How do you handle whining sales people? Commiseration isn't the answer. They chose this line of work, probably because they love the benefits of it -- lots of freedom of movement, higher-than-average income, extraordinary career opportunities and the adrenalin rush they get from doing a deal.
Here's a 5-step answer to get whining sales people back on track. Remember it as SW5:
- Some
Will
--
Some
percentage
of
the
market
needs
and
wants
our
product
or
service,
and
would
happily
buy
it
from
us.
Your
job
is
to
find
those
people.
- Some
Won't
--
Some
percentage
of
the
market
doesn't
need
or
want
our
product,
or
if
they
did,
would
rather
buy
it
from
someone
else.
Your
job
is
also
to
find,
and
then
ignore
those
people
--
don't
waste
your
time
on
them.
- So
What?
--
These
are
the
facts
of
sales
life
--
some
will,
some
won't.
Figure
out
which
is
which
right
away.
- Someone's
Waiting
--
There's
someone
out
there
right
now
that
needs
our
product
or
service,
but
either
doesn't
know
it
exists
or
doesn't
realize
we
provide
it.
Your
job
is
to
find
those
people,
and
the
sooner
the
better.
They're
waiting
to
talk
to
you,
unless
a
competitor
shows
up
sooner.
- Stop Whining -- Accept SW 1 through 4, and get on with it. You know what you need to be doing.
Any
questions?
Not
only
is
selling
tough,
but
selecting
and
managing
sales
people
is
tough,
as
well.
If
you
have
a
sales
person
who's
wasting
time
whining
instead
of
looking
for
those
who
will
or
won't
buy
from
him,
give
him
this
5-point
outline
of
the
job.
Providing
them
with
an
audience,
a
shoulder
to
cry
on,
and
a
reinforcement
of
their
excuses
isn't
an
answer.
This
is
a
time
for
"tough
love".
If
that
doesn't
work,
find
another
sales
person.
Here's
an
article
with
some
behavioral
interviewing
ideas
that
may
help
you
select
that
next
sales
person:
5
Prospecting
&
Networking
Tips
for
Sales
Pros
