Issue link: https://read.dmtmag.com/i/106888
SALES MANAGEMENT Recruiting, Teaching, Management & Compensation of Salespeople #10 BY GRAYSON SCHWEPFINGER There are thousands of books written on how tion changes their relationship with their fellow common practice. to properly manage sales and your salespeople. employees. They allow previous relationships to 8. They fail to increase the skill level of their In closing this series I am not going to try to list influence how they manage. You cannot be best people by having a consistent training program. everything they say on how to do it properly. friends with a subordinate! Sooner or later the Most sales meetings are not training sessions Rather I would like to list what I feel are the friendship and the responsibilities of managing they are gripe meetings and passing on of new most common mistakes that both the seasoned clash thus creating problems for both parties. pricing, etc. It has been my experience that and novice manager make. I feel that if you 5. Another problem of not understanding very little sales training is offered at any of the steer clear of these mistakes you will take a how relationships change is that the manager company's meetings. It's important to rememmajor leap in managing ber that people don't fail properly. on purpose! They fail In closing this series I am not going to try to list because nobody shows 1. Too many people when promoted to everything they say on how to do it properly. Rather I them how to succeed. manager not only take One of my all time fawould like to list what I feel are the most common mis- vorite sayings is: on the new responsibilities but continue to do They stole everything takes that both the seasoned and novice manager their old job as well. they could You must learn to delBut they couldn't steal make. I feel that if you steer clear of these mistakes you egate your old responmy mind will take a major leap in managing properly. sibilities or you will So I left them sweating quickly burn out. If and stealing you don't teach new people how to do your old plays favorites based on previous friendships. A year and a half behind job you will be forever saddled with both re- This quickly destroys both the morale and moI hope this series and how to find, compensponsibilities. tivation of the other employees. sate and manage salespeople has been of help in 2. They are so afraid of making a mistake 6. They fail to communicate properly with making your company more successful. If you that they over think the problem. They either both the boss and their subordinates. have any comments or questions please feel free take forever to make a decision or make none at They don't explain how goals were deter- to contact me at schwep1@aol.com. Until next time, GOOD SELLING! all. This will quickly lose the respect of your mined or how they expect them to be met. people and makes it increasingly more difficult Keeping people in the dark like mushrooms deto direct or motivate them. Failure to make motivates their attitude and their ability to sucT J decisions is one of the most common reasons ceed. If you don't explain in detail what you that managers are replaced. expect then it is not fair to expect them to acGrayson Schwepfinger is a nationally known 3. They have a tendency to view fellow em- complish what you want. ployees as competitors rather than assets. This 7. When asked to do something unethical speaker and member of the manufactured housing demotivates the very people that provide the they are afraid to forcibly take a stand and do Hall of Fame. He specializes in sales and sales best chance for being successful. By sharing the right thing. This loss of integrity encour- management training and can be reached for comyour knowledge and skills everybody become ages the deterioration and the reputation plus ments or more information at his e-mail stronger! the success of the company. You only have to schwep1@aol.com or his phone 610 533 4969. 4. They fail to understand how their promo- agree to do something wrong once to make it And at his Website – graysonschwepfinger.com. FEBRUARY 2013 28 THE JOURNAL