How to work with a Manager who'sA1's are not going to meetings and answering 50 + e-mails?

-- Maureen (m&m@whistlerweb.bc.ca), January 22, 2001

Answers

In my book a top sales person is an Andy Kaufman; as a sales manager you might believe that there is a problem but there was never any problem. Yet if they are in possession of facts a top sales person becomes a David Boies, they smile as they deliver a compelling message. What does this mean? It means that any woman or man, who has perfected their craft enough to be lauded by others as A1 salespeople, should be able to sell anything including selling problems. What is different about a manager who raises objections and a customer who raises objections. The customer might cancel your account but a top seller knows that their professional outlook will provide them another customer opportunity to win. The manager might fire them but a top seller knows that their professional outlook will provide them another employer opportunity that will enable them to win (even an opportunity to start up their own company). When top sales people whine and cry (and some do) it is usually an Oscar winning act where they take what makes them good as sales people and use it both ways - from the customer perspective and the employer perspective. In other words they sell all the time. And finally a top sales person never uses the term A1 because they NEVER continue selling something that has already been sold.

M

Profile at: http://www.fastcompany.com/fasttalk/replypost.html?p=9738

-- Mark Zorro (zorromark@consultant.com), January 23, 2001.