You Are Not Alone

[quote=AZBroker]I'm not seeing the connection between your post and this thread Michael. What did I miss?[/QUOte

Great day AZB,

It speaks to your point about commitment and it's relationship to success.

I had missed Masteri5's earlier post about Johann Wolfgang Von Goethe. Now I understand.

Quote:

Originally Posted by Masteri5

Is it then any wonder why these companies said their problems relating to sales were lack of direction, missed sales opportunities, discouraged salespeople, turnover and lowered profit expectations?

No.

A question that comes to my mind is why are +82% of the salespeople NOT following the sales processes currently in place? Is this occuring because the salespeople don't understand the processes? Maybe they don't put faith in the processes and believe their way is better? Another question that comes to mind is why is sales management allowing this?

+41% of the salespeople perform below expectation... whose expectations? What are these expectations based on?

+52% of sales management saying they are too busy or don't have time to train tells you what they think about training. It's not a priority.

BossMan

Good post. I have to agree with your remark, or rather question, about why sales management would allow 82% of their salespeople to not follow the process. The truth is most sales managers have not been taught to manage. What they are, typically, is the salesperson who got promoted because they were the top salesperson, been there the longest length of time, why don't we give old Bob a shot, etc. Being a manager is about people skills and leadership. Those skills, like any other, are learned.

With regard to your question about expectations. I do not have all the answers to your questions. I found this info on another site and found it thought provoking. The site did not disclose the criteria for expectations.

About your comment on the priority of training...you said it all.

Best of luck in your endeavors.

Masteri5:

I believe each post is hitting the mark. Is it sales training? Yep... partly. Commitment? ...Yep ... Partly. What about Accountability and Leadership. If I may, allow me to give my two cents about the reserch.

Out of 100 salespeople... using round numbers; 25 of them worked for companies who were not currently engaged in ongoing training. That leaves 75 salespeople with any chance of success. 52 of them work for companies where management say they are too busy to train (we know they are not too busy making sales). That leaves 23 with any chance for success. If we apply the "Parento Rule" 80% of results will come from 20% of your sales force. That means 5 of the intial 100 will be peak performers. Very close to the study saying 8% are consistant performers.

Problem ... Leadership! Leaders are charged with doing the "Right" thing. Managers are charged with doing the "Right" things ... Right. Leadership needs to put a management driven interview process in place. Management must be accountable for interviewing and hiring salespeople, that exhibit character traits conducive to sales and their Company objectives.

Management at the direction of the Leader must adopt a training process that is ongoing.

Creating a "Professional Sales Staff" requires more that a hiring process and more than a training program. It requires a complete system approach.

More specifically, for a "Professional Development" program to be truly effective, it must be directly related to the Companies stated objectives and the Company Leadership and Management must creat, develop, embrace and maintain an environment rooted in ongoing and life long learning.

Gregoire

Intelligence in an open forum. What a concept...great post.

	#11
job ready strategist	[quote=AZBroker]I'm not seeing the connection between your post and this thread Michael. What did I miss?[/QUOte Great day AZB, It speaks to your point about commitment and it's relationship to success.

	#12
AZBroker	I had missed Masteri5's earlier post about Johann Wolfgang Von Goethe. Now I understand.

	#14
Masteri5	BossMan Good post. I have to agree with your remark, or rather question, about why sales management would allow 82% of their salespeople to not follow the process. The truth is most sales managers have not been taught to manage. What they are, typically, is the salesperson who got promoted because they were the top salesperson, been there the longest length of time, why don't we give old Bob a shot, etc. Being a manager is about people skills and leadership. Those skills, like any other, are learned. With regard to your question about expectations. I do not have all the answers to your questions. I found this info on another site and found it thought provoking. The site did not disclose the criteria for expectations. About your comment on the priority of training...you said it all. Best of luck in your endeavors. __________________ You can never get what you want until you help others get what they want http://www.masteringselling.com

	#15
Gregoire	Masteri5: I believe each post is hitting the mark. Is it sales training? Yep... partly. Commitment? ...Yep ... Partly. What about Accountability and Leadership. If I may, allow me to give my two cents about the reserch. Out of 100 salespeople... using round numbers; 25 of them worked for companies who were not currently engaged in ongoing training. That leaves 75 salespeople with any chance of success. 52 of them work for companies where management say they are too busy to train (we know they are not too busy making sales). That leaves 23 with any chance for success. If we apply the "Parento Rule" 80% of results will come from 20% of your sales force. That means 5 of the intial 100 will be peak performers. Very close to the study saying 8% are consistant performers. Problem ... Leadership! Leaders are charged with doing the "Right" thing. Managers are charged with doing the "Right" things ... Right. Leadership needs to put a management driven interview process in place. Management must be accountable for interviewing and hiring salespeople, that exhibit character traits conducive to sales and their Company objectives. Management at the direction of the Leader must adopt a training process that is ongoing. Creating a "Professional Sales Staff" requires more that a hiring process and more than a training program. It requires a complete system approach. More specifically, for a "Professional Development" program to be truly effective, it must be directly related to the Companies stated objectives and the Company Leadership and Management must creat, develop, embrace and maintain an environment rooted in ongoing and life long learning.

You Are Not Alone

Business and Management