Last time, we discussed the conflict that often occurs between salespeople and sales managers in regard to activity. Managers want more and will say so; salespeople view this unsolicited advice about more activity as criticism. Further, a demand for more activity might seem like a bitter prescription for the salesperson to swallow. All this does is set up a cycle of negativity between the two.
As I pointed out, this conflict is odd because, in most cases, the salesperson and the sales manager share the same goals—they both want more revenue, higher gross profits and new customers.
Think how much better it would be if the manager and salesperson sat down together to brainstorm ways to increase the activity level.
What if they approached the job of selling like the sport of fishing?
When fishing, you might cast your line all day long, but if you don’t have the right kind of bait on it, you’ll never get a bite. The more baits you use, the more fish you catch. Now think of sales activities as the “baits” for more revenue, higher gross profits and new clients. The more varied, smart and targeted activities (baits) you employ, the more goals you’ll reach.
When I talk about using more and different baits, I am saying this: The more right activity you have each day, the greater your chances at success.
For most salespeople, it takes more than the current clients they have today to achieve the results they (and their managers) want in the future. Yes, the economy is somewhat better, but there still is not the velocity in most markets to overachieve unless you add additional customers. What’s more, we continue to see current customers who are stingy with budgets and slow to buy.
New opportunities—both from existing and new customers—are key to long-term success. Most people today don’t have enough baits in the water (or customers to call upon) to overachieve the goals they and their managers have set.
This is where the manager and salesperson can come together. Instead of the push-and-pull of assessment and resentment, they can figure out what smart activities (baits) the salesperson needs to use to reach more customers and, ultimately, their shared goals.
Are you fishing every day? Are you using the right baits? Are you using multiple baits? Remember, not all fish bite the same baits. The successful fishermen are the best prepared and the most knowledgeable. Sure they fish often, but, more importantly, they know they need to use a variety of baits.
Are you getting enough bites? Let us know. We’d love to hear from you.