"We've NEVER done it that way before." For most companies when these words are spoken what is implied is "why should we try something different?" This is the sign of a corporate culture that is stuck in a deep rut. When I work I prefer to appoach every situation by reviewing what has been done and how it has been done, asking "how is that working?" Even when something is successful improvement can always be made. If business is lagging, obviously whatever has worked in the past is no longer effective. It is time to say "We've never done it THAT way before" and try something new.
Monday, February 9, 2009
When training and mentoring groups of sales reps, the wise Sales Manager draws upon the strengths of each individual. Sales, like so many other skills, is not "One size fits all." Each person on the sales team approaches their profession differently and will take the same information and apply it uniquely. As Sales Manager to a team, it is essential to learn how each member of that team performs best - what motivates them, what excites them about their work - and help them to focus on those features of their own personality which will enhance their personal success.