control

Micromanagers and Control Freaks.

We’ve all had them and maybe we were one ourselves. Maybe we still are? Managers that simply could not let go of any control. This goes for owners of businesses as well. You know the type… they’re pretty sure no one can do the job as well as them. They have the “If you want a job done right you have to do it yourself” philosophy. I wish I could tell you this applies to new managers only… unfortunately it doesn’t.

5 Questions to Ask Yourself Before You Hire Top Sales Talent.

The sales industry as a whole has always been a transitional career move/path environment. Today it’s more than ever. Managers, Owners, Presidents, and CEO’s are short fused with their sales teams. Sales members are looking at the proverbial “grass is greener” across all industries in response. A great time to hire and get that sales team dreamed of. Or so I thought.

Customer Heaat

Deal with Customer Issues.

No matter how great an organization is there are always customer issues. It could be a misunderstanding, personality conflict, a service level issue, or simply customer remorse. Many times all of these at once. As the original relationship builder, the sales professional needs to be able to work with customer issues or as I like to fondly call them, customer heat.

lost sales

Sales Loss Analysis.

I would constantly hear the term “a teaching opportunity” any time someone made a mistake. At first this kind of bugged me to be honest. It seemed like a kinder, gentler way of saying they screwed up without saying it. As an upfront guy this tactful approach seemed… well… weak. But then as I thought about it more it actually made a lot of sense. These issues/problems should be times for teaching opportunities, not scolding’s, if you’re truly trying to build the best sales team possible.