Sam Manfer, Sales Mastery
Sales Force Development - Focusing on Developing and Leveraging Executive Relationships
More, Better, Faster Requires Change
Copyrights Sam Manfer 2007
I’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different or definitive about them. This is the classic definition of insanity - doing the same thing and expecting different results.
Managers don’t want to admit, or they hope it will get better, or they make excuses, or they use the work harder tactic. Whipping your horse that feels he’s going all out doesn’t work, and feeding him high energy motivation doesn’t last. Better you should show the horse a different gait (if he’s capable) and then maybe he can go faster, better, more.
Here is the key. Your sales will grow only as fast as you grow. In other words;
Do something different
Have a different kind of meeting, phone conference or review.
Read a book and deploy 2 ideas. I recommend Take Me To Your Leaders.
Hire someone (like me) to run a teleseminar with one specific topic and then discuss how all of you will implement it. Majority rules.
Analyze each sale and lost sale. What worked? What didn’t work? Then reinforce what worked and start implementing the opposite of what didn’t.
Buy Help
You ask your clients to buy your expertise. How come you resist buying expertise for yourself? Ego?? Face it if you knew what to do you would have done it already. You like most people in sales learned by trial and error. Since closing ratios average less than 33%, the errors dominate. So admit it, you do not have the answer, the time, the energy, whatever. Something is missing.
Then there are the excuses of why not to buy help.
Budget?? I don’t think so. How many additional sales would it take to justify a $5M, $10M, $25M, …, investment??
Or, time out of the field?? Maybe, since average sales people have to spend 2-3 times longer than better sales people to make a sale. Why you’d actually save expense account money by bringing them in for something to change their behaviors vs. wasting time and money on useless sales calls and blown opportunities.
Yeah, this is tough talk, but wake-up and do something different. Otherwise, you’ll maintain your position and float with the economy against competition - assuming competition does nothing.
So here’s an action item for you. Do it now!!
Voice what’s on our mind regarding sales - your issues, your concerns, your challenges. Call me if you’d like, but you have to get it out of your mouth. Then you’ll hear it for yourself. Write it down and now ask yourself, “What can I do about it. Listen from within for answers and/or sleep on it until they come. If you listen they will come.
Once these ideas start surfacing, again, writing them all down. It’s critical to see them with your eyes. Eliminate the least acceptable and select 2-3 good ones. Commit to a date to complete each. Speaking it, listening to it, and see it are all critical component for you to grow.
Now go out and do something to change.
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