From Jeffrey Gitomer:
If you're the sales manager, it means you have three primary responsibilities: lead your people, teach your people, and coach your people. Your people want to be led, taught, and coached. No one wants to be managed.
Here are a few managerial hard thoughts and questions:
Hard Question: Ever have a lousy boss that made you look elsewhere for a job?
Harder Question: What's your turnover rate of salespeople?
Hardest Question: After you fire a salesperson, or a salesperson quits, how much does it cost you to hire, train, and ramp up a new salesperson?
Hard Reality: The cost of turnover (including lost sales, lost opportunity and even lost customers) appears no place on a company's balance sheet. If it did, many sales managers (not you, of course) would be out of a job.
Harder Reality: Most sales leaders never find the truth about why a salesperson left, especially if he goes to the competition. So, to protect themselves, most employers use a non-compete clause that's both punitive, and in many cases, unenforceable.
Hardest Reality: If your turnover rate is high, it may not be your people, Sparky.
This article is from Jeffrey Gitomer’s Sales Caffeine Weekly Sales Multi-Media Sales Jolt, Issue 249. Subscribe today.
