A Roadmap to Sales Success

Fourth of a SERIES: - *"Profitable Sales Management - for Managers AND Salespeople"* Previous “Mini Sales Class” can be found at: http://www.salespartnersinc.com/newsletters.htm
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"The universe conspires with those who are specific in what they want." - - Rod Moore - author of "47 Keys to Unleashing the Magic in Goals!"
For help with sales issues: see "Ask your Sales Partner”. Submit your questions to info@salestraininginc.com. All Questions will be answered via e-mail.		Ask your Sales Partner: Terry asks: “What is the secret to knowing how salespeople are performing?” SP: “If it can’t be measured, it won’t be appreciated”.- - Old Adage (Use specific measurements.)

About the “Roadmap …”

Each issue of the “Roadmap to Sales Success” will contain items of interest to the business (especially the sales) community.

Following is the schedule for this volume, “Profitable Sales Management – for Mangers AND Salespeople” – to help everyone reach their goals:

No. 1	-	“Root Causal Analysis: why hire (salespeople) and how”
No. 2	-	“Getting started - 1^st 6 months”
No. 3	-	“Sales Management (101)”
No. 4	-	“Remediation”
No. 5	-	“What if, in Spite of the Best Efforts …?”

This Month’s Sales Tips …

Upcoming Events Involving Sales Partners:

April 26, 2005 -

Sales & Marketing Mania "Closing the Sale"

To keep up with the latest in Triangle business events, visit http://www.freechickenwings.com

To improve your sales situation see:
http://www.salespartnersinc.com for details

FOURTH of a SERIES

“Profitable Sales Management – for Managers AND Salespeople”

Vol. 3 No. 4 - - March, 2005– “Remediation”

(Industry sources say that the costs of a salesperson’s turnover vary but can reach over 200% of the person’s salary/anticipated earnings.)

Even though we went through considerable effort to identify, hire, and train the right person, we may find that things don’t always go as smoothly as we had hoped.

Given that possibility, and the high price of replacing someone, it is important for us to try to turn unsatisfactory situations around before “dropping the ax.”

“It is a fine thing to have ability, but the ability to discover ability in others is the true test.” - - Lou Holtz

We may not want to admit it, but part of the reasons for failure may be that we have not provided the “environment for success.” See “Sales Management (101)” in our February 2005 “Roadmap …”

Whether or not this is the case, we want to give our person every chance to be successful. History is full of examples of people failing only to come back and succeed through encouragement and perseverance.

To make sure that we’re giving him/her every opportunity, we must provide specific measurable objectives, communicate these properly, evaluate the results objectively, and communicate related positive feedback. Then, we should provide “1st person” coaching and mentoring to observe activities and determine if remedial actions can/will help.

At each point along the way, all communication and performance (expectations, actions, and results) need to be fully documented.

If, after all of these steps have been taken and there is no appreciable “behavioral change”, and our “root causal analysis” indicates that we/our person won’t be able to turn things around, then it’s time to think about how best to part company.

Next issue: For information about how best to do this, see the next issue of “Roadmap …” where the topic will be: “What if, in Spite of the Best Efforts …?”

Until then, Good Selling!


Helpful Hints this month: To keep up with the latest in technical happenings around the Triangle see: http://www.triangletechjournal.com/ To help your friends in the Automotive Repair Business become more successful, steer them to: http://www.automotivemanagement.biz And, of course, to improve your sales situation, please see: SALES PARTNERS, INC. ^SM http://www.salespartnersinc.com/		SALES PARTNERS, INC. ^SM Sales Coaching, Training and Consulting to help companies and individuals: * Grow Revenue * Improve Sales Productivity * Enhance Customer Relationships Submit your question/comments to: info@salestraininginc.com Subscribe to the “Roadmap …”