Willy Loman was quite a tragic story because he lived the most difficult of lives. Incredibly, Arthur Miller never really tells you what the character’s sales were. I was shocked, upon discovering this, to find out that I was the only one of many who were wondering what Loman was selling. Carefully, Miller never tells us the specific product (it wasn’t a product – I’m able to deduce the meaning of that); However, he infers that it was a low-end product and allows theorists such as myself to discover flaws in the sales theories of Willy Loman. The problem with not naming the product of Willy Loman The product’s name would have required a revision of the tale and, more importantly, that it could have had the risk of causing offense to the entire segment of a sector.
In addition to the reasons for the previous point, I’m not the biggest lover of plays or arts. As I gain more knowledge about the world, I admire the great spaces more, as I think the fields of sales, HR, business, and marketing are all art forms.
When your position requires you to oversee the work of sales personnel, Follow the steps in this article, and your rivals are no longer called your rivals – since you’ll have achieved higher levels.
Stop Calling Them A Sales Force! Call Them What They Want To Be Called
This would be unless, of course, they prefer the word “sales forces.” If they’re above an experience level that you’re comfortable with, assign the sales team a title they feel valued being named and are confident in. When it comes to the sales staff, it’s only about your company. Yes. If the name isn’t one that makes you feel at ease, you can negotiate. However, keep in mind that the deal has to be 50/50.
The importance of titles is paramount for professionals in the world. That’s why you’ll never find anyone at my company with a title that is simple; they have more talent than. The title “Sales Representative” is not a good sign of authority, and indeed, you can come up with a few titles which might be appealing to independent third-party opinions.
Pay Them A Good Base Salary and Less Commission
As a business owner, entrepreneur, and manager, you should be careful not to turn your sales force into an actual sales force. Rule 101 of human psychology and sales says that people don’t like being sold. If you don’t pay enough to an ethical salesperson, there will be no different from the personality change that you would see in an animal that is not fed.
We all know there are specific fields and sales professionals that “we” do not want to work with. Take a second and consider the typical compensation structure for those specific sales niches. Do you observe an unbalanced relationship between the base salary you are accustomed to and the quality of service provided to customers, integrity, and loyalty to the company?
Give Them Some Marketing To Work With
The reason the most skilled people tend to move toward larger or mid-sized companies is that they tend to have superior marketing. Smaller companies who believe that sales reps will transform their business aren’t. Salespeople aren’t the only ones who can transform a business, and there are only salespeople who are angry enough to make you their competition after they’ve left.
Sales professionals would like to feel that they’re part of something significant. Most people want to be connected to something that is significant or awe-inspiring. Human nature is a desire for recognition. I do not think so. Would you consider yourself rude If George Clooney’s representative called you and asked you kindly if George might be a dinner companion?
Do you think that it’s impolite and not because he’s an a-lister? Let me give you the final verdict. Would you be willing to do the same thing to someone else you had never met or in sales for a company you didn’t have any idea about?
Once you are aware of this fact, do you think salespeople should have the credibility of a name and a website to support their name?
This took me nearly two an hour for writing. It takes just 15 minutes or less to inform someone who has called, “I do recognize and thank you for calling; we’d prefer to be removed from your list.”
Ken Sundheim runs KAS Placement which is a marketing and sales human resource company that specializes in helping clients in both U.S. and International meet their needs for realigning sales forces.