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Professional Development, The Manager's Winning Edge
By Jim Masson
Becoming a sales manager is an achievement in itself. It shows a certain level of competence and earned trust. However, it doesn't indicate that there is nothing else to learn. The winning edge is simple to obtain.
One thing that many individuals who become sales managers develop along the way is a very healthy ego. This is not necessarily a bad thing, however, it can lead to the perception that there is nothing left to learn or, put another way, the brain is full. This generally means that the sales manager will cease to be open to new ideas that can help train his or her staff, generate sales and help remove obstacles to doing business.
Location, product line-ups, prices, they are all important but the biggest obstacle to doing more business in most selling organizations is an under trained sales team. Under trained sales people actually lose more selling opportunities than the close. A scary thought, but definitely true.
A frequent impediment to having a properly trained group of selling masters are the business owners or sales managers who feel that, they themselves, know everything about selling and they will teach everything they know to their salespeople. They believe that it should be good enough. Sorry to say, it isn't!
Need proof? Look at the poor level of service in the average selling organization. As a consumer yourself, how many times are you truly impressed by the4 service you have received? Now, how many times have you been disappointed or even angry?
The fact is that no one who sells for a living nor who trains salespeople, knows absolutely everything about selling techniques and strategies. Nor do we all understand what is going on in the minds of our prospects or even in the minds of our sales staff, in spite of what our egos would like to tell us.
After over 35 years selling and training with a great deal of success, I still want new knowledge. I still search out or develop new ways to train salespeople so that they will gain that critical advantage over their competition.
As a sales trainer, I want to be able to add more and better techniques and strategies to what I'm passing on. I seek extra knowledge for one simple reason. I can't share what I don't possess, can I?
I've never met a truly successful sales manager who was so brilliant that he or she was closed minded to learning new techniques, tips and strategies. They all understand that there is always room for one, two or even a dozen more tools in the toolbox, especially power tools.
It's always been my opinion that a sales manager's number one job is to remove obstacles to getting the sale. Since the number one obstacle to the sale in most organizations is a poorly or under trained sales force, the sales managers and business owners should always be looking for ways to
grab an advantage for their team, even if it means setting their personal egos aside. Does that make sense?
Poorly trained salespeople actually lose more selling opportunities than they close. A manager seeking to be truly effective in any sales organization will constantly seek out ways to develop professionally throughout his or her career and provide diverse training for the sales team Article Source: http://articles-galore.com Jim Masson is the author of "Getting Paid is Good!! Timeless Essentials of Professional Selling ... and more."We offer complete, powerful and very affordable computer based Mastery sales training at www.salestraininghere.com/. Please drop by now and discover the comprehensive nature of this training which crosses over into daily living as well. You can explore course details and lesson summaries. Our training will add to your effectiveness in the marketplace and in your personal enjoyment of life. We offer a risk-free guarantee and a great free program.You are also invited to discover www.gettingpaidisgood.com/ which is a free resource center website for those looking to develop ways to get paid more and more often as well as providing links to self improvement specialists. Picking up extra income may be a lot easier than you might think. Don't wait. Please visit us now.
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