffic a building gets the harder
I’ve faced this situation as a sales manager and as a consultant. You run headlong into the credibility buster: “Winners DO, while the losers TEACH.”
I like to counter that perception, directly, by strutting my stuff, on occasion.
I’ve been known to get on the phones and to make cold calls right next to my salespeople and trainees.
They hear me practicing exactly what I preach, and I get a chance to encounter exactly the forces they’ve been telling me they’re facing.
Invariably, we gain respect for each other, but we also make more sales, because literally, everybody is PITCHING-IN.
When I g
When marketing your product or service with postcards, you need three competitive advantages to succeed. The postcard must get attention, it must be fast, and it must be cheap enough to fit in your marketing budget over the long term. Small businesses can t afford to pay for market
They hear me practicing exactly what I preach, and I get a chance to encounter exactly the forces they’ve been telling me they’re facing.
Invariably, we gain respect for each other, but we also make more sales, because literally, everybody is PITCHING-IN.
When I get a sale, I hand it to someone who is struggling, to prime the pump.
And often, they match it quickly with one of their own.
Aristotle, I believe, said when you’re instructing others, “Example is more efficacious than precept.”
And that means people will get you and respect you when you put theory aside and actually show them you can roll up your sleeves and do the job, yourself!
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