Training Your Sales Force Does Not Mean Showing Them Up

One major problem with sales trainers who have been around the sales game all their life is to actually take on accounts themselves and then due to their experience levels they end up showing up their team. Of course leading by example does have its advantages and they can gain the trust of their sales force meaning the sales people will ask more questions and take the answers to those questions at face value.

Unfortunately there are some drawbacks to this as well, for instance it becomes a competitive game and there ends up animosity each month as the sales manager blows away their sales people and causes them deflated egos. Which, ego is a component of a good sales person, who will undoubtedly meet resistance often and some rejection too.

Sales Managers who also sell should not back off the pedal in order to allow everyone to feel warm and fuzzy, but rather allow sales people to shadow them and learn first hand how they work their magic. If a sales person cannot perform then they must go, but placing doubt or belittling the sales members with performance when they are making great improvement strides and their sales are coming up each month is a mistake.

The sales manager is a confidant in a way and can help the sales force thru their issues and needs to remain somewhat humble off the court in order to foster excellence, teamwork and camaraderie in the sales department. Still in the end it is about winning and sales, so there should be no free-rides, just a little thought must go into the over all game here. Consider all this in 2006.

"Lance Winslow" - Online Think Tank forum board. If you have innovative thoughts and unique perspectives, come think with Lance; http://www.WorldThinkTank.net/. Lance is a guest writer for Our Spokane Magazine in Spokane, Washington

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