Sales Training Tactics

Management is doing things right;
leadership is doing the right things.
Peter F. Drucker

So what’s the difference, you ask? The difference is the “things.” For instance, there are a ton of territory and sales managers doing things right. The problem is, they are not spending enough time doing the right things. In other words, too often average territory managers and sales managers view any activity as progress. They spend more time on email, voicemail, and driving randomly from call to call than they do prospecting, networking, presenting and SELLING. Their body tells then they are busy so they must be creating progress.

Sales managers are often just as guilty. Many can spend more time doing the right things by actively coaching, mentoring and teaching the art of SELLING to their people, rather than solely monitoring the operational progress of their team. Are email, voicemail, and getting reports done on time important? Sure. But doing those things right should not negatively affect the manager’s ability to do the right things.

So at the end of your workday today, ask yourself, “Did I do the right things today?” And if those things included the high-value activity we mentioned above, congratulations, you have gone from sales and territory manager, to sales and territory LEADER.

This week, Brian interviewed author of the book Leadership Made Simple on his weekly radio show. Go to www.preciseselling.com/Radioaccess.htm to learn how to go from manager to leader. To find out more about Brian’s upcoming Sales Camp, go to www.sellhardplayhard.com.