Sales Leadership’s Failing and Obligation to Selling 2.0

Posted by Chris Mott on Fri, Aug 20, 2010 @ 08:08 AM

Every Wednesday from noon to one Frank Belzar and me co-host  Sales Talk Live on Global Talk Radio.

This week our guest was John Cass of Pace Communications. John a former head of the Boston Chapter of the American Marketing Association is an expert in Social Media and digital communications. We had a wide ranging discussion about social media’s application to the sales industry.

A very common finding when evaluating a sales force is “inappropriate follow-up” meaning the endless chasing of prospects and other influence centers based on the assumption that if you keep contacting them something good will eventually happen.

Sales Leadership shares a lot of responsibility for this problem, in that they repeatedly asking for status updates giving little thought to the strategy for accomplishing this.

Social media can change the dynamic of the chase. Whether it’s “Thought Leadership”, leveraging “two degrees of separation”, finding ways to be more relevant in your communications or simply being present without being a pest you must teach and hold your sales force accountable for leveraging the power this new and permanent communications media. My question to you is what are you doing to turn unproductive follow up into high value communication?

Topics: targeting prospects, sales management functions, sales management functions, Sales 2.0

Sales Progress - Sales Momentum - Sales Improvement

Posted by Chris Mott on Wed, Apr 14, 2010 @ 09:04 AM

I was at the gym Monday "starting over again" after a week away. As always I saw a woman I know working with her personal trainer. Twice a week she's there huffing and puffing. Several months ago I asked what motivated her. She answered "I'm going to be fifty and I want to be healthy."  

How many of you fit that description?

In between sets of overhead presses and squats I congratulated her on her commitment and progress. Without hesitation Joe the trainer said; don't lose sight of the objective, progress, momentum and improvement. He couldn't have said anything more appropriate or profound.

Whether you're the sales manager or someone else is, do not forget Joe's words. It's all about sales progress, sales momentum and sales improvement. Which of your salespeople or perhaps yourself needs to hear these words today, tomorrow and the next day?

While you're thinking about Joe and his sage advice watch this video if you haven't seen it already Beating the Little Hater.

Topics: sales management functions, Changing_Behavior, effective sales coaching, Sales Accountability

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