When someone on your team tells you that there is a trust issue, that can mean a variety of things. Not all trust issues in the workplace are the same, and there is no magic bullet for addressing these dynamics. The word ‘Trust’ means a lot of things to a lot of different people. It...
Category: Sales Management
Why Salespeople Struggle with Trust
Salespeople tend to be either the most undermanaged or overmanaged people in the entire company. In some ways, this makes sense because their roles and responsibilities require a lot of autonomy, judgment, and duties that are executed outside the view of management. Naturally, there are bound to be trust issues from both salespeople and management....
The Trust Spectrum Of A Sales Team
Can I trust you? Sounds like a simple question that commands a simple answer. Well, it depends on what you want to trust me with, I guess. Are you sharing a secret? Do you need me to carry out a critical function? Would you like me to hold your purse or wallet? Trust is fragile;...
The Sooner You Have Goals…
Why are some companies bashful about sales goals? Did I say some? I meant lots of companies. Is it because they don’t want to scare off the new talent? Is it because they don’t really know what good goals are? Is it because we are not used to measuring our team in this way? Or...
Do Blind Squirrels Find Nuts?
You have all heard the phrase, “Sooner or later a blind squirrel finds a nut” and we are all amused (or pretend to be anyway). I ask you, when have you ever seen a blind squirrel find a nut? For that matter, when have you ever seen a blind squirrel? Chances are slim to none....
Sales Suffering From Home Run Syndrome?
If a baseball player doesn’t hit a home run every time he steps up to bat, then what was the point of the swing? That’s a silly question for a number of reasons, but sometimes we adopt this mentality in sales. It’s called Home Run Syndrome. If we are not great every time we try,...
How To Have Tough Conversations About Sales Performance
Did you ever put off a tough conversation with a salesperson because you weren’t sure what you should say? Or maybe you were concerned about upsetting them and you don’t particularly like to be confrontational. What if they respond back with something you weren’t expecting or capable of addressing? Perhaps they might even try to...
How To Fire A Salesperson
I don’t enjoy writing on this topic any more than you enjoy reading about it because the thought of anyone losing their job for any reason upsets my stomach. It is a highly disruptive and stressful moment in someone’s life where desperation, anxiety, and low self-esteem have a tight grip. But sometimes it’s just not...
Creating Performance Improvement Plans For Salespeople
Let’s assume that, in some way, every person desires to feel like they are successful. Most reasonable people do not pursue and accept jobs if they didn’t feel like they could be successful in it. The 2 questions are can they perform the work and will they perform the work? That’s where a performance improvement...
B2B Cold Calling Made Easy
Cold calling for Business-To-Business sales is one of the most misunderstood opportunities for salespeople. Quite often anymore it feels like a tool that no one even has, or if they do, they don’t know how to use it. Many salespeople like to think that emails were the long-awaited coffin nail for actually picking up...