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Knock! Knock!

Sales Managers, your new business year is under way now. I hope you  are fully aware of what the team is doing?

It’s easy to get lulled into believing that all is well – you are humming a happy tune because the team appears busy, and a lot of activity is going on at the office; you get the feeling that everything is going according to plan and … Presto! Before you know it the first quarter has ended with a “Variance!” You have fallen way short of the budgeted target!

How does it happen?

Yes, the team is bustling about! Yes, they are making a lot of visits! Yes, they are submitting a lot of proposals!

When you ask for business they all respond with a lot of positivity:

–          Mr. Kumar has taken it up with his manager – he will give us an answer in a few days.

–          Mr. Bhat said that the proposal will be discussed with the Business Manager as soon as he returns from the tour.

–          I have submitted the proposal – my contact is waiting for his Manager’s clearance.

Study these statements closely and you soon see that they are pretty vague and there is no clarity on which way things are headed.

–          Has the proposal been submitted to the right person?

–          Is the person whose clearance is awaited the decision-maker?

–          Does your team-member have the confidence of the contact person?

–          Does your team-member know the decision-maker?

–            Doesn’t the Sales Executive need to build a relationship with the decision-maker?

Often Sales Professionals get lulled into believing the following:

–          The person they met first is the right person to meet,

–          Their contact is the decision – maker; if not, his Manager definitely is!

–          The person they have met is working in their best interest and

–          That there is no need for developing other relationships.

People love to blow themselves up into positions of power and importance – so the contact person may be giving you “his version of the truth” or “his self – image” – it may be far from the real picture. Unless there is sufficient research you can get bogged down in the sales process and not be able to make any headway.

Hence, it is important for Sales Managers to quiz their team-members regularly and find out whom they are meeting, what is the basis of their assessment and to rectify any discrepancies in their actions.

Hope your Sales Team is knocking on the right doors?

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  1. April 9, 2012 at 12:32 pm

    Good points all.

    When there are multiple stake-holders it is a longer, trickier sale.

    • JayadevM
      April 9, 2012 at 1:14 pm

      Absolutely!

      And that’s where Managers need to be watchful and guide the team to the right places sufficiently early in the process.

  2. Jamy
    April 18, 2012 at 5:38 pm

    This is so true not just in sales and marketing but also inter-departmental in operations- makes a big difference if the right person is assigned not just to follow up but to follow through as well.

    • JayadevM
      April 18, 2012 at 5:49 pm

      Absolutely!

      The idea is to get things done – and the right way too. So the right people need to get involved.

  3. pg
    April 25, 2012 at 12:49 am

    Jayadev….am catching up with your blog pages ,sitting in a hotel room in Jallunder gulping a tea made of wood shavings .any progress with our BLR office space,tried calling you yesterday during my travel not able to get through…..shall call you during the morning hours….pg

    • JayadevM
      April 25, 2012 at 4:38 am

      Hi PG

      Dangerous Jal going undhaar in Jalandhar? That tea sounds terrible … try another beverage.

      Thank you for the visit.

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