First Impressions

Posted by Dave Kurlan on Sat, Jun 03, 2006 @ 08:06 AM

I was being introduced to a crowd recently where the speaker wrote his own introduction of me rather than reading the bio I supplied him with. He chose one word, just one word, that inappropriately tied both of us to a brand we had nothing to do with. In doing so, rather than effectively differentiating himself from the crowded market he was in, taking advantage of my appearance in his city and leveraging the venue he had chosen, he commoditized himself.

Then he chose, a single, unspectacular work experience from my career, from 33 years ago, and spoke of it as if it was the defining moment in my sales development career. It could have been embarrassing but I know that once I get up to speak, the crowd will forget anything the and everything the host chose to say about me.

But it got me thinking. We prepare our salespeople to say certain things, talk about certain topics, and present certain products and services in certain ways. But do they? You've been on the road with them but what do they say when you aren't with them? How do they flavor things when they're on their own? If one word can forever reposition a company, how many times do they choose a word that would make you cringe? And if one experience can change someone's opinion of your company, product or service, target market, quality, integrity or mission, how many topics do they choose that would make you wring their necks?

Management must do a better job reviewing what is said by their salespeople to ensure consistency, impact, the integrity of the value proposition and revenue.

(c) Copyright 2006 Objective Management Group, Inc.

Topics: coaching, Management, Lessons, Performance

Subscribe via Email

View All 1,850 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards  

Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

2020-07-20_14-45-52


 

2020-Bronze-BlogIndi

Top 50 most innovative sales bloggers

Top100SalesInfluencersOnTwitter

Hubspot Top 25 Blogs

 

2020_Top20_Web_Large_assessment_eval

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader