How Sales Managers Stop Their Team From Relying On Relationships

Having “great relationships” with clients is an old-fashioned way of selling and can lead to problems. If you are sales manager and you realize that sales people are floundering because they’ve relied too much on great client relationships, here’s how you can solve the problem.

The formula is very similar for you as it is for your sales team. However, instead of just expecting your sales people to change their behavior on their own, you need to be actively involved in the process.

Identify those sales people who are at risk of allowing their relationships to lead to their ruin. Have a heart-to-heart talk with them, and lay out a plan for their metamorphosis. Don't be afraid to describe specific benchmarks and deadlines.

Then, help your sales people get an education in the best practices of their profession. Remember, it is not an event, it is the beginning of a never-ending process.

At the same time, work with each sales person to help him rate the potential of each account, regardless of the existing relationship, and to prioritize his time to focus more time on the high potential accounts, and less on those that drain his time and energy.

Realize that you are embarking on a journey to help that sales person change his/her behavior, and that change doesn't happen overnight. You should, however, see steady progress.

If you don't see progress, then you may want to consider the long-term future of this sales person, and how it impacts the company's ability to survive and prosper.

Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine, His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Heart of a Christian Sales Person.” All information can be found at www.davekahle.com.