Skill + Do
It would be idyllic if your sales manager looked you in the eye and said, "I work for you." While it’s cliche to say you need to train your manager, you play a big role in the relationship.
Unfortunately, the modern-day sales management job has become more of a firefighter role than that of a teacher or advisor. Still, going to lunch with your manager is an opportune time to access the advisor side of your sales manager.
Most sales managers are good advisors, so be prepared for questions coming back at you. The best managers start with a standard, excellent default question, "…so, what do YOU think is the best solution?"
Whether your topic is about everyday issues – like resolving a personal conflict on the team – it goes without saying you’ll deliver the facts and keep the emotion and drama to a minimum. The same goes if you’re talking about something like compensation. Either way, your manager will be eager to hear your solutions and the thinking behind them.
Even if you have a strong rapport with your manager, you know each meeting can have a different color. Whether it’s an in-office one-on-one or you’re out at lunch, it doesn’t matter. This is why you know you have to be prepared, be focused, do your homework, present facts, and bring a few solutions, including rationalization.
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Tomorrow - November 14
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I'd love to meet your friend, YES
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Today - November 13
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"Why did you get bought?"
Understanding why your buyers buy is one of the more challenging yet fulfilling parts of being a sales pro. Every buyer and sale is different; learning all you can to help for the next time is key.
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November 12
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Two sellers walk into a bar
Get your manager engaged in your goal-setting protocol and you’ll have a higher likelihood of learning about your misses and growing your skills.
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November 11
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Boost your selling with integrity
Some may argue that integrity is innate…after all, your parents are wonderful and taught you well. But there’s pressure in today’s sales game that constantly challenges your integrity.
"Tough times never last, but tough people do." Robert Schuller
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