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People, Business Strategy: Sales and Negotiation Training

Sales Training

To control or not to control your sales team, that is the question!

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Control?

I am often asked what level of control should exist over a sales team.

There are several theories that you should control everything, that you should control nothing, or that you should have balanced control.

In short, there are many theories.

The answer is not as simple as we think.

Control should always exist.

The degree of this control may vary according to several analysis vectors.

There is a maxim that we often present to our clients that can be summed up as follows:

“What gets measured happens”.

In controlling a sales team, there should be two main vectors that can help you set up a monitoring scheme.

The “Short-term versus Medium and Long-term” vector

The first is whether YOUR type of sale is short-term or medium to a … [ Read the rest ?? ] “To control or not to control your sales team, that is the question!”

Good Salesman or Bad Sales Manager?

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One of the things that sometimes scares me the most in the companies I work with is precisely this issue – when a company I work for tells me that salesperson X is going to be promoted to head of sales.

The question is not whether he will be promoted because sometimes there are plenty of proven track records, and he even deserves it; the question is whether we will lose a good salesperson and gain a bad boss.

Unfortunately, this happens in many situations to which we have access and are called to intervene to correct.

Of all the projects we have had in this area, and there have been quite a few, there is almost always a common denominator – the need for more investment in the preparation … [ Read the rest ?? ] “Good Salesman or Bad Sales Manager?”

Marketing: 7, Sales: 0?

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Humm???

But after all, what do marketing and sales have to do with the results of a possible soccer match?

Everything and nothing???

Nothing, because they are not comparable; everything, because sometimes the interaction between marketing and sales resembles your national soccer team.

Have you noticed that we have a group of stars and that the sum of their skills should make an exceptional team with exceptional results?

So why can’t it?

It’s the same with marketing and sales.

We often have an excellent sales team, professional, dedicated, dynamic, and fighting non-stop.

In parallel, we also have a marketing team that is a pleasure to watch, creative, dynamic, and many times brilliant.

Like the national soccer team, the sum of the parts doesn’t often produce something extraordinary, quite the opposite.… [ Read the rest ?? ] “Marketing: 7, Sales: 0?”