- Sales Hiring from a resume alone. We are all impressed by a resume but does it really mean what it says? In the world of sales if someone has sold before, even for a competitor, that doesn’t mean they were good and doesn’t mean they aren’t going to bring bad habits to you.
- Being inconsistent in managing. Once we make the ‘rules’ and allow them to be broken or even ‘bent’, we are setting a president of inconsistency. We teach people how to treat us and once we allow bending we will always allow it.
- Selling for your reps. As a sales manager we are often in that position because we were great salespeople in our own right. We miss the thrill of the sale so our salespeople get a ‘lead’ an
d we go in and close it. We are teaching them nothing.
- Keeping a salesperson longer then we should. When we hire often we see When we do we give more time then we should. Use activities to judge if they are committed. If they work hard and doing lots of activities, they are often someone to coach. If they aren’t working hard at the very beginning, let ‘em go!
- Not holding them accountable to their numbers. No excuses! Selling is their job! We are to coach, not coddle. Stop allowing excuses for what they didn’t do.