Fishy Salespeople?
Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help? Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can’t do that any more. Sure, that would put a few more sales in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an ounce of personal selling confidence. Showing your people HOW to prospect, HOW to set appointments and HOW to close sales makes your job easier and everybody’s paycheck fatter. If that’s the kind of vision you have for your sales team, then it’s time to close down the all-you-can-eat fish-fry and open up the all-you-can-catch fishing school. Wouldn’t that be nice? You bet it would. AND profitable, too. And so we’ve come to the reason for this article. You see, Self-Sustaining Salespeople are not found; they are developed. Sure, it still takes a cer
