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Sales is a Science, not Kissing Ass!.

 

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As a Sales Manager, you have the responsibility of delivering on Numbers that have been agreed with Management ( Many times you agree blindly, believeing you can achieve anything you set your mind upon.)

Science[nb 1] is a systematic enterprise that builds and organizes knowledge in the form of testable explanations and predictions about theuniverse.[nb 2][2]:58 [3] ( Wikipedia)

Unfortunately if Sales is regarded as a Science, we would achieve targets  consistently.

Sales is not a fluke, you need to have a  How, What, Where, When , Why, of   want you want to achieve.

ARSENAL VS LIVERPOOL  FC


We can liken  salesteam to a football team, each  player has unique Skills , weakness, opportunities, threats and Strength.

  1. Determine your Resources: Your budget size  is important.  Cut your coat according to the material you have. Overworking your Sales Team, squeezing them to produce on a budget that does not exist is wrong. Scarifice is required from the team only when the team has the reason to sacrifice for the good of everyone and not just the mean Sales Manager.

  2. Understand your Stakeholders: A Team on the Football pitch comprises of  10 players  and a goalkeeper. 3 substituions are allowed during the match. Behind this team, we have not thought of the process of making this team complete. Identify and understand what the stakeholders require.   http://www.rafabenitez.com/web/in/blog/football-clubs-structure-rafa-benitezs-view/57/

  3.  Understand Who plays each wing:  Carefully Select who plays in various wings. A defender is different from a Striker. Understand your player emotions and motivate them to win the game. In our terms KPI and Leading indicators. do not expect magic from your team.

  4. Review Achievement : Share Information with your team, tell them as it is. Data is required to sell new projects to your team.


Quality of Sales Managers are diminishing.

Generational gap has made Sales as a career fustrating. I have been on either end of the table.

  1.  Bullying the team does not achieve  the goal.

  2. Knowledge is gathered, you have to consistenly improve on yourself.

  3. Learn how to manage failure, Failures only keeps the team busy.

  4. Learn how to celebrate Success.

  5. Loyalty is earned.


Life is worth living Happy.

Even as a Salesman.
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