The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
I received a cold call today from a large consulting sales and marketing company, thought I should return it, just in case! When I dialed the number back I received an anonymous attendant’s voice stating that “The person you are trying to reach is currently not available.”
We’ve known for years that the relationship is king. They are paramount to sellers breaking through and getting to the next step.
Does an automated, anonymous voicemail recording foster any sense of relationship? Does it encourage me to want to start a conversation?
This buyer will definitely be unavailable when he calls back.
I’m a big fan of using your best to mentor the rest. One of the other things that I’m a huge fan of is learning by doing. So, what exactly does this mean and how can you harness its power in your organization?
Recently, I was pulled aside at a sales meeting by a couple of sales reps who said, “This is all great, Colleen, but my manager won’t coach us. He won’t take the time to help us develop our skills. What should I do? I mean I can’t get better because I can’t be coached.”
A few weeks ago, I was at a client sales management meeting and we were discussing Account Management because many were concerned that they were starting to lose some of their accounts. There was a lot of resistance from the sales managers that said their teams won’t do account plans because they don’t want to go to the rigor of documenting what they’re going to do as clients are often unpredictable. (more…)