Sales people often say they want to be treated as if they run their own business. Yet, their definition and real life business ownership are very different. In this episode, learn what it takes for sales people to really be business operators.
Salespeople often tell me that they want their manager to treat them as if they were running their own businesses. When they say that, they don’t really mean it. They think they do, but they don’t. When salespeople talk about running their own businesses, what they are really saying is that they want to do whatever they want, whenever they want. Well, that’s not quite how running a business works.
If you run a publicly-traded company, you are accountable to shareholders and the board of directors.
If you run a privately held firm, you are accountable to the bank, investors, or partners.
So, this myth that running your own business means complete autonomy is just that a myth. I am 100% supportive of treating reps like business operators. After all, the company is the financial partner. The salespeople should be required to communicate their plan to make their business a success…and held accountable for doing so.
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.