Take part in any sales leadership training for mid or senior level management and you will observe discussion about defining leadership and then in some instances how to turn that definition into action. To understand power without confusion requires looking to the origins of this word medical device sales . This for many leaders is the beginning of conflict. A recent piece of research proves this as does the plethora of research that hits the desks of sales execs every year. Even the sure wins need a game plan to ensure no surprises.
96% stated these skills had a strong to extremely strong effect on sales productivity. Today’s sale, this month’s target, your yearly quota — this is the game of your life. So what are you doing to prepare for the game of your life? Sales managers, what are you doing to prepare your team? They are your only game in town right now? Are you planning your strategies and conditioning yourself for your upcoming season, or should I say your ongoing out sourcing sales challenges? Most organizations provide sales training, which is great, particularly if it is ongoing, but they forget salespeople management in the process.
Additionally lawyers, doctors and engineers by law are required to take continuing education courses in order to maintain their licenses. Why, because conditions, behaviors, technologies, medical sales force etc. Do you have at your fingertips the combinations and sequences to handle what’s thrown at you? Or, are you coming in from the bleachers ready to wing it — out of shape and unaware of the obstacles? Before you get too full of yourself and feel you can handle selling and sales management without further training and preparation, consider how well you’ve handled your previous games. It is really a monkey see, monkey do situation. Are they disciplined, motivated, energetic and enthusiastic. However, like most training, for the training to be effective it also needs to be customized to organizational objectives, it needs and should be conducted on an ongoing basis with one on one coaching.