June 2010

Welcome to the June edition.

This month I want to focus on the importance of hiring, developing and retaining top sales reps. It is becoming increasingly apparent that sales reps that can’t sell, have limited business acumen and who work T to T (Tuesday to Thursday, Ten to Two) are becoming an endangered specie. It is truly up to front line sales management to stop over looking poor performers and take a stand. If a sales rep is not performing or doesn’t have the attitude or skill to be a complete meal deal than the issue lies with the sales rep. They are accountable to step up and do what it takes to improve their performance. On the other hand, sales managers must be held accountable for ensuring that non performing reps have a plan to get themselves up to speed or and must rigorously follow up on that plan. AstraZeneca is a prime example of moving away from ineffective and inefficient reps and replacing them with lower cost call center people. The trend to find more cost effective ways of doing business and outsourcing has been prevalent in business for the last decade. If you and your reps are not providing value add for your clients and incremental performance for your organization, guess what? Read more

Resources

Are you are tired of making hiring mistakes that drain your time, money and energy? Find out the 15 Mistakes Sales Managers Make When Hiring New Sales Reps.

Book of the Month

First Break All the Rules is my favourite management books and the story of my life. This is a great read for new and tenured managers. It defines the one common trait that great managers share... they break all the rules.