Meet,Them,Where,They,Are,Sales marketing Meet Them Where They Are
Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie
Salespeople are as individual as snowflakes. The way theycommunicate, sell, and build relationships is equally unique. If you want tolead them, you have to meet them where they are. Heres what often happens in sales departments all overthe world. The sales manager picks a goal, picks a process, and shares it withthe sales team. Its a do this mentality. This process is usually one thatserved the sales manager well when she was a sales person. She believes that sinceit worked for her, itll work for everyone. Sales managers also believe that its their job to directtheir staff; its their job to structure the way their salespeople behave. Theycreate the plan and then expect the salespeople to follow it. They decide whento do ride-alongs, when the salespeople should be in the office, and when theyshould be out in the field. They decide how the sales people should sell, whatthey should say, who they should say it to, and where they should go. And, theyare wrong. A good sales manager knows that shell be successful whenher salespeople are successful. Its not about what worked for her; its aboutwhat works for the sales staff individually. Respecting their uniquecapabilities and needs will help her help them. A good sales manager knows her salespeople. Shes takenthe time to get to know them and how they operate. Shes talked with them abouthow they plan to succeed, and what they need to make that happen. Then thesales manager works with the salesperson to help them craft a plan that isunique to them. Together they develop a reporting system that makes sense. Its the sales managers job to work with her salespeople in a way that is best for them, not her. This individualized attentionwill ensure that their needs are being met and that they have the tools theyneed to succeed. Since no two people are the same, it stands to reason that notwo people will need the same plan and assistance to reach their goals. Creating a one-size fits all type of sales program onlyworks for the sales manager. It makes it easier on the sales manager becausethey have to expend less effort. Unfortunately, it isnt going to get them theresults that they want. When you want to be successful and you want your staff tobe successful, youll work with them to create strategies that work for eachsales person. Youll take the time to give each sales person what he or sheneeds to succeed. They will rise to the occasion because you are empoweringthem to create their own success. Theres nothing worse than being forced towork someone elses program. Dont force your staff to work yours.
Meet,Them,Where,They,Are,Sales