OK, I guess I feel a rant coming on. Help me, can't sales be a team sport? I'm not talking about those sales jobs that don't have protected territories and such. I realize those folks have to fight to put food on the table. I have two gripes about sharing.
First is non competing sales people in the same territory, especially those who call on the same industry.It used to be that you knew other salespeople with other products in your territory and if one of your customers were looking for something, you could tell them about your friend, or call your friend, and tell him about the opportunity.We would share contacts and other info and we all came out ahead. Since I've started with my new company about a year ago, and I have tried to build bridges with three different salespeople that I know who work in the area and call on my type customers, but no takers.Why can't we work together?
The second problem is within my own company. We don't seem real good at sharing information that would help us all. The territories are protected, so the salespeople aren't taking a chance on losing a sale, in fact, we often call on branches of the same business, and working together would help to provide consistent pricing through the company.Another gripe is if a sales person is going to poach in my territory, because they have a connection they want to follow, then call me and tell me you're coming in, and why. I always hate to find out over the back fence when I call on the person and they tell me they have a relationship with someone else.
In past sales jobs, I've been a mentor to new salespeople that started out, they would do ride along with me, and they could always call when they faced a problem. I had relationships with the salespeople in adjoining territories, and we would talk or have lunch together almost weekly. If I figured something out about our product or services, I'd share it, and they would do the same. It seemed to make us all better, and made money for the company and our 401K. Why isn't that happening any more?
Maybe I'm old fashioned, but I'm someone who is proud of the profession that I'm in and want everyone who is part of our industry better and more successful at what they do, what's wrong with that?
Sunday, May 16, 2010
Sunday, May 2, 2010
CRM Master or Servant?
The company that I work for will be starting working with a CRM tomorrow morning. I have worked with CRMs before and I always find the sales forces reaction to them very interesting. They seem to drop in to several differnet groups.
GROUP 1: These folks are the ones that see the CRM as the servant that they will use to improve their sales. The CRM will allow them to organize their business, organize their presentations and all their interactions. These folks will take this and use it constantky to improve themselves. They will understand that the time they put in is an investment, and they will quietly go to work.
GROUP2: This group will look at the CRM as a huge waste of time, they have their own system that they've always used and they don't want to put any time or effort in, what they have works, and they always feel that this too shall pass. They complain about the system at every opportunity and they only use the system to the minimum, they don't want to say they aren't using it, they are passive agressive.
GROUP 3: This group sees the CRM as a big brother intrusion on their freedom as a salesman, they will ignore the system and refuse to engage and hope it'll go away. They are active in their reaction, they hate it, they don't care who knows how they feel.
Part of what will cause these reactions is the way in which management uses the CRM. Some managers are like the third group, they don't believe in the CRM and they think upper management will stop using it. They pretty much ignore the program and the way sales uses it.
Oter managers use it as a micromanagement tool, they aren't really interested in what you put in to the system, only how often you log in, how many open contacts, how often you move things along. They are looking at the system and not the activity.
The third group, looks to see that you are using the system, how you are improving by using it, and where they can help you. These folks use the system as a contact oppotunity and a coaching aid.
Obviously, a CRM is a tool that can be used, abused or igonored,it all depends on the person. Be the person that you want to be.
GROUP 1: These folks are the ones that see the CRM as the servant that they will use to improve their sales. The CRM will allow them to organize their business, organize their presentations and all their interactions. These folks will take this and use it constantky to improve themselves. They will understand that the time they put in is an investment, and they will quietly go to work.
GROUP2: This group will look at the CRM as a huge waste of time, they have their own system that they've always used and they don't want to put any time or effort in, what they have works, and they always feel that this too shall pass. They complain about the system at every opportunity and they only use the system to the minimum, they don't want to say they aren't using it, they are passive agressive.
GROUP 3: This group sees the CRM as a big brother intrusion on their freedom as a salesman, they will ignore the system and refuse to engage and hope it'll go away. They are active in their reaction, they hate it, they don't care who knows how they feel.
Part of what will cause these reactions is the way in which management uses the CRM. Some managers are like the third group, they don't believe in the CRM and they think upper management will stop using it. They pretty much ignore the program and the way sales uses it.
