Is Your Need For Control Killing Your Salespeople’s Motivation?

Did you know it takes 38 months to recover the sales you lose after you lose a salesperson?

#Phill McGowan is a serial entrepreneur who has built 8 businesses and sold 5 of them. He left school at 15 and got a series of badly paid jobs until he eventually fell into sales. When his wife and business partner passed away, he decided to change his direction and chose to study sales as an academic. He gets his PhD in September.

We discuss the link between control and motivation - the more control managers have the lower salespeople's motivation. In this outstanding discussion, you will learn how to so much. Bring a pen and paper!

The best sales leaders are spending at least 40-60% of their time teaching? They are servant leaders in both directions - servant leaders internally and servant leaders on behalf of the customer.

Phill and I discuss the 3 critical themes that his research covers that limit your success

• Failure of sales strategy
• Failure of salespeople
• Failure of sales management

What is the price of winning a profitable order from the wrong type of customer?

Where do you really want to sell? If you aren't very clear about who your customer is and who your customer isn't, you're in danger of hurting your business in the long term. Are you asking your managers to enact your strategy through their rhythm of the right type of training, coaching and accountability? Or are your managers actually focusing your salespeople on the wrong customers?

Are your eyes open to what's coming from left field that will make your niche disappear from under your feet? Phill recommends that you invest in higher education to give yourself time and space to think about your market, your competition, trends in your market.