I don’t want to shock you, but sometimes sales managers lie. When that happens, it’s not always easy to know what to do. In most cases, you probably want to rethink working anywhere that your manager isn’t, uhh…, entirely straightforward. However, if you’re not ready to pack it in, here are the ten most common lies that sales managers tell their reps — along with some advice on how to cope.
BNET Insight
Top 10 Lies Sales Managers Tell Reps
May 5th, 2009 @ 5:30 am
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1
keithboss
RE: Top 10 Lies Sales Managers Tell Reps
It is amazing that the divide between marketing and sales is still allowed to exist. One of the biggest wastes of $$ is poor coordination between these two essential functions.
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2
dave.stein@...
RE: Top 10 Lies Sales Managers Tell Reps
A few more, Geoffrey.
1. "I never lie."
2. "I never shoot the messenger, so tell me what's really going on in the account."
3. "I never had the problems you're having when I carried a bag."
4. "You deserve your vacation. Don't worry about a thing." -
3
tonyap
RE: Top 10 Lies Sales Managers Tell Reps
I don't agree with #5 - our CRM system is used by our in-house staff when processing leads and prospects, and the entire account history and all pertinent information is available to the sales manager when it's time for them to convert the lead to an active account. We have very high prospecting standards, and our in-house team asks ALL of the important questions, saving time for the sales managers and helping them sell. Then, our Customer Service reps use the system for recording issues with those customers...the sales team has complete visibility over ALL aspects of their accounts.
We stress relationship building at all levels of the sales process, so knowing what your inside staff has done with an account is critical to providing the service level required to make the sale and keep the customer.
The only ways a CRM system won't help you sell are if you don't use it properly, don't have the right system for your needs, or aren't allowing all of the support staff access to that system.
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Geoffrey James
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of... more »
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