As a manager, it’s your responsibility to help your sales people succeed, but what do you do when a struggling rep rebuffs your efforts?
Today, we’re going to talk about how to deal with a rep that needs help, but doesn’t want it. I’m sure you’ve never encountered this.
As a manager, you have two choices in this situation. You can force your assistance on the sales person…but guess what happens when you do… He resists you and resents your efforts. Here you are trying to help him succeed, but he rebuffs your efforts.
Your other option is to focus your time and effort on the sales people who welcome your support. They’ll succeed with your teachings and will appreciate what you’ve done for them. After a little while, you’ll get a visit from the rep who wanted to be left alone…
Rep: How come you don’t spend any time with me on my accounts?
Sales Manager: Well, I didn’t think you wanted help so I left you alone.
Rep: Oh no, I need your help on this account. I’m not sure how to tackle this.
Sales Manager: Happy to help you!
Don’t force yourself on reps that want to go it alone. Work with those who are receptive, deliver results for them, and the others will naturally gravitate to you for help.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.