Sales Management Woes - Depression over Impression

Posted by Dave Kurlan on Wed, Apr 26, 2006 @ 22:04 PM

You want all of your salespeople to make a good first impression but even more, you want them to make a lasting impression. It's difficult, if not impossible to recover from a bad first impression but what happens when your salespeople are making a less than impressive lasting impression?

There's nothing more depressing than getting feedback on one of your own and hearing that he /she made not a great impression, not a good impression, but was unimpressive. Depression over an impression.

How does this happen? Failure to meet expectations? Sitting like a bump on a log? Failure to reach out and grab the prospect's attention? Too much talking? Boring too? Lack of good, tough, timely questions? Not breaking new ground? Not likeable? Offensive? Doesn't present him/herself well? Ineffective opening remarks? Vague positioning statement?

Your first step is to determine whether you want this salesperson to represent you any longer. If you do, identify which of these possible issues are the problems. Then, you must present the issue to the salesperson, get acknowledgement of the problem and commitment to change. Finally, it's coaching, coaching, coaching until the problem has been rectified.

(c) Copyright 2006 Objective Management Group, Inc.

Topics: Management, Lessons

Subscribe via Email

View All 2,000 Articles published by Dave

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

Email Dave

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


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

Hall of Fame

 Hall of Fame


Top Blog Post

Expert Insights

Top 50 most innovative sales bloggers


Top Blog

Hubspot Top 25 Blogs


2021 Top20 Web Large_assessment_eval