Stop ‘Collaborizing’ and ‘Synergating’
Are you too busy collaborizing and synergating in a conference room to get out in the field?
Too often, sales leaders and managers get stuck in meetings talking about customers instead of meeting with them. That stands in the way of what B2B sales is really about; belly-to-belly interaction with customers and prospects. And that sort of interaction isn't just for salespeople!
What does that mean?
- Sales leaders and sales managers need to spend time working with the people that make their jobs possible: Their clients and customers.
If, as we've been told, salespeople spend only 46% of their time in direct sales interactions, how microscopic must that slice be for sales managers and sales leaders?
The best leaders make a conscious effort to spend more time in the field, learning directly from the people for whom their businesses exist.
Investments like that always pay for themselves. Always.
Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. I’m Jeb Brooks and I’ll be your host. So, please sit back, relax, and join us!- Join the Sales Community
-
Free Sales Training Tips
-
TheBrooksGroup We are so happy to welcome Marty Scirratt as our new President&CEO. Read more here: http://t.co/3Wl0mYEe - 05/16/2012 15:35
TheBrooksGroup The 5 Steps of Selling. And why they don't work. http://t.co/TOvBzKAv - 05/16/2012 12:30
TheBrooksGroup The best sales managers know that what motivates them may not motivate their team. Each salesperson is unique. - 05/16/2012 10:35- So SalesGenie’s Super Bowl Commercial Missed The Boat…Or Did It? 30 comment(s)
- The World’s Most Complete List Of Job Titles For Salespeople 22 comment(s)
- Is Sales 2.0 More Than Technology? 19 comment(s)
- [Webinar] How To Determine How Good Your Sales Team Really Is 12 comment(s)
- Cold Calling 2.0 is Really About Warm Calling 12 comment(s)
- The 10 Worst Practices in Selling Today 12 comment(s)
- How To Avoid Fatal Sales Management Pitfalls {Webinar 3/7/07} 10 comment(s)
- Asking the right questions
- Book Review
- Customer Service
- Hiring / Retention
- IMPACT Selling
- News From The Brooks Group
- Overcoming Objections
- Positioning
- Pre-Call Planning
- Professional Selling
- Prospecting
- Sales Leadership
- Sales Management
- Sales Motivation
- Sales Negotiation
- Sales Presentations
- Sales Technology
- Sales Training Audios
- Sales Training Industry
- Sales Videos
- The SalesBuzz Radio
- Time Management
- Videos – Ask Bill
- Webinars
- May 2012
- April 2012
- March 2012
- February 2012
- January 2012
- December 2011
- November 2011
- October 2011
- September 2011
- August 2011
- July 2011
- June 2011
- May 2011
- April 2011
- March 2011
- February 2011
- January 2011
- December 2010
- November 2010
- October 2010
- September 2010
- August 2010
- July 2010
- June 2010
April 5th, 2011 - 13:18
Great points here. Having Sales Leadership out in the field can really motivate sales people as well as customers. One of the hallmarks of sales is making sure we always stay in touch with the customer. Getting out of the conference room is a GREAT way to do that.
April 5th, 2011 - 15:29
Thanks so much, Steve. Really appreciate your comments!
April 7th, 2011 - 14:16
As a sales leader, it is nearly impossible to truly understand your market and the terrain that salespeople have to navigate without having face to face customer/prospect interaction. The voice of the customer is the best tool we have to gauge where the market is and where it is going. Whether developing strategy or engaging and motivating your team, this is one key ingredient that cannot be left out of the mix. There is a reason the I & M in IMPACT are two of the most important and extensive stages of the sales process.