Sales People Are Not Born They Are Trained

An Important Lesson For Sales Managers In Pain

It may seem like some people just don’t have a gift for sