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A Standardized Company Sales Plan – Good Idea or Bad?
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/
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