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Top 14 Truths About Managing Salespeople & Increasing Sales

Posted by Tony Cole on Tue, Sep 27, 2016

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If you’ve followed my blog for any period of time, you know that there are several phrases that I use when discussing sales outcomes, sales management, recruitment and talent development:

  • Your organization is perfectly designed for the results you get today.
  • When you evaluate talent that is not performing as expected, you must ask yourself: “Did I hire them this way or did I make them this way?”
  • Hire people you cannot afford.
  • Hire great people when you find them, not when you need them.
  • Catch them early (refers to performance management).
  • You pay peanuts, you get monkeys.
  • When all else fails, hard work works.
  • They (your underperforming salespeople) either are lying about their activity or they suck at what they do.
  • You should begin the exiting process of an underperformer the moment you have the first thought.
  • All prospects lie all the time.
  • Don’t look, act or sound like a salesperson.
  • When goals are clear, decision making is easy.
  • Events happen to us all, destiny is what happens next.
  • They’ll only do it once.

That's about it.

Do you have favorite business phrases? Share your feedback and comments below!

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Topics: sales management, managing salespeople

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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