Growth Dynamics Get Down

Good Monday morning. This is Sarah Waple, partner at Growth Dynamics, and I am here with a very special holiday Monday Morning Manager. I know it's Thanksgiving week, and we are all supposed to sit around and figure out what we're thankful for. I am 100% encouraging you to do that.

Situation: 

Dewey is a prolific prospector. Like the sun rising in the east, you can count on Dewey making more sales calls than anyone on his employer’s sales team. No matter where he goes, Dewey will find someone to talk to about his products and services.

Symptoms:
After a long sales process finally appeared to be coming to a successful conclusion, Paul was breathing a sigh of relief until his client decided he wanted to extract some sweat from Paul for the win. Just when he thought it was over and done, the regional vice president chimed in with one last contract change that he claimed was a deal breaker if it wasn't accommodated.

Symptoms:

Roger could not believe what he just heard. The conversation with one of his most challenging prospects ground to a halt after Roger had asked if the deal just did not make sense. Despite the fact that this was one opportunity that could significantly impact his bonus, Roger just could not think of one more thing to say. So, he just stood there and contemplated how he swung and missed again. “I guess I have to accept your program, so let’s write this up and get that first order in here next week.” What just happened, did someone else walk into the office or did a dream just pop into his subconscious mind? The deal just closed, and Roger was not talking when it happened.

Good Monday morning - This is Sarah Waple, partner at Growth Dynamics, and I’m here with a special mid-year check in episode of Monday Morning Manager.

Symptoms:

After having been in the same role for over 5 years, Ted was stuck. "What else can I talk about with these people that we haven't gone over all ready?" was the question Ted kept asking himself (with no answer) after he did a review of his clients. He knew he didn't want to be the pesky salesman that just made a meaningless follow up call, or who stopped in to drop off donuts and see what orders might be around to pick up, but he was also very aware that his manager expected him to keep growing the territory and expanding the accounts.

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".

Situation: 

It drove Izzy crazy, and he had no clue what to do about it. Day after day, email after email, Izzy sent messages that were honest, professional and ineffective. His subject lines told the truth in short comfortable requests for the recipient to please read the message. In short, Izzy felt like all his email correspondence was going into black hole where no one read them or responded to them. He knew that getting some traction with his new line of beverages would be a challenge, but this was downright agony. Was everyone in the world so cold and callous that they just did not bother to send a reply, even if it was thanks, no thanks? 

Symptoms:

Have you ever been part of a sales call where there seemed to be little structure, where both parties seemed to be on different pages, where expectations were not met, and little was accomplished? Even worse, you expected something positive to occur but simply got a lukewarm response such as, "I need to think it over. Call me in a few days." Opportunities are squandered and the buyer seems to be in control.