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January 14, 2021
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January 14, 2021

summarize this articles on forbes – sales management are being too nice

If you are not feeling good about the results of your sales team management efforts, it may be time to accept a cold-hard reality; your salespeople are fundamentally lazy. Having heard every excuse under the sun for poor performance, throughout my 40+ years in the game, I can confidently tell you that there is no-reason for lackluster results.

To the business owner, or sales manager, who is recognizing poor results from their lazy, unmotivated and ungrateful sales team, here are five things you should consider, to turnaround sales performance:

  • Pay less for repeat business: Selling to your pre-established customer base is easy, but generating quality leads, prospects, and new sales opportunities requires real work. Stop compensating your sales staff with a flat percentage rate, and inspire them to get off their butts through increased percentages for bringing on new clients. It’s the difference between hunting and killing, versus waiting and hoping.
  • Don’t pay commission based on sales: Stop paying your staff based on the sales they make, only pay for their collected gross profit. In doing so, you are holding your sales people accountable to their sales by making sure that customers are being billed regularly, and paying their invoices on time. Not only will this keep a salesperson focused on the client, but it will also secure cash flow in your organization.
  • Stop being nice: You’ve hired your sales team to work for you, not to be your friends. It’s one thing to be respectful, and another to be a pushover. Stop coddling your sales team and start driving them to deliver.
  • Have your staff sign non-disclosure and non-compete agreements: In doing this, you are protecting your company from employees who have acquired details and information crucial to your operation, jump ship, and use those details to benefit themselves or a future employer.
  • Stop allowing the sales staff to be your only point of contact with your customers: You have to actively protect your customers from your top sales reps, by being the face of your brand and business. When is the last time you called one of your customers, or took them out for lunch?

My best advice to the business owner, or sales manager, looking to invigorate their sales team is to hire people who love to sell, get fired up about it, can look in the mirror and do not make excuses for their poor results. If you are not getting the sales results you desire and deserve, you owe it to yourself to draw a “red line” in the sand today!

https://www.forbes.com/sites/louismosca/2017/05/16…

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