Oter managers use it as a micromanagement tool, they aren't really interested in what you put in to the system, only how often you log in, how many open contacts, how often you move things along. They are looking at the system and not the activity.
The third group, looks to see that you are using the system, how you are improving by using it, and where they can help you. These folks use the system as a contact oppotunity and a coaching aid.
Obviously, a CRM is a tool that can be used, abused or igonored,it all depends on the person. Be the person that you want to be.
Saturday, April 24, 2010
Sharpen the Saw
I made a New Year's resolution to lose weight, not the first time I've done something like that, and probably not the last. As part of the master plan I decided to join a gym and start an exercise program. The unintended byproduct of my exercise program was that it helped me in sales.
Business to business sales has been pretty tough in the last year,the stress of always thinking about what you can do to make things happen gets tiring. Sitting home or going to the movies wasn't giving me much relief. You just have to find a way to disconnect and forget the problems, the chance to look at things from a new dirction is a huge help.
I started attending group exercise programs and I found that an hour sweating in the gym is a great relief and release. A program called Group Cynergy is a mix of pilates and yoga, and it's been a great release.I now attend execise class five nights a week, and it's great.
I think this is an important point for us to remember,when the going gets tough we always think we can worker harder, and plow through and make it better. A lot of times we need to remember that often it's better to work smarter than to work harder, and to be able to work smarter we have to step back and look at the big picture.
My first job was a salesman for an foodservice company, and I had a great sales manager who had over 30 years in the business.He was a real tough guy,one of the bosses who wants to know where you are and what you're doing all the time. He always set high standards and pushed you to meet them, you were always looking over your shoulder. One day I had one of those days that just beat you up, lost a big account, had an account go bankrupt, and couldn't scare up any new business. I called in to vent, he listened to me, and then he said something that I never thought I'd hear.He sent me to the movies,a double feature no less.The next morning I went in and he explained his ideas.He explained that stuff beyound my control had happened,but it had shook my confidence and I wasn't going to be able to portry myself and my company effectively. It was better to take me off the street and take my mind off the situation.It worked.
An hour at the gym isn't a Hawaiian vacation, but it's an opportunity to step back, calm down and get ready to open with a new approach. We all need a little attitude ajustment from time to time.
Business to business sales has been pretty tough in the last year,the stress of always thinking about what you can do to make things happen gets tiring. Sitting home or going to the movies wasn't giving me much relief. You just have to find a way to disconnect and forget the problems, the chance to look at things from a new dirction is a huge help.
I started attending group exercise programs and I found that an hour sweating in the gym is a great relief and release. A program called Group Cynergy is a mix of pilates and yoga, and it's been a great release.I now attend execise class five nights a week, and it's great.
I think this is an important point for us to remember,when the going gets tough we always think we can worker harder, and plow through and make it better. A lot of times we need to remember that often it's better to work smarter than to work harder, and to be able to work smarter we have to step back and look at the big picture.
My first job was a salesman for an foodservice company, and I had a great sales manager who had over 30 years in the business.He was a real tough guy,one of the bosses who wants to know where you are and what you're doing all the time. He always set high standards and pushed you to meet them, you were always looking over your shoulder. One day I had one of those days that just beat you up, lost a big account, had an account go bankrupt, and couldn't scare up any new business. I called in to vent, he listened to me, and then he said something that I never thought I'd hear.He sent me to the movies,a double feature no less.The next morning I went in and he explained his ideas.He explained that stuff beyound my control had happened,but it had shook my confidence and I wasn't going to be able to portry myself and my company effectively. It was better to take me off the street and take my mind off the situation.It worked.
An hour at the gym isn't a Hawaiian vacation, but it's an opportunity to step back, calm down and get ready to open with a new approach. We all need a little attitude ajustment from time to time.
Saturday, April 17, 2010
Are you helping or manipulating your customer?
We were at a sales meeting this week and we watched a video training session. As I watched the discussion of body language,key phrases, and customer versus salesperson space and quadrants, I began to wonder, what is our job as a salesman?
