Month: January 2019

Be An Accurate Forecaster Of Your Business

Be An Accurate Forecaster Of Your Business

Most of the stress in forecasting comes from a lack of realism on the status of the business by either the individual salesperson, the manager, or both. This is unfortunate and unnecessary.

Having managers push for business to close that isn’t ready to close creates forecasts that are bad (this is a case of a lack of realism by the manager).

Having an individual salesperson that has “happy ears” and thinks that an opportunity is better than it really is. Or the individual salesperson is a sandbagger and pretends that the opportunity is worse than it really is. Both scenarios create stress at some time during the forecasting period (this is a case of a lack of realism by the rep).

The worst scenario is when the individual salesperson doesn’t understand the business and is in over his/her head, and the manager hasn’t taken corrective or coaching action or is unable to recognize the missing skills of the individual salesperson (this is a case of both the manager and the salesperson not being realistic).

Forecasting is easy when you have a competent salesperson that understands the status of the business and a competent manager that is aware of the status of the business. A great manager is helpful to the rep in accelerating any deal that needs more attention, but also accepts that a forecast is a report on the status of the business. A great manager doesn’t use the forecast process to belittle the rep.

In the case when a salesperson would rather see a dentist than do the forecast, it is typically first and foremost a manager problem. If the salesperson is being accurate, but the manager cannot accept accuracy, then the manager isn’t helping the situation. If the salesperson isn’t being accurate, then the manager needs to support the salesperson with tools and guidelines. The manager should also assess if the salesperson is not capable and then encourage the salesperson to take a different position where his/her skills are more appropriate.

Header Photo by Tumisu (Pixabay)
Your Personal Brand Is Important

Your Personal Brand Is Important

I have had the privilege of working with some of the best salespeople in the world. At the very top of that list of excellent salespeople would be Dean Wiener. Dean recently put out a post on LinkedIn giving advice to other salespeople as to the importance of his personal brand. With his permission, I am posting it here in its entirety.

Dean’s advice is perfect for all salespeople to follow. It follows with my oft-repeated advice from my book Eliminate Your Competition where I point out that all salespeople need to make sure they are effectively selling three things:

  1. your product
  2. your company
  3. YOU!

Since nearly all companies are outstanding, you will almost never win or lose because of your company. It is virtually always a tie in an evaluation. The same is true of your product. In today’s competitive environment, it is unusual to have a product that is a slam dunk better than the competing products. Yes, you can have a product that is better at a specific time than its competitors, but eventually, the advantage weakens as competitors step up against your leadership. There is one item though that you completely control and you can personally make better every day – YOU! You need to be as strong or stronger value to your customers as the first three legs of the selling stool.

Re-read Dean’s advice again, and I am sure you will see value in his approach. Learn from his leadership.

Thank you to Dean for sharing this advice with the selling community at large.

You may purchase my book Eliminate Your Competition from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.

Header Photo by OpenClipart-Vectors (Pixabay)