Last Tuesday's edition of The Training Group's CEO Luncheon at Saratoga National, of which the Tech Valley Times was a proud sponsor, had as its subject matter the tricks to better managing one's sales team. Featured speaker Dave Kurlan came to town to give his thoughts on the subject, backed up by a distinguished career in the field and a couple of books to boot.
Like all such seminars, the 60+ attendees didn't walk way in possession of everthing he or she needs to know in mastering the art of sales management. But we all did leave with additional tools for our toolboxes which we can grab now and then and put to good use.
Here's one reflection that Mr. Kurlan made that I enjoyed, and am hereby sharing:
If our CPA reported to us that she can account for 94% of the cash in our business, how would we react? Likewise, if our Quality Control Manager told us that we are now at a 95% defect - free manufacturing rate, what would we say? The answer, of course: we'd be none too pleased with either.
So why, then, are we so forgiving when one of our salespeople celebrates attaining just 75%, or 85%, or 90% of sales quota?
Good question. Kurlan points to complacency as a large part of the problem here; not just on the salesperson's part, but also on the sales manager's. Good point. Take it with you.
A sign of the season: I saw just one single golfer on the ride up and down the long driveway leading in and out of Saratoga National.
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