loan

subject: A Standardized Company Sales Plan – Good Idea or Bad? [print this page]

I came across an article today that explains how companies can successfully

implement a company-mandated sales plan and be sure that all of the salespeople are following it.

I found the advice given in that article to be deeply disturbing to me, especially

since it is new and not from a twenty-year-old book from the old school of selling.

http://www.salesforce.pannipa.com/2009/10/a-standardized-company-sales-plan-good-idea-or-bad/

The essence of the article is this: Companies that intend to implement a new sales

plan must make it mandatory, to the seller must take to account for the following

it, we need to know the seller to verify the manager to ensure that the new

Plan will be met, and this role should be doing training on

Seller teach how to use the new distribution plan.

I felt shivers down the spine when I read the part about how managers can keep

Seller is responsible, and then checks to make sure that the plan is adhered to.

I was immediatelyStereotypical image of the raving lunatic, the "little dictator" Turnover

Manager, who terrorized its vendors through micro-management and

blunt orders.

Is this the kind of organization good salespeople want to work? I am

surprised that this kind of advice is still given in the present day.

I also have a big problem with the Mandate role in training. I hate

Role. I have always and always. I think theystupid and a complete

waste of time. They are absolutely my training programs prohibited. The largest

Problem with role playing is that they are never realistic. In fact, if you train a

Seller of the role, he is completely blind-sided and blown out

have when confronted with real prospects of the real problems and real objections. All

Sales of such dialogues I use in my programs have come from REAL Sales

Appointments that carriedby me or another seller, and I know

trust.

When I am in sales, I was almost always a top performer. The only time I was not

a top performer was while working at companies that had a mandate sales

that I am obliged to follow. It always amazes me why companies that forced

to follow us, their plan would hire experienced sales staff. Why not rent

inexperienced people right out of college? You do not haveno preconceived

Ideas, like yours, it is no prior experience or training, and therefore

system will blindly follow the company, asked no questions.

Here are a few realities that managers and sales managers must face up to:

1. If you want an experienced sales force with a proven track record, you must

understand that they already know how to sell. How else could they have

great track record? The attempt toto force them to learn a new system and follow

negates their talent and experience and will be destroyed immediately to their top producers

Go http://www.salesforce.pannipa.com/2009/10/a-standardized-company-sales-plan-good-idea-or-bad/

A Standardized Company Sales Plan Good Idea or Bad?

By: kadinblog

welcome to loan (http://www.yloan.com/)