I wrote this blog article based upon a recent introduction to an organization. I was introduced as my contact shared they needed to increase sales as they were down 15 %. What a Waste of Time but it is the motivation for this article. When are leaders going to realize MANAGERS ARE THE ONLY PEOPLE WHO DO THE END OF THE YEAR REVIEW? So why are they evasive when it comes to developing their sales people? I can tell you it’s either ego, BS excuse of no time, they have no idea how to do it, and / or its beneath them. Who cares what the reason is managers are responsible for their sales people so why do they assume they get better magically (that’s my first dose of sarcasm but wait more is coming).

Please listen to this audio as it depicts the rest of this article and then tread the rest: http://salebuilder.audioacrobat.com/download/56f80a0c-d291-2bb2-fd04-2760d9bc7a14.mp3

Here are the specific responses I received from this prospect. I am so sick and tired of hearing:

1. My guys won't buy into sales coaching (okay quit and put them in charge, seriously?)

2. My managers are too busy to coach (doing what? Sales are down and the only people who can raise them are their sales people so what is the manager doing?)

3. Our team is really experienced (Why are sales down 15 %?)

4. We are just in a downturn and once the economy turns around things should be fine (REALLY? What you just told me is they ONLY sell well in good economies - nice sales team, sorry for the sarcasm).

5. My managers are busy with other things. Again, really? When the end of the month or quarter comes he or she will do one thing. Tell upper level management why they have the wrong sales people (Ah, the protection of one's self), thus eliminating themselves from responsibility & accountability. Here’s a thought – why not be a united front with your sales team! God I’m brilliant (sorry, more sarcasm but this time with an Irish twist)

At the end of the day I stopped the meeting and politely left - seriously I left politely. I am not suggesting coaching is the ONLY answer but at the end of the day sales people do not become better because we demand it and his team was lacking skill sets & motivation as they were convinced it was the economy (wonder where they got that from?). I asked the prospect  "Okay, if not coaching what are you going to do"? (see I transferred the issue back to him where it truly belongs). The prospect literally said I don't know and when I asked him why he wanted to meet he stated “Well I heard so many good things about you from "my client who referred me". Moral of the story he was drowning and did not like the life preserver I threw, thus he chose to keep drowning because he had no solution and many reasons why his sales management team were good at drowning.

I apologize but its tiring as sales coaching still gets that warm and cuddly perception when in fact sales coaching is a viable tool to challenge when sales are down, reward & grow when sales are up, combine internal staff to help develop one another, and SO MUCH MORE!  Leaders need to open their eyes and know one thing:

ONLY ONE PERSON HAS ACCESS AND THE CAPACITY TO

 DRIVE SALES PEOPLE!

THE MANAGER

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My $500 Challenge to You:

http://salescoaching90.eventbrite.com/#