In a recent Taz's Tips piece for Radio-Info today, sales trainer and management consultant Jim Taszarek proposes that there's no such thing as a "sales problem," only management problems.
According to Taz, these problems boil down to: 1) Management setting too many different sales goals for sellers, making it harder for them to FOCUS; and 2) corporate managers in distant home offices attempting to micro-manage salespeople.
Taz's conclusion:
In 99% of the cases, when quotas aren’t being achieved, I believe it’s a management problem. ... The optimum method of achieving quota is to hire effective middle managers, give them the needed authority, tools, clear goals, motivation and compensation, then say, “If you need help, I’m here for you. See Ya."
Obviously, the stations Taz has in mind are primarily those owned by the big consolidators. Most small market operators are close to home and accessible by the troops.
Still, ensuring that communication between management and sales is clear and flows freely in both directions is crucial. Jim Williams taught that one of the biggest demotivators for someone in sales is a lack of clarity. Don't you find it to be true that most of the problems in our "communications" business seem to stem from a lack of communication?
So --
...If you're in sales, what can or do your managers do, to help you perform your job most effectively?
...If you're in management, what do you see as your role in helping your salespeople be the best they can be?
Since we're turning this into a Friday poll question, I'm going to close this discussion thread. Please click here to share your thoughts with us. Thank you!
