Attract the Right Job or Clientele:
In the corporate world, there is often a big divide between management and sales producers. Make no mistake, it is a very big problem. The question becomes, “do I stay in this field or do I change my career?” One question this morning brought the agony back and had me cringing.
My Story
A posting on LinkedIn featured a picture of a bird with a strange look on its face indicating a problem. The question asked was two-fold.
- Does the look resemble salespeople when asked to provide metrics for their sales plan?
- Share the type of metrics you request and the importance behind them.
Most of the responders ignored the look on the bird’s face, but did reply with the analytics they require of their teams. High priority is given to the analysis of sales plans for each representative. Admittedly, the metrics provide excellent insight. However from a salesperson’s perspective, they are far from a cure all. In many cases this is disruption in the worst possible way.
A previous blog, “Are You Deliberately Different?” coincides with my lone response to the posting. As an active sales producer, my focus was on developing a loyal clientele so that the sales pipeline would always be full. Whenever similar requests were made of me, I would have the same strange look on my face. The look came back to me this morning as I recalled the bureaucracy.
Why does management interfere with someone actively bringing in new and loyal clients with extra paperwork? It defeats the purpose of being actively involved with sales.This will never make sense to me no matter how it is explained. I can fully understand mentoring those not performing well by training them on the needed metrics and success procedure. But, interrupting the successful flow of sales makes zero sense.
Don’t interrupt those doing the job they were hired to do!
My answer to the nonsense was to immediately put the brakes on my work, and instantly complete the paperwork to get it out of the way. One day, I was visiting headquarters and began to introduce myself. Upon hearing my name, several representatives asked, in disbelief, “That’s your real name?!” They thought it was made up because the manager apparently used me as a role model for handing in paperwork on the spot!
Your Story
Should you be in management, please take the comments to heart and revise how you approach salespeople. Simply appeasing the higher-ups doesn’t work well and creates ill will only to see salespeople quit their jobs.
Is there a more effective way you can get the input needed without time-consuming paperwork? Perhaps in a team meeting the metrics may be explained and an accompanying exercise completed at the same time. This way you kill two birds with one stone, and no one has that horrific look on their face.
And if you are a sales representative stuck with having to fill in the documents, my strategy works well. Ask your manager how soon the information is needed and get the exact format so it does not have to be re-done. Take care of it as soon as humanly possible to refocus on your clientele. Your livelihood depends upon it!
Sales Tips
- Balance good work and required paperwork.
- Educate new personnel on the metrics needed.
- Mentor those not on the top performing list.
- In team meetings teach the best strategies.
- Advise on the importance of metrics in team meetings so everyone may improve.
- Encourage team dynamics and open conversation.
- Have team members share their best strategies.
- Use team building exercises versus competition against one another.
- Do everything in your power to avoid team members from quitting.
- Celebrate Success!
For More Insights: Visit Elinor’s Amazon Author Page
“Communicate to Attract Interest”
Be A Story-Teller
As the CEO of Smooth Sale, after her near-death experience, Stutz adapted the motto, “Believe, Become, Empower.”Nice Girls DO Get the Sale is an International Best-Selling and is Evergreen – among the classics; HIRED! Helped many to secure the job they desired.
Today’s insights are provided to help you achieve the Smooth Sale!
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