I’m the Sales Rep

[sami]

Model the way.
Whether you’re the business owner who knows sales isn’t your first skill, or the sales manager, share the sales strategies you know work for your solutions. Ride along or listen in on sales calls and provide constructive coaching. Support your sales rep.

What about Lead Generation? Notice that I didn’t say that you’re responsible for providing leads to your reps. That’s because I do believe you can hold your reps accountable for prospecting.

Make it part of the job expectations. Give them the tools, process, and training, then turn them loose. You don’t have to provide all the leads.


Now, what if you’re the sales rep reading this? Does that let you off the rich people database hook because your business owner or sales manager isn’t providing you with good leadership? No way.

Start setting your own expectations, using your own sales process, and building the tools you need. Make it happen.

You don’t have to change jobs yet.

Leaders Aren’t Off the Hook
That being said, leaders, you do need to step up to manage and lead your sales reps. With that leadership, you’ll find that they develop better sales skills and perform at a level much more in step with what you expected.

And if they aren’t performing at that level after you’ve put the expectations, process, tools and leadership in place, let them go. They aren’t a fit for your organization.