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HOLD BACK AND LET THE SALES PERSON DO THE SELLING

November 24, 2007

Are you the type that takes over when going on a sales call with a member of your team?  You just can’t help yourself, you have to butt in and take control. Do you find yourself doing this frequently? If you do, you need to keep reading this post because by taking control your sales people can’t improve and you’ll wind up de-motivating, making them dependent on you and worse – you’ll fail in the end.  The only time you should have to take control in a sales meeting is when the sales person gets into trouble or ask for your help.

I’ve seen it happen over and over where the sales manager manages to make the client and the salesperson dependent on them in-order to close the deal.  In many cases, a salesperson never learns to close properly because this type of manager can’t lead properly.   Frequently, this type of sales manager fails to make the company goals because they are doing all the selling themselves and the quota is based on a team effort not a single person. You often find this style of managing with people who were the major producers before being made sales manager.  These types frequently need to be coached in letting go, leading and mentoring. If this sounds like you or someone you know or if your about to manage a sales team – ask your management to pay for a coach who can guide and mentor you away from this behavior. 

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