Understanding the Sales Force

If we’re wrong about the compelling reasons, we’ll be wrong about the solution to present.

If the title says “Customer Service” then service the customer.  Otherwise, the title ought to say “Buy Back Representative”, for all the customers they piss off who leave and go to another provider.

I finished my training at Golf School and found that a lot of it was transferrable to sales.

One Swing – the same swing – for all your shots.  This equates to one process – the same process – for all of your opportunities.  It doesn’t change, you don’t manipulate it, and it is much easier to remember with less to change.

I’ve been golfing for three years and I’m just like a lot of your salespeople because, according to my statistics, 74% of them suck too.

Yesterday I spoke to the executive team for a Fortune 100 company whose issues are exactly the same as those faced by small and medium sized businesses – except for one difference.  Their dynamic leader wants to attack the market as the economy sputters whereas many who lead smaller companies choose to wait it out. 

So how much of this is economic leverage because they have the money to attack? And what can you do?

Salespeople are far more effective when they are relaxed.  They listen better, ask better questions and have more fun.  Have your salespeople go through the ‘worst that could’ happen exercise.