No to #1. No. Just no. There are other ways to get them on track with reports. One is to change the dynamic of how their day goes so that they aren’t exhausted and at home until their report is done. Another is to simplify it. Another is to make it easy and streamlined with the process (so that it is done along the way of prospecting, presenting, closing, and following up), another is with incentives. Make it a competitive thing. Another is to have them (if they are that important) pay for their own assistant to do their reports.
Most common challenges for Managers 1) Non Compliance with Reports : Team is hustling to build relationships,Sell and get more revenue,Pay Bills, family challenges. Actual truth: Company cares about Revenue,Growth and hitting their sales targets and Getting money into bank amount.Dont worry about reports from sales team 2) Lack of motivation: Spend all your time with " Top producers " 10% of top Producers delivering the results, Make their life easy Figure out Reason for lack of motivation: 3) Bad Sales Technique: Peer to peer Learning They can steal good ideas from others 4) Feeling low or depressed; Treat them like a winner even if they are not performing well. 5) Highly successful sales person Ego 4) 5)
I don’t want the reps to have to do any reports to management. No call reports. No activity reports. Hold your reps accountable for results. Of course the reps need to know where they stand. Management reports are fine.
Awesome tips, thanks. There is also the challenge of meeting targets and this is what kills confidence in salespeople. Next to that is the challenge of having a team that doesn't believe in the product they sell.
So many people take this advice on step 2. You can’t ignore your bottom guys and only pay attention to top guys. Work with your bottom/mid tier guys and make them your top guys
I would have to agree. Its much easier to get the bottom/mid people to improve than improve the top dogs. They are usually self-driven and I personally let them do as they please, as long as the results comes in. If I hire somebody and they don´t succeed, I take personal accountability. I´ll go with them immediately to see what is happening. (obviously they aren´t doing something correctly) I´ll even go and show them how the sales are done, from the initial contact to the paycheck. Of course, I demand patience and correct attitude, or I won´t waste any time. = I´m not there to report, my job is to build more top dogs or are at the very least, try to get people to fulfill their potential. I have seen countless of times when a salesperson struggles for first 6 months, and BOOM, suddenly they improve a lot. When I ask them "What happened?", they usually cannot answer. Its all about the total sum of small little things. Best salesmen aren´t magicians, they just do most little things a tad better. The net result is one deal more from hear, one more from there.
Holy ShitBalls Dave..! Way to "Kick" my lightbulb moment on when and if I start dealing with a sales team... I am struggling with hiring my first business sales team atm. My concerne is my hired salesmen eventually going into my trade ((..ultimately becoming my competitor..)) when they see what kind of money I bid the jobs.. I have a very lucrative physically easy high profit gig. ((..I do ground level commercial and residential concrete beautification.. Right now I'm the mouth piece of the show and I have hired 3 or 4 guys being the mussel (..They do the work..). I NEED to hire a sales team to ultimately expand, but then again, I don't want to hire 7 or 8 salesmen "and train" my possible and potential future competitors.. Advise..???
You're looking at expansion all wrong. You will always have competition and you're limiting your ability to grow. There is always competition. Treat your sales team well and they will treat you well.
For more advice on how to help your sales team, call Dave Lorenzo: 888.444.5150
No to #1. No. Just no. There are other ways to get them on track with reports. One is to change the dynamic of how their day goes so that they aren’t exhausted and at home until their report is done. Another is to simplify it. Another is to make it easy and streamlined with the process (so that it is done along the way of prospecting, presenting, closing, and following up), another is with incentives. Make it a competitive thing. Another is to have them (if they are that important) pay for their own assistant to do their reports.
Thanks for your thoughts
Most common challenges for Managers
1) Non Compliance with Reports :
Team is hustling to build relationships,Sell and get more revenue,Pay Bills, family challenges.
Actual truth: Company cares about Revenue,Growth and hitting their sales targets and Getting money into bank amount.Dont worry about reports from sales team
2) Lack of motivation:
Spend all your time with
" Top producers "
10% of top Producers delivering the results,
Make their life easy
Figure out Reason for lack of motivation:
3) Bad Sales Technique:
Peer to peer Learning
They can steal good ideas from others
4) Feeling low or depressed;
Treat them like a winner even if they are not performing well.
