You Are Not Lazy, But Other Salespeople Are


By Lance Winslow


Most people who are sales people are somewhat lazy in observance, however some spend a lot of time strategizing and thinking. As a Founder of a Franchise company I had often been accused by my own Bonzai and Blitz marketing teams of being lazy and sleeping until 11:00 Am or Noon, yet I had stayed up all night until 4:00 Am or 5:00 Am studying maps, making plans and lists of the best possible clients.

In fact in the mornings I would send out our teams at 9:00 Am and go back to sleep for few more hours. They would come back and report their great success and I would congratulate them and smile. Of course in reality I expected results and winning, nothing else was acceptable and if they did not perform we Sheet Canned them.

Then I would go out myself and score the biggest account of the day and several small juicy ones between 3:00 PM and 5: PM. How is this possible? How can someone sleep away half the day and look lazy by observation and yet out perform entire teams of 5-10 sales folks? Well it was simple really, I took all my observations, intuition and experience and used my mind to clearly focus on a specific target. Bingo.

Sales managers need to be the back bone and work twice as hard as the sales people in preparation, strategy and use their knowledge to make it all happen. When in the Ready Room or sales meetings, explain their strategy and focus and send out their sales people to Fu*&^%$# Win! You need to Plan, Decide, Attack and Assess. Dear Sales Managers and Sales People, Stop judging each other and the team and go out there and kick some butt. And I am not blowing smoke. Play to win, I did.


More Resources

Unable to open RSS Feed $XMLfilename with error HTTP ERROR: 404, exiting

More Sales Management Information:

Related Articles

The Art of Sales (And Tips On How To Manage Your Sales Team)
Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection.
How You Can Raise Your Business Earnings By 50% With An Age-Old Magic Truth
Imagine increasing your business earnings by 30, 40, or 50%.And this just by putting into use a fundamental truth of life.
Moving a Business Relationship from Free to Fee: Turning Strangers to Friends with Power of Freebies
In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.
Sales & Marketing Plan Strategies
Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus expected return?These are just a few of the questions that run through our minds in the early stages of planning.
Sales Tactics to Beat Your Competition
This month I want to share a success from a friend and customer of mine. You'll find in this story two important sales tactics for beating your competition.
The Hidden Competition: Avoiding the 2 Most Common Competitors
There are really only two types of competitor:1. Obvious2.
Sales Competence Isn't About Quota Performance!
Compounding the problem are two myths regarding measures of competency in sales.Myth#1: Quota performance does not equate to sales competency - A salesperson's quota is usually determined by management.
Increase Retail Sales With Meetups
I recently attended the monthly Italian language Meetup here in Little Rock. Meetups are informal social gatherings of people with similar interests in a particular topic.
Want to Increase the Amount of Business that Your Firm is Getting?
Business development is important for every business and refers to the action of bringing in customers or clients that are likely to make positive contributions to a company's bottom line. Business Development is all about establishing relevant and subsisting relationships in the market place.
Increase Your Sales Accept Credit Cards, Part 2
In part two we will discuss overcoming objections, which credit cards to accept and using the check paying option. If your business is home-based or has been in operation for less than two years, you're likely to face objections from the bank.
Are Your Sales Meetings Boring?
Many sales meetings are boring and a waste of salespeople's time, say the majority of salespeople I interview. A review of what's going on in the market is good to know, but to be effective, sales meetings need to be a lot more than that venues for quick market updates.
Your Extended Shadow And Successful Sales Management
In a small midwestern town, the local high school of 878 students recently produced its first state championship basketball team in over 90 years. The community has had an organized city basketball league for its younger boys for many years.
Sex, Drugs, & Rock-n-Roll: Trade Show Traps and Tips
Sex, Drugs & Rock-n-RollHere's the Scenario..
6 Common Mistakes in the Sales Hiring Process
Is lack of sales results, more sales training costs, months ofunearned salary and damage to your company's image orreputation your company's method of NOT finding goodsalespeople? For most companies it is!The "trial and error" method of hiring salespeople is verycostly to a business. Without a viable way to hire qualitysales people everyone in the same organization is negativelyaffected.
Determining Sales Fit; the Key Growth Process for Your Business
Help your organization grow by assessing the right indicators in individuals slated for revenue-generating positions within your company. "Growth Talent", such as sales, account executive, consultant, sales engineer, or other individuals responsible for top-line revenue growth.
14 Top Lead Generation Tactics
According to former Harvard Business School professor David Maister, typical marketing practices are not only inapplicable for professional service firms, but they may be dangerously wrong.Often professional service firm principals tell me they are frustrated with the quality of their marketing materials, they are concerned with their firm's low profile or they feel pressure because their efforts are not generating enough new client leads.
Profitable Relationships: Is It Amateur Hour or King of the Hill?
"We're in the relationship business?..
Management From Within
Inspiration and Management from Within - Part 2.The more you follow the path of exploration into the mystery of life, the more life becomes revealed to you.
Poor Performance - Fix it by Coaching
Coaching is about finding out the cause of poor performanceor behaviour and discussing with the team member how to putit right.The team member might respond immediately to coaching andimprove the situation.
Generous Donor Refused (how qualified business slipped away)
Generous Donor RefusedPicture this. You are a fund development director for a respectable school at a well-known state university.