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NEVER STOP LEARNING Firing Up The Front Line.(LEADERS & SUCCESS)(IBD'S 10 SECRETS TO SUCCESS)
Byline: Adelia Cellini Linecker
4 No one sets out to sabotage their sales team. But often inexperience and long-held conventional wisdom do the damage unintentionally.
Derek Johnson, an Irvine, Calif.-based marketing consultant, says the main problem is that upper-level managers who've been away from day-to-day sales have lost touch with reality.
"Chances are unless you're a selling sales manager or VP of sales, it's been a long time since you've carried the bag," Johnson said. "This means that you (might) be out of touch with what your sales team has been dealing with these last two years."
He offers the following tips to reconnect with your sales team and help them improve sales.
** Get back on the front lines. Step out of the comfort of your office every now and then and walk the walk with a member of your sales team. See for yourself if your visions of grandeur are met with rolling eyeballs, Johnson says.
** Set realistic expectations. How did you decide each salesperson's quota? The correct way to determine sales goals is by basing it on geographic and psychographic studies.
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