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March 31, 2009
Sales Managers Need Their Own Forum
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Wednesday
April 8, 2009 8:00 AM to 11:00 AM Extended DISC: Employing Behavior
for Sales Success Think you know DISC? Are you utilizing the methods in your daily sales routine?
$225 per Person
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Wednesday
April 22, 2009 8:00 AM to 12:00 PM Overcoming Call Reluctance Sales
Training Workshop $129 per Person
$99 if Two or More from same Company |
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Tim Roberts
Wearing the hat of sales manager can be a full time grind. When asked what they do, sales managers tell folks they’re “responsible for the numbers.” For anyone who has held the position more than say, two weeks, you know you’re responsible for humans and more precisely, human performance. Humans ain’t all that easy.
Very few people I know have their degree in Sales Management. Okay, none. So what do we know about sales performance? Too often, unfortunately, the manager is the person who was the best sales performer. “He’s earned it,” I hear. Or, “How could I not give it to the guy, he’s outsold everyone else.” That response is kind of like saying, “Private Smith over there killed the most bad guys, let’s make him General.” Work with me, McFly.
Leaders of sales teams like to commiserate with other sales leaders. They are hungry to be in a forum where they can ask, share and deliberate with others on the mindset, skill set and belief set necessary to lead effectively.
Head Trash Kinesiology
I never knew it. Danged if I’m not on automatic pilot. I just found out that my subconscious mind is running more of the show that I ever imagined – and sometimes it holds me back. Dig that, have you ever considered that your subconscious mind may be deliberately sabotaging your sales success? Say it ain’t so. My own internal bubby dissing me! And I thought we were pals.
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So how can I leverage my subconscious activity to support me instead? Good question and the good news is that it can be done and more easily than one would suspect.
Consider that each and every one of us has 50 to 70 trillion cells within us and they all have a memory. They act like computer chips. And they can be re-written.
“So What Happens Next Mr. Prospect?”
Don’t you hate – I mean absolutely hate – leaving a prospect’s office without knowing what happens next?
How many times have you driven out of a prospect’s parking lot feeling great about the meeting and realize she just said, “Get back with me next week sometime.” And your heart sinks because you know you you’ll be stuck in voice mail hell for at least two weeks before she decides to take your call again.
So what can you do? Nothing. At least not this time. But you just received a powerful lesson learned and that lesson is NEVER, EVER leave the prospect’s office without getting next steps committed on the calendar.
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| Tim Roberts | Gary Gibboney | Amy Woodall |
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