Growth Dynamics Get Down

Symptoms:
Mary was on one of her first sales calls as a new rep and the prospect, with his first question, invited her straight onto the Buyers Bus: "Tell me about your company and what you do".

Hey everybody, it’s Charlie Hauck from Growth Dynamics. Hope everybody's week is prosperous. Hope 2024 is a good year so far. You’ll be moving through the first quarter by the time you watch this and I hope you've laid the groundwork for a very successful 2024.

Symptoms:
Linda was frustrated by her prospect's unwillingness to make a decision. Her prospect said he needed some time to digest the three options outlined in her proposal before making a decision.

This is one of my favorite topics. This goes back to our reliance and our trust in DISC profile behavioral assessments.I love those instruments. They've been a huge part of my business. They're a huge part of my life.

Recently, I had the opportunity to assist a client in the search for a new sales manager for their team. This role required a seasoned professional with years of experience in sales management to provide strong leadership. As I began interviewing candidates, I added two new questions to our standard set: 1. Why did you become a manager? and 2. What training did you receive when you became a manager?

To my surprise, many candidates became managers simply because they had reached the peak of their current roles or were promoted internally without much consideration for their managerial capabilities. Furthermore, most of them had received little to no formal training in management, relying instead on self-initiated professional development or trial and error to navigate their new responsibilities.

This lack of investment in managerial training is concerning, considering the critical role that sales managers play within a company. Without proper support and training, new managers may struggle to meet the expectations of their roles, leading to potential performance issues and turnover.

Investing in manager training not only benefits the individual but also the company as a whole. Proper training can help new managers transition successfully into their roles, improve communication skills, understand the expectations of their positions, make effective decisions that consider both individuals and the team, and navigate organizational changes smoothly.

Recognizing the importance of manager training, we are excited to announce the launch of a Sales Manager training program starting on March 13. This program includes monthly remote classes from March to August, online supplemental classes, and one-on-one coaching sessions with our expert, Charlie. If you are interested in enrolling your managers in this program, please contact Sarah Waple to schedule a fact-finding call.

By investing in the development of your managers, you can help cultivate strong leaders who will contribute to the success and growth of your organization.

Symptoms:
Valentine looked at his schedule and realized he is set to go visit a favorite client, or maybe a prospect, or maybe even still a suspect, this week. He absolutely loved spending time with this person and company.

Time for another Fast Tip Friday! This one's pretty quick! There are a lot of athletic events on TV every night and you see people and teams doing their best and trying to do whatever it takes to win a game, and every now and then you'll hear a commentator talk about this....

The economy is not something that can be ignored. Perhaps on the personal side, people can ignore the bigger concept of the economy, but maybe not their own budget needs. On the business side, the economy is always in the picture. Let’s take a few minutes to review what might be impacting longer sales cycles and how strong business development professionals make the most of it.

Hey everybody,  a couple of weeks ago, I talked to you about turning goals into reality. Actually having those goals accomplished and seeing how the goal, the plan, the strategy, the tactics all connected in a process so that you get more predictably realize the success that you dream about.