All Entries Tagged With: "obstacles"

Manager Catch 22s

It humors me to think about how many “no win” situations mangers can get sucked into. We’ve all been there. For example… Employees often complain about how their manager didn’t train them on “something.” Yet when the manger schedules a formal training, those same employees complain about losing valuable selling time.

Another example revolves around the idea of micromanagement. The employee who at first complains about needing space, will later turn around and accuse the manager of “spending time with everyone else but me.”

Compelling Argument Against Cold Calling

By Jeremy Miller

Cold calling is described in heroic terms: beating a path to the prized customer; crossing the many obstacles and walls of protection to find the elusive buyer; wrangling and competing against the many other sales people pursuing the same prize. After breathless battle and hard work the sales person wins his customer. His cold calling has paid off. He is a hero. Too bad it doesn’t work that way.

SCORE – Get Into Each Other’s Head!

As a sales manager, what’s the best way to spend your time everyday? It’s with your people! Along with time in the field, it’s important to meet regularly for one-on-one meetings. Take it as a real opportunity to make a big impact with your team. Focus on “getting into each other’s head” and gaining perspective on how each other thinks. It’s up to you to create an environment where your staff feels like they can conquer the world after meeting with you!