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.
