Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now There are ideas a sales leader must refuse. Allowing these ideas to take hold can decelerate growth, distract the sales force from their real work, and result in a poor sales performance. They can also start a vicious cycle, a downward trend that is difficult to reverse.Allowing Sales Reps to Become Operators: There are always going to be people within an organization who will ask for help from the sales team. Reps do operational work when there are issues where a salesperson’s competency with customers can make the difference. While you want your players to be good teammates, you have to say “no” to the idea that your salespeople are responsible for work that belongs to operations or customer service or accounting. While they own the outcomes they sell, they do not own the transactions. When you allow your team to get mired in operation, you have effectively reduced the size of your sales force.Allowing a Change in Strategy: There are salespeople and sales managers and other leaders who would all have you change the company’s strategy from value creation to the lowest price. To many non-sales leaders, removing price as an obstacle is a way to win more new business faster. The danger in this line of thinking is the big client you want bad enough to compromise on your overall strategy is the first step on the slippery slope of competing on price. Once you say yes, you have established a precedent for all big deals that follow, and in doing so, you have allowed others to change the company’s strategy.Permitting a Lack of Direction: Leaders and managers want to hire people they trust and let them figure out what they need to do and how they should do it. Many fear being known as a micromanager, preferring a laissez-faire approach to leading and managing. As many people complain about not getting the direction they need as complain about micromanagement. You can not allow people to drift, without goals, and without strong guidance as to how they are supposed to reach those goals.Threats to the Culture: In every sales organization, there is a spiritual leader, the person who tells others what is good and right and true. When the person the sales team looks to for guidance in understanding their world is negative and cynical, you have a threat to your culture. Negative people influence others to become negative by suggesting that the challenges they have don’t lie within themselves, that it is external. They point to the company, the strategy, the leadership team, the product team, their clients, or their competition as the reason for their poor performance. Allowing these threats to continue without confronting them and removing the source assures your culture suffers.No Accountability: It’s challenging to maintain a cadence. It is hard to hold the regular meetings necessary to ensure accountability for results, week after week, month after month, and quarter after quarter. However, a little thing like skipping pipeline meetings that ensure you have enough new opportunities coming in leads to too few new opportunities. Allowing salespeople to go weeks or months without prospecting all but ensures they will have trouble in the future. The sales manager will share responsibility for an unfortunate result, but so will you, the sales leader who allowed a lack of accountability.Annual Changing of Their Approach: I have spoken at sales kickoff meetings for the same companies for three years in a row. In each of the three years, the sales force was provided with a new approach designed to accelerate their results. Never mind that they never did the work on the first change in strategy. Instead, they whipsawed the sales force, promising them this new approach is what is most important, only to change their mind less than twelve months later.Retaining Those Who Have Already Left: Some people have already left your company, they are just still showing up at their job. Their heart is no longer in their work, and they are biding their time, waiting for something better to come along. With their heart gone, their mind follows. They no longer do the work, and instead, they coast, hoping you don’t discover them. Selling requires too much of an individual to allow a person to go through the motions. You cannot allow someone who is not—or will not—do the work necessary to occupy a spot on your roster.Preferring Technology to Competency: There is an epidemic in sales organizations now. The illness is believing (or wishing or hoping) that technological solutions will produce faster growth. It’s easier to invest in technology than it is to build a force of value-creating, consultative, trusted advisors whom your clients will look at as peers. While you need to provide the sales force with the tools necessary to succeed, you cannot allow tools to be a substitute for teaching, training, coaching, and developing the sales force.Leading is never easy. There are always competing interests, and it is challenging to build and maintain a high-performing sales organization under the best of circumstances. As a leader, you are responsible for eliminating and replacing ineffective practices with better, healthier ones. Start with these.
Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles02:25PH women’s volleyball team motivated to deliver in front of hometown crowd01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City Read Next NEXT BLOCK ASIA 2.0 introduces GURUS AWARDS to recognize and reward industry influencers “I’m very proud of my team. I’m just proud that we keep fighting. The most important thing is we don’t quit. It’s all that matters. If you don’t quit, you always have a chance. And that’s what I like about this team,” he said. But that doesn’t mean the Fil-Am guard is ready to accept how opponents look down at them as he uses those criticisms as fuel to help the Coffee Lovers compete in the 2018 PBA D-League Aspirants’ Cup.“We use that as an advantage. We don’t mind coming in as underdogs because that just means that when we’re ultra-aggressive, we have a chance to catch you off-guard. We play the game how we need to play. Coach gives us our gameplan and we go out there and execute,” he said.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutoutThrough the past three games, Jackson has established himself as the go-to-guy for Gamboa-St. Clare, averaging 19.7 points, 3.3 rebounds, and 1.7 assists.He continued that tear on Thursday, firing 29 points for the Coffee Lovers’ 92-85 defeat to Akari-Adamson. Bulanadi uncorks 26 as Che’Lu-San Sebastian snaps skid 2 ‘newbie’ drug pushers fall in Lucena sting LATEST STORIES John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding AFP official booed out of forum PBA IMAGESTrevis Jackson knows the reality of playing for an unheralded team like Gamboa Coffee Mix-St. Clare.“We understand at times that we’re underdogs,” he said.ADVERTISEMENT Globe Business launches leading cloud-enabled and hardware-agnostic conferencing platform in PH Slow and steady hope for near-extinct Bangladesh tortoises View comments Typhoon Kammuri accelerates, gains strength en route to PH Though his efforts failed to keep his side’s two-game winning streak alive, it was enough to pique the interest of Falcons coach Franz Pumaren.“I don’t think we faced St. Clare. Our opponent was Jackson,” the bench tactician said. “The way he played, he played like a veteran. I think he’s PBA-ready. He’s matured enough compared to our players.”The 22-year-old Jackson, meanwhile, is just humbled by the praise from a coach in the caliber of Pumaren. “That’s probably one of the biggest compliments I’ve gotten since being here.”“My whole dream and what gets me to wake up every morning is because I came here with aspirations of playing in the PBA,” said the Sacramento State alumnus. “Now, I just need to show them that I might not played a lot back home but I can play. I just need to prove that, and that’s why I’m taking these games as an opportunity to do it.”Though Jackson has his sights set on entering the 2018 PBA Draft, he knows that he has to keep his focus on the task at hand which is to help Gamboa-St. Clare compete and gain the respect of its opponents.ADVERTISEMENT MOST READ Don’t miss out on the latest news and information. Brace for potentially devastating typhoon approaching PH – NDRRMC
“No excuses about injuries or weight, he was beaten by the better man.”Spence Jr — who is unbeaten in 22 bouts with 19 inside the distance — praised Brook and looked ahead to fulfilling his own ambition.“The goal is to unify and become undisputed welterweight champion of the world,” said the 27-year-old American.Sports Related Videospowered by AdSparcRead Next BSP survey: PH banks see bright horizon amid dark global recession clouds “The fight between me and Kell Brook is a pay-per-view fight. I really believe that fight next summer would make sense.“I’m sure he’s going to go into another fight that is going to be a nice, tune-up fight. Maybe next summer we could be back.”Brook’s promoter Eddie Hearn said his 31-year-old pugilist could have suffered a broken left eye socket.If it is the case it is the same injury Brook — who had hoped to fulfil a prophecy by his uncle years ago he would successfully defend his title at the ground of the club he supports — suffered but to his right eye in his previous bout against Kazakh middleweight superstar Gennady Golovkin.“I think it’s the same injury as the Golovkin fight but the other eye, which is unbelievable, but it was caused by Errol,” said Hearn.ADVERTISEMENT Cayetano dares Lacson, Drilon to take lie-detector test: Wala akong kinita sa SEA Games Pagasa: Storm intensifies as it nears PAR Don’t miss out on the latest news and information. LATEST STORIES Spence Jr — who has not looked back since losing in the 2012 Olympic quarter-finals — has been called the ‘real deal’ by American boxing legend Sugar Ray Leonard and forced the referee to stop the fight in the 11th round after an absorbing no-holds barred contest.Khan, who held the WBA belt from 2009-12 and the IBF version in 2011, said he would like to fight Brook at welterweight provided the latter’s left eye injury was not so severe he would have to hang up his gloves. FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSMalditas save PH from shutoutSPORTSPrivate companies step in to help SEA Games hosting“I’d like to fight him at 147,” 30-year-old Khan told Sky Sports.“It depends on Kell’s eye, and also the dates — there are a lot of pay-per-view fights on. LAS VEGAS, NEVADA – MAY 07: Amir Khan warms up in the ring during the WBC middleweight title fight at T-Mobile Arena on May 7, 2016 in Las Vegas, Nevada. David Becker/Getty Images/AFPBritain’s former light-welterweight world boxing champion Amir Khan wants to end years of failed negotiations and finally take on compatriot Kell Brook he told Sky Sports.The 2004 Olympic lightweight silver medalist announced this in the wake of Brook losing his IBF welterweight title to the impressive unbeaten American Errol Spence Junior at Sheffield United’s Bramall Lane ground late Saturday.ADVERTISEMENT Every 18 seconds someone is diagnosed with HIV Palace: Duterte to hear out security execs on alleged China control of NGCP Ginebra claims share of top spot, slips past Meralco Panelo suggests discounted SEA Games tickets for students PLAY LIST 01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes MOST READ BREAKING: Cop killed, 11 hurt in Misamis Oriental grenade blast Lacson: SEA Games fund put in foundation like ‘Napoles case’ BREAKING: Cop killed, 11 hurt in Misamis Oriental grenade blast View comments