Yesterday I wrote about the lack of trust and ability to develop relationships being the first obstacle to sales success. I intended to write about a short term mindset vs a long term mindset, but I had a conversation over the weekend that sent me down another path...
Good or bad?
Have you ever thought about the pluses and minuses?
Today, a channel account manager wanted to "reset" his partners. So, he sent us 5 email templates that he was going to use to light a fire under their you-know-whats. The first one was intended for Disengaged Partners.
"When we first started working together, you stated that you wanted to add value by expanding within your current client engagements -- primarily through additional services. Are you on track to reach that goal for 2017?"
What does he want them to say?
Last weekend in October. Two months until the end of the year. Two months until 2018. What did you do this weekend?
May I share a couple of recent stories?
Have you been watching the news? My brother met Irma and Maria. My sister met Jose and Maria. My son's family were across the street from wildfires in Montana. Several of our clients have clients that were affected by the earthquakes in Mexico and one of our clients spent a week trying to help his relatives in Texas deal with Harvey and what the heck was Las Vegas all about? If I see the animals pairing off and lining up, I'm heading for higher ground.
Every day, somebody tells me, "We had a great conversation" or "They had huge pain" or "I did a great demo" and we established next steps, but they didn't follow through, they won't return my calls or they went dark.
Every freaking day!
Friday was no different.
Mauricio Suarez just finished his 4th month with us and just shared his story
Three questions:
I guess that's four questions, but we always ask #3 as one.
Are your salespeople extroverted? Persistent? Focused? Likeable? Intelligent? What else? Do you know which of the 21 Core Competencies they have and where they could improve?
