Todays video blog discusses some of the things which prevent sales leaders from having maximum impact on their sales force. In the Pogo cartoon script, the phrase "We Have Met the Enemy, and He is Us" teases the problem.

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When sales managers know their salespeople quite well, that can be a really good thing. However, there is a difference between knowing them and knowing what makes them tick. Understanding what motivates them, how they process information, when to nurture and when to push are indispensable for coaching them to the next level. What happens when sales managers don't know their salespeople as well as they should? As they said in last night's GOP debate, the current occupant of the White House just doesn't know what he doesn't know. When sales leaders don't know what they don't know, there can be tremendous risk.

Insight from people and organizations who are not directly invested in the existing people, systems and processes can help you develop a new perspective if you are open-minded enough.

This short video discusses why sales leaders may reject information that does not represent their opinion or frame of reference and cause them to miss an opportunity for greater understanding, change and improved performance. 

Building a world-class sales force requires that we continually update our perception of what we believe we know. Evaluating your sales force using a new lens will challenge your assumptions and identify the things that you didn't know that you didn't know.