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I need you to fix the sales staff. |
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In my first meeting with Curtis, he was clear about where he wanted me to focus. I was to fix the sales staff which had been routinely missing quotas for the last 9 months. He directed me to
only focus on improving the revenue production of his sales staff.
Further, I was not to comment on or interfere with sales management techniques, processes, or systems. Even when the sales force evaluation revealed gaping holes in the Accountability, Motivating, Coaching and Recruiting Processes, he steadfastly resisted any discussion about sales management.
As sales numbers continued deteriorating, I decided to break the rules of engagement and suggested we address key sales operational issues. Taking the comment personally, he defensively retorted, “I’m not the problem, it’s my sales staff—they need help!”
I guess you aren’t surprised to hear Curtis was fired a short time later.
As a sales manager, it’s your beliefs about sales management responsibilities, processes, systems that ultimately determine the management and leadership behaviors you will prioritize. These beliefs also determine your effectiveness and results.
Stop and take stock at your beliefs as it relates to the key sales management responsibilities that contribute to growing your sales team: coaching, motivating, recruiting, and holding your team accountable.
Benchmark your sales management beliefs against the top tier of sales managers. Where are you strong? Where do you need to challenge yourself to get better?
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Our business in life in not to get ahead of others, but to get ahead of ourselves-to break our own records, to outstrip our yesterday by our today. |
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Stewart B Johnson
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Why do you look for the speck of sawdust in someone else’s eye and pay not attention to the plank in your own eye? |
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Jesus
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