Salespeople are Not Entrepreneurs

This is one of the single most important things entrepreneurs need to understand when they hire salespeople to grow and scale their business. During a first meeting with an entrepreneur, I often ask what is the profile of the ideal salesperson for their business, and I usually hear the following:

Knows my industry and understand my business
Has contacts with prospects for my business
Very autonomous, no need to be managed or motivated
Ready to take risk and accept a large portion of commissions – if they are good they should not hesitate… because my product is great

What was just described is the profile […]

Don’t Let Your Salespeople Use Previously Learned Bad Sales Tactics That are Ineffective

I was recently role playing with a fairly young salesperson.  He had previously been a salesperson at a large organization that engaged outside sales trainers.  He used my first name six times in about a three minute conversation.  So I asked him about it.  He had learned this skill in his previous job, and was told that he had to use the prospects name at least 3 times in a voicemail message.  I know this is a common tactic taught by sales trainers, and I am sure that there is some basis in psychology in that we like to hear […]

Don’t Let Your Salespeople Use Previously Learned Bad Sales Tactics That are Ineffective

I was recently role playing with a fairly young salesperson.  He had previously been a salesperson at a large organization that engaged outside sales trainers.  He used my first name six times in about a three minute conversation.  So I asked him about it.  He had learned this skill in his previous job, and was told that he had to use the prospects name at least 3 times in a voicemail message.  I know this is a common tactic taught by sales trainers, and I am sure that there is some basis in psychology in that we like to hear […]

9 Things that Motivate Employees More than Money

I recently read this article on Inc.com.  The title caught my eye, so I read it.  While some of the concepts would typically be considered good ideas, like #7 Give recognition and small rewards, the article totally misses the point of motivation.   I write about it here, because it is especially crucial for sales teams.   Let us look at the word motivate.  From the Merriam Webster dictionary, motivate is defined as :  to provide with a motive : impel.  While the idea that recognition and small rewards might stimulate some, it will not motivate everyone.  Money motivates some, but does not others.  Some […]