As Henry Ford says, “Nothing happens if no one sells anything”, the managers of external sales teams play a crucial role in the success or otherwise of their people and company they work for.
In 1992 at the age of 22 I finished university; I am not sure which of those, or perhaps it was both, that lead me to thinking I knew everything though it only took me a couple of days in sales to realise that I knew nothing.
Luckily for me I went to a three-day sales training course which changed my life; I remember thinking at the time how critical interpersonal skills are and how they could be both learned and applied with immediate effect.
I recall the sales trainer saying, “there is a dearth of good sales people in Australia.” It was like he planted a seed in my brain and it became my life long journey to work out why, it has taken a few years, but I reckon I have it nailed:
As Sales Managers, we can’t half do this, and three quarters do that – it’s an “all in” game. It is our responsibility to respect the careers of those we attract and motivate to stay in professional sales, it is a no brainer that we and the companies we work for have the most to gain.
**Charlie is an expert in developing external sales teams and people, particularly where relationships and solution selling are the key differentiators. www.charliepidcock.com.au