Stop Managing, Start Leading!
Geri Sutton & Jeffery Gitomer (center)
Last Thursday I had the opportunity to attend a Jeffrey Gitomer Sales Seminar at the Marriott in Downtown Hartford. It was designed for Sales Managers, Business Development Managers and Sales Leaders. The second day was directed towards sales people.
Having been a sales manager and a sales person for over twenty years I thought I was pretty savvy about how to generate new business, build strong relationships with clients and training others. Turns out I am a decent salesperson, but not a leader.
Gitomer’s strategies are simple “To be a great leader of people, make them follow you, not the rules”. No one wants to be managed, but everyone wants to be lead.
At ActionCOACH Business Coaching we have conducting a host of seminars entitled “ARE YOU SELLING ON VALUE vs. PRICE.” Why? Because in today’s economy we think that every employee needs to be selling, whether it is in their job description or not.
So what does that mean?
It means that business owners must embrace change and budget some money towards sales training. And it starts with them. Managers and owners who don’t sell every day lose touch with reality. How can you lead a sales force or your team, if you don’t know what your customers currents needs are?
So in 2010 leading by example is more important then ever. Gitomer says “don’t tell someone how to do something, show someone how to do something, and provide the support and training to get it done”.
ActionCOACH offers sales training as well as over 80 proven strategies to help convert sales. The number one strategy is to have a flowchart outlining your sales process and teach it to your employees. I am constantly amazed how many businesses do not have a written sales process. They expect employees to learn by osmosis and are more focused on creating sales performance charts that sales training.
Do not offer salespeople accountability, show them opportunities.
We believe people want to be coached, not managed. If you are frustrated about your sales conversion rate and want to convert more prospects into customers, please register for our next sales training seminar. It is Tuesday June 22nd at Citibank 880 Post Rd East in Westport. There is no charge, the only requirement is that you come with a solution oriented attitude, an ACTION oriented attitude.
Put me in, Coach! I’m ready to play …. today! Look at me, I can be centerfield.
Baseball season is here -America’s National past time. Opening day at Yankee Stadium was tough to watch Matsui wearing red instead of pinstripes. He and Coach Joe Torre are sadly missed by this fan. When I was growing up in the 70’s, a coach was the guy who made you do extra laps if you were late for practice.
JOHN FOGERTY & KEITH URBAN – CENTERFIELD
Today the word coach can mean a lot of things.
You have:
Executive Coach
Business Coach
Life Coach
Organizational Coach
Wellness Coach
Spiritual Coach
Career Coach
Relationship Coach
I even met a Garden Coach at a recent networking event.
Truth is there is no regulation in the coaching industry so you can pretty much hang a shingle and call yourself a Coach without any requirements. All Action Coaches are certified and trained through the International Business Coaching Institute. This is only one reason to work with us.
The real reason to hire Jim Malski and Josh Slavitt is that they have owned small business themselves. They understand what it means to make payroll. They are corporate refugees who chose to be entrepreneurs. They bought a franchise after years of working as executives.
Jim is a former CPA with PriceWaterhouseCoopers. Josh did 25 years at Philip Morris USA. They are good at what they do because of their experience but more important, they have a passion for helping business owners be more profitable. Besides being a business mentor who will help you make more money, they will also work with you create a happy lifestyle. One that is balanced and will give you time so you can concentrate on what’s really important. Like taking your son to a baseball game.
Oh by the way the big Kahuna of Business Coaches, ActionCOACH International’s Brad Sugars, the person who started the business in 1993, is on national tour starting this week. His 2010 North America Business is Booming Tour will be in Bridgeport, CT on June15th. Please check our website www.actioncoachnow.com for ticket details.
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