Yet, it is the definition of leadership as well as the other words connected with this almost magical quality that continues to allude many organizations. Power is from the Latin verb “ sales force outsourcing” which means “to be able.” This article is not to argue Dr. Hawkin’s position, but rather to reinforce the concept that power comes from within each individual. And if “to be able” is not the beginning of any value statement, then I truly do not know what is. Let’s look at training and preparation from a different perspective.
The Sales Management Study, separates the “coaching” competency and the early returns indicate less than half will be in the top two box, with the preponderance being “neutral” to “weak”. Why, because you’re only as good as your last accomplishment. If you’re a sales manager, are you satisfied with the past performances of your sales team? If not, you’ve got to step-up — give help and get help to improve your management skills. There are no acceptable excuses for losing. Sure, the bosses seem to understand, but behind you, they are full of outsourced sales team doubt and covering their own tails with talk of how you screwed up. It is absolutely necessary!
What about selling? Is sales team outsourcing so easy that training and preparation can be ignored? Is the reward for winning meaningless or the consequence for losing insignificant? If not, let me suggest you start training and keep training for rest of your career. 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? Are you happy with your past performances? Sales managers, are you happy with your team’s performances? Sales management training is just as important, if not more than, salespeople training. Are your sales leaders demonstrating appropriate behaviours? 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.
