There is one constant in life- change.
Jennifer had just returned from her ten-year high school class reunion where it seemed that many of her classmates had some fancy "professional" job. The question "so what are you doing now?" had become almost too painful to answer when she told her former classmates that she was in "sales". No one seemed to respect her role in business development as an account manager, with some even going so far as to say, "I thought you wanted to become an English teacher, what happened?" The truth was Jennifer had tried teaching for a few years, but soon realized that she would never be happy spending the rest of her working days confined to a classroom. Now Jennifer had to get herself pumped up to start a new week, but the negative head trash from her peers had her wishing she could go back to bed.
For the last 36 months the booming economy delivered record growth and profits for many sales organizations. That growth also created a challenge that virtually every sales organization had no success in overcoming: a lack of qualified sales talent to capture the available opportunities. The constant refrain of “where can I get some more salespeople” was heard coast to coast and there seemed to be no reliable answer. As typically happens in that business environment, sales leadership quit asking for good salespeople and settled for any available body that could walk, chew gum, and hand out product literature. The recycling of poor to mediocre talent that could get overpaid for their production became acceptable as sales managers were afraid of reporting that all the territories were not being covered. The high tide floated all ships, even those that were rusted out or never really proved sea worthiness.
Tom was looking at the standings and found his name in the usual spot about two thirds of the way down. Given the way his clients were behaving lately and the condition of his market, he felt lucky he wasn't closer to the bottom. Hey, at least I'm not a loser is what he kept telling himself. Sure, his company had launched some new programs to boost production, but he had given up on that quickly when his prospects had convinced him that they still weren't going to buy from him. After all, he was doing everything he could do and his manager really wasn't helping him much.
Jody was driving away from her newly won account with that smirky smile of satisfaction on her face. She had walked her way through the process from the referral stage, onto discovery and fact finding, then qualification with a commitment to act one way or another, and finally the agreement to do business together.
She knew her self-satisfaction was a result of the actions she took only a few short weeks ago, after several nightmare appointments almost sent her to rock bottom. During those calls, she had been nervous about her lack of preparation and from not knowing where she was in her own sales cycle. All that should have been done did not get done because she kept telling herself she was "too busy" to spend the needed time on any one aspect of her business.
With the workplace more turbulent than ever, it's important to make sure every hire and position is filled with a quality candidate.
Join us for a webinar with Chester County, PA professionals to discuss the impact of COVID-19 on the commercial real estate market. Learn about recent developments and trends in the field from the perspective of a commercial real estate agent, banker, and attorney.
Panelists include: Nicole Lyddane (Swope Lees) Geoff Sheehan (Meridian Bank) Duie Latta (Clarion Law) Moderated by Chris Perillo (RKL, LLP) and Charlie Hauck (Growth Dynamics).
We will discuss how the COVID-19 environment has changed the lease, purchase, and sale of commercial real estate, including offers, due diligence, financing, and closing.
Ellen felt blah, like the world’s color had vanished and everything was stuck between black and white in some all gray tones of reality. After 12 long weeks of working from home and trying to force herself to keep fighting the fight, Ellen’s commitment sagged to its lowest point ever. The constant barrage of virtual meetings and remote access sales calls created a sense that the sales world no longer felt like the same place she was so excited about three long months ago. Was this it? Was post pandemic selling how people were actually going to be doing business? Was Ellen’s personal touch and ability to connect with her customers going to be limited to email, voice mail and ZOOM interactions? To Ellen it all looked like the world had turned Battleship Gray faster than she could believe, and no, she did not like that color at all.
Monday Morning Manager
Mark is looking at his schedule and realizing the July 4th holiday is just days away. Oh, Oh! Is the quarter really almost over? And the year is half over too. The sales reports are bound to follow, and he is determined not to let his performance slip away. Mark has decided it's time to review and get his game plan back on track.