5) Highly successful sales person Ego
4)
5)
Yo! This is pointless.
Thousands of others don't think so.
@@DaveLorenzo “thousands” is a bit of an exaggeration. With 2.7 billion viewers on the platform, the ratio agrees with me.
What's not measured cannot be guaranteed. Dont believe in no reports if the rep doesn't know his figures they are just walking. 🙄
I don’t want the reps to have to do any reports to management. No call reports. No activity reports. Hold your reps accountable for results.
Of course the reps need to know where they stand. Management reports are fine.
Reps?
@@sangeetaverma1254 Sales REPresantative
first minute of complete nonsense
Awesome tip
Awesome tips, thanks.
There is also the challenge of meeting targets and this is what kills confidence in salespeople. Next to that is the challenge of having a team that doesn't believe in the product they sell.
I think its all about lack of motivation. Thank you for the great tips.
Absolutely! Thank you for watching!
So many people take this advice on step 2. You can’t ignore your bottom guys and only pay attention to top guys. Work with your bottom/mid tier guys and make them your top guys
Thanks for sharing your opinion
I would have to agree. Its much easier to get the bottom/mid people to improve than improve the top dogs. They are usually self-driven and I personally let them do as they please, as long as the results comes in.
If I hire somebody and they don´t succeed, I take personal accountability. I´ll go with them immediately to see what is happening. (obviously they aren´t doing something correctly) I´ll even go and show them how the sales are done, from the initial contact to the paycheck.
Of course, I demand patience and correct attitude, or I won´t waste any time.
= I´m not there to report, my job is to build more top dogs or are at the very least, try to get people to fulfill their potential. I have seen countless of times when a salesperson struggles for first 6 months, and BOOM, suddenly they improve a lot. When I ask them "What happened?", they usually cannot answer. Its all about the total sum of small little things. Best salesmen aren´t magicians, they just do most little things a tad better. The net result is one deal more from hear, one more from there.
Some people cannot be saved
I agree with what your saying. My top performer is hungry though. Something that can't be taught
This content is going right in my assignment thank you dave god bless you !
Thanks for watching! What school do you attend?
Loved the advice about how to coach the big ego sales person!
Glad it was helpful!
Report is very important dude
Thanks for watching, Dude
Thank you, Dave. This is great information. I'm on the same page as you.
Thanks for advice
Always welcome. Thanks for watching
Idk about that first point. Leadership will fire you as a manager
Nope
Great tangible advice!
Thanks!
Very well said .I want to recommend this video to our respected National Sales Head..
Thanks
Crisp and to the point 👍
Thanks for watching
Thank you for making this video fun and the unscripted feel of it!
Thanks for watching
Didn’t agree with the 1st thing at all
Thanks for watching. Maybe share some videos with your methods
I’d like pricing on the distance learning .
Please email me. dlorenzo at dlorenzo.com
Great tips Dave.
Thanks 👍
So great tips
Glad it was helpful!
That first one sounds like a great way to get fired/demoted
Thanks for watching
Holy ShitBalls Dave..! Way to "Kick" my lightbulb moment on when and if I start dealing with a sales team...
I am struggling with hiring my first business sales team atm. My concerne is my hired salesmen eventually going into my trade ((..ultimately becoming my competitor..)) when they see what kind of money I bid the jobs.. I have a very lucrative physically easy high profit gig. ((..I do ground level commercial and residential concrete beautification.. Right now I'm the mouth piece of the show and I have hired 3 or 4 guys being the mussel (..They do the work..). I NEED to hire a sales team to ultimately expand, but then again, I don't want to hire 7 or 8 salesmen "and train" my possible and potential future competitors.. Advise..???
Check out some of the other videos on sales management, when you have time
You're looking at expansion all wrong. You will always have competition and you're limiting your ability to grow. There is always competition. Treat your sales team well and they will treat you well.
@@amystark3458 I treat everyone very generously and well... I still kinda don't get it.
Let them grow. Just focus on your business don't mind them.