techslog

"The fundamentals of human dysfunction...Dysfunction is always caused by the same things, it's pretty basic human stuff." This is quoted from Carly Fiorina's recent interview with Forbe's magazine, as she reflects back on her experience at HP as CEO.

"When people's personal agendas or their petty power struggles or their personal resentments or their personal vendettas get in the way of a larger issue, dysfunction happens."
As a veteran of sales, I can say I too have seen this play out in sales organizations, big and small- what can be done to help deal with the dysfunction junction that can occur?

I would like to coin a new phrase- "Power Management". This essentially is the ability to handle the power in an organization effectivly and efficiently. While there are many facets to "Power Management"
good leadership, integrity, good communication skills, one of the most import skills- good negotiotion skills, or the abillity to create a "win win" in your sales organizaiton is vital.
How is the "Power Management" conducted in your organization? Think it is just merely the "egos" of your sales reps and "locker room" banter? Nothing to worry about?
Power struggles can cost a sales organization time, money and good employees. It can create an environment where sales reps feel threatened and are not able to work to their potential. So it can be a serious issue, if the power is not managed properly. What is your sales organization doing to address the power struggles that come up in your sales department?

When pressed to elaborate on human dysfunction, Carly says, "Well, dysfunction happens when people no longer can speak plainly about tough issues, can actually put stuff up on the table and deal with it right up on the table, can go through their disagreements and their debates. When people start putting stuff under the table, whether it's the dinner table, the board table, the East Wing table, bad stuff happens. When people's personal agendas or their petty power struggles or their personal resentments or their personal vendettas get in the way of a larger issue, dysfunction happens. And dysfunction can happen among any group of people."

You can read the entire article below......

Posted by hope at 07:46 AM | Permalink | Comments (0) | TrackBacks (0)

“Cold calling is a waste of time. It doesn’t work.”

“I picked up my largest client from cold calling.”

“Does cold calling really work?”

I recently came across an article with some good points on cold calling. I think we all want to see some validation that cold calling does not work and it is ineffective- but this article won't reveal that information. I know we all hate the act of cold calling and feel there has got to be a silver bullet in reaching our potential clients that is not so cumbersome. This article might help put this into perspective for you- cold calling succes stories article

I can say that while I might dread the act of cold calling- I too, have many success stories around finding the right person, and the right circumstance and building a relationship from that call- which in turn proved to be quite lucrative. The point in the article that the the customer who calls you, is also calling your competitors is very valid- and I have gotten into some serious price battles and worse over these circumstances.

Posted by hope at 08:01 AM | Permalink | Comments (0) | TrackBacks (0)

I have a new sales manager. He has a huge job ahead of himself as the last manager was in dual positions and really did not focus much effort on this geographic territory. Well, the new sales manager is constantly talking about the “big job ahead” and how he needs help etc.

He will mention he needs help with this, that and the other and I (and others) end up volunteering to do the work. Now, this is work above and beyond my job- typically something an assistant might do, and it is not stupid work, we do need the research/information that he requests, but frankly I am wrung out helping him plus doing my job. I know he is very charismatic and I got “hooked” into this; but I don’t want to alienate him, after all he is my manager, but at the end of the day I have a quota to hit and work of my own. What can I do?

Signed:
Overworked at Oracle

Dear Overworked,
I am glad that you are able to see this circumstance earlier rather than later, as you are measured on your quota first and foremost and this circumstance can have a negative impact. Here is the question I see rising from your letter- “How can I learn to say no?”
You’re on a slippery slope- as if you are good at what you do, your reward will be to do more. The more we do, the better our peers perceive us. But this is a treadmill that will not end.
So let’s get you back to a healthy balance- he is your manager, and if you fail (quota) he won’t be happy and it certainly impacts him. So ask yourself- what are you willing to commit? You will need to know when you can be a “Good Soldier” and take on a request for the “team”. But also learn the fine art of saying “No” so you’re not the constant “go to” person for these requests.

Instead of a “yes” every time, learn some quick one liners to help ward off a request for work:

“I wish I could help you, ABC client is trickier than I thought and demands more of my focus, I’ll try to think of someone who might be able to assist.”

“Let me get back to you” in the interim they might find someone else……

“I’ve got to check my schedule, ABC client need s demo next week, and I am juggling resources.”

These delay tactics can be used if you are filled up. However the problem still exists- lack of sales support for your group. If you should ever be privy to a round table discussion or an employee survey in regards to improvement, an assistant for this manager would be a good suggestion.

Good Luck!

Sales Coach

Posted by hope at 10:18 PM | Permalink | Comments (0) | TrackBacks (0)

With 2007 right around the bend, it is time to clear away the obstacles and make way for a better you.
Realize that vision- whether it is hitting your quota, planning your goals for 2007, positioning your career at your company, changing companies or even changing careers.

Our new column “Ask the Sales Coach" is here, and we welcome your questions!

• Got a tender issue at work, but no one you can trust to confide?
• Are you stuck in a sales cycle and not able to move any further?
• Is the political scene in your office challenging?
• Having a hard time balancing work and home life?

Just ask The Sales Coach!

You may write in anonymously to hope@techslog.com and we will answer your questions.

Let’s make 2007 a successful year-beneficial both financially and personally.

Posted by hope at 11:38 AM | Permalink | Comments (0) | TrackBacks (0)