Sales - Finding that Balance

What is important to you?  What are the activities you need everday to be successful?  As people get busier in their role, they tend to question themselves.  It is important to remember to always:

• listen to your gut, 
• use your tools, skills and experiences, and  finally
• make an informed decision. 

Often times people say, "a wrong decision is better than no decision at all" or "indecision is toxic" - what do you think?

 

The other day, a friend of mine began telling me about the challenges and frustrations he is facing within his sales team.  He made the reference to  ”If a person’s job is to ‘dig a ditch’, then one must dig ditches”  and in relation to selling “If one’s job is to sell, then they must do selling activities to achieve those goals”.  But how do sales managers motivate their staff to sell, when the media and markets are saying that nobody is buying?

Even though I believe Facebook can be a great tool for businesses, it can also be an addictive ‘crutch’ that is used as an excuse not to do selling activities. Often employees have every intention of using Facebook for selling activities, but usually end up distracted by the news feed or something - how can we use this tool effectively and productively? How can managers set a positive example, using these type of tools?  

I believe that it is a 2 way street.   

Sales Managers need to motivate, salespeople need to sell.  I have said it before, "Salespeople, get out there, meet people, network with clients, talk to clients and former clients and shake things loose!" Sitting behind your desk and waiting for the phone to ring helps nobody, and especially does not help you!  Sales managers need to let their people sell without standing over their shoulder, yet provide them with the tools, support and motivation.  Every individual is different and need different levels of care and attention- and that is up to our sales managers to figure out.  

Find that balance and you will find success.  Make a decision to produce as a salesperson, and sales managers - engage your staff and they will reward you!

 - Mathew Cey, Business Leader, Morris Interactive