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Answer Upon - The Cry Baby Sales Person ----- What Should We Do?
Find the right figure to make the highest profits. 1. Don’t shy away from charging a fair price for your offerings—you deserve to be rewarded for your time, talent, risk and investment. 2. Keep your price within the range of what customers are willing to pay. 3. Remember that prices fo
The answer to that question will determine whether you must coach, mentor or manage this individual.
Mentor
• If
Employee performance issues are unavoidable. The key to both addressing them and reducing their reoccurrence is to provide honest and timely feedback.This is certainly not a new concept. Unfortunately it is not commonly practiced. There is a simple reason for this, and it’s not because we don’t have the
Joe, VP of Sales, Building Products Industry
Dear Joe;
Wow! If I used this term with my wife she’d probably take my head off but you have what is typically known as a high maintenance “Cry Baby Salesperson”
This condition is known as “High Affliative Needs”. It can be a sales person’s downfall. We all have affiliative needs but for a sales person, if they become excessive, they can undermine any real talent they have. This type of person is generally a very likable person and can strike up a conversation about anything, anywhere. That is why they seem to achieve relative success in field sales. But remember, if this person is wasting your time due to this condition, chances are, some or most of his customers feel the same way. You need to find out.
The question you need to ask yourself: “Is this sales person maximizing the full potential of his territory in market share, profitability and share of spend at existing accounts?
The answer to that question will determine whether you must coach, mentor or manage this individual.
Mentor
• If h
Here are our guidelines for business promotion:Website/Creative a webpage--Online or offline businesses should create a webpage. If your is a startup business, you should consider the many sources for free webpages. Just plug in "free webpages" using your favorite search engine. There are also affili
Joe, VP of Sales, Building Products Industry
Dear Joe;
Wow! If I used this term with my wife she’d probably take my head off but you have what is typically known as a high maintenance “Cry Baby Salesperson”
This condition is known as “High Affliative Needs”. It can be a sales person’s downfall. We all have affiliative needs but for a sales person, if they become excessive, they can undermine any real talent they have. This type of person is generally a very likable person and can strike up a conversation about anything, anywhere. That is why they seem to achieve relative success in field sales. But remember, if this person is wasting your time due to this condition, chances are, some or most of his customers feel the same way. You need to find out.
The question you need to ask yourself: “Is this sales person maximizing the full potential of his territory in market share, profitability and share of spend at existing accounts?
The answer to that question will determine whether you must coach, mentor or manage this individual.
Mentor
• If
One potential marketing strategy for franchisors is to set up two-year agreements with star franchisees to assist in the expansion of regional areas without selling those areas a master franchises. In doing so the franchisor can have more control over the marketing of new franchises and say over which territor
The question you need to ask yourself: “Is this sales person maximizing the full potential of his territory in market share, profitability and share of spend at existing accounts?
The answer to that question will determine whether you must coach, mentor or manage this individual.
Mentor
• If
The question I receive more often than any other is: “What is the mistake you most frequently observe inventors or entrepreneurs making?” The answer is an easy one. Most unsuccessful entrepreneurs try to get to market by taking shortcuts.We live in a commercial maelstrom. The marketplace is constantly c
The question you need to ask yourself: “Is this sales person maximizing the full potential of his territory in market share, profitability and share of spend at existing accounts?
The answer to that question will determine whether you must coach, mentor or manage this individual.
Mentor
• If
Recently, I discussed a loyalty card system with a vendor who was selling quite a number of his systems to restaurants. I was shocked to discover the lack of detailed information that this vendor catered for, and the opportunities the system he provided squandered.The way their scheme works is that when
The answer to that question will determine whether you must coach, mentor or manage this individual.
Mentor
• If he is attaining peak territory performance. Become a confidant and be totally honest with him. When his points are valid – acknowledge that. When he is just whining --- let him know. Be constructive and supportive. Encourage him. Give him examples and help him come to the same conclusions about each situation as you do.
Coach
• Since you stated he put up decent numbers, it sounds like he is worth your investment of time. Start with the numbers. What should peak performance in his territory be? Set some stretch goals. Work with him utilizing your sales expertise in targeting, goal setting and action planning to achieve these stretch goals. During the process, his high maintenance, affiliative needs should be apparent. Demonstrate how they can interfere with the achievement of his goals.
Manage
Some managing is certainly mixed in with the coaching process but if coaching doesn’t do the trick and he is actually performing below territory expectations it may be time to get tough. Stick with objective facts. Stick with the numbers. Clearly define expectations and st
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