The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

Very often, sales reps find themselves frustrated and hemmed in by the mistakes small company sales leaders make. I had a conversation last week with a sales rep who was frustrated because his company had no real plan or guidance for how it would achieve the owner’s vision. The owner expected Herculean efforts by the rep, but eventually the rep stopped performing and left the company to escape the pressure. In many cases, unless the owner corrects the mistakes, the cycle starts all over again when a new rep joins the team. HONEYMOON Many of us in small organizations understand the excitement of entering a new role only to discover that the reality was different than the idea you bought into. The sales rep I mentioned was never good enough to accomplish what the boss was hoping for, because there was no plan in place to help him succeed. Because the rep wasn’t as successful as the boss expected, he was moved into a different role. The rep continued in a sales support role, but his demeanor changed. His excitem