The Mystery of Lies, Heresies and Excuses in Sales

<p>#JeffBajorek believes #salesmanagers need to treat their salespeople as customers. They have to ask their people to do things they might not ordinarily do. </p> <p>We slaughter several fatted calves around management. It's an ugly car crash of a conversation if you're a typical sales manager. We explore the idiocy of scale at the expense of effectiveness with salesforce automation and sales enablement. We dig into why sales recruitment is done so poorly resulting in a generous estimate that only 46% of sales reps hit target in 2019 (even after their targets have been reduced).</p> <p>Whilst he doesn't entirely blame managers for managing the numbers instead of managing people because that is what they are being asked to do by senior management, but he is pointing the finger for their refusal to do what they know is right coach, train, hold their people accountable. He explains how to avoid being perceived as a micromanager and how to contract mutually with salespeople to be able to help them. He shows you how to eliminate excuses from your sales team.</p> <p>We discuss the importance of focusing on managing behaviour not the numbers, how to turn sales meetings into events that salespeople look forward to, learn from and improve because they participated.</p> <p>We lay bare the excuses sales management and leadership and show them for the bullshit they are.</p> <p>Jeff explains why it's so important to take the risk of behaving differently and encourage diversity. He reminds us not to get stuck in a rut by fearing change, staying wedded to orthodoxy. He warns against playing it safe or letting your fear of losing control get between you and helping your reps succeed. Never tell your reps that you've made all the mistakes and what you tell them or else you will surround yourself with people who are willing to work that way! Don't be tied to the implementation at the expense of the fundamentals.</p> <p>Engage in challenge and constructive conflict. Encourage diverse thinking. Be willing to break the rules. Jeff's