As a salesman I have always felt that my job was to listen to a customer and dig to find the pain that my product can relieve. I probe and discuss and explain, and hopefully reach the close and pen to paper.I feel I'm a professional and personally, I'm not sure that a lot of this stuff is going to make the differnece. Of course I have to use common sense and I have to respect the customer's space,and my company and my product deserve my best efforts to find the correct words to close the sale. I really doubt that there are "magic beans" that you can cast in to your sales presentation and those words will cloud the customer's mind, like Obie Wan's Jedi mind trick.
Now I'm not saying that these training videos are a waste of time, As a salesman I love hearing people talk sales and I love to pick up tips. What I take from training sessions like this are an examination of my presentation skills, and an assesment of how I can take the info, and improve what I do evey day. It reminds me that I need to be aware of customer space, I need to be aware of my handshake, and my opening line.
My personal feeling is authenticity is the best approach, we've all seen or worked with the guy or gal that goes in to their "act", they approach every customer and opportunity the same way, they've memorized a script and they need to get that out before the customer can say a word. They don't look at the situation, the customer's reaction or anything else, they're hell bent for the sale. I love their enthusiasm, and their commitment, but I question their actions. What do you all think?
As a salesman I have always felt that my job was to listen to a customer and dig to find the pain that my product can relieve. I probe and discuss and explain, and hopefully reach the close and pen to paper.I feel I'm a professional and personally, I'm not sure that a lot of this stuff is going to make the differnece. Of course I have to use common sense and I have to respect the customer's space,and my company and my product deserve my best efforts to find the correct words to close the sale. I really doubt that there are "magic beans" that you can cast in to your sales presentation and those words will cloud the customer's mind, like Obie Wan's Jedi mind trick.
Now I'm not saying that these training videos are a waste of time, As a salesman I love hearing people talk sales and I love to pick up tips. What I take from training sessions like this are an examination of my presentation skills, and an assesment of how I can take the info, and improve what I do evey day. It reminds me that I need to be aware of customer space, I need to be aware of my handshake, and my opening line.
My personal feeling is authenticity is the best approach, we've all seen or worked with the guy or gal that goes in to their "act", they approach every customer and opportunity the same way, they've memorized a script and they need to get that out before the customer can say a word. They don't look at the situation, the customer's reaction or anything else, they're hell bent for the sale. I love their enthusiasm, and their commitment, but I question their actions. What do you all think?
Sunday, April 11, 2010
The Second Quarter
Well, as a Business to Business Salesperson, I am looking forward to the second quarter of 2010. The first three months have been a challenge, but I truly believe we have turned the corner.
The business people that I deal with have shown that they certainly weren't ready to make any changes in their business. I really feel that the Health care debate held everyone hostage, companies were waiting to see what would happen and therefore, didn't want to make any changes. While everyone may not be happy with the way things turned out, they now know what the future holds, and they'll be able to figure things out.
Living on the West Coast, we are also seeing better weather, and I truly believe that this makes people's outlooks better. The sun is shining, things are getting greener, and life is better. This isn't a huge factor, but I really think, that it helps.
The Markets are moving up, and this is also making business people feel better about the future, Their investments are up, and people's 401K's are expanding, this will improve retail sales,look at the current numbers.
I guess what I'm trying to say, is that as Salespeople, we have to look at the good, and be preachers of the gospel of "getting better." It's always kind of fun to be part of complaining, but our customers are looking for positives to build their business, and we have to help provide it. Let's all look for the positive.
The business people that I deal with have shown that they certainly weren't ready to make any changes in their business. I really feel that the Health care debate held everyone hostage, companies were waiting to see what would happen and therefore, didn't want to make any changes. While everyone may not be happy with the way things turned out, they now know what the future holds, and they'll be able to figure things out.
Living on the West Coast, we are also seeing better weather, and I truly believe that this makes people's outlooks better. The sun is shining, things are getting greener, and life is better. This isn't a huge factor, but I really think, that it helps.
The Markets are moving up, and this is also making business people feel better about the future, Their investments are up, and people's 401K's are expanding, this will improve retail sales,look at the current numbers.
I guess what I'm trying to say, is that as Salespeople, we have to look at the good, and be preachers of the gospel of "getting better." It's always kind of fun to be part of complaining, but our customers are looking for positives to build their business, and we have to help provide it. Let's all look for the positive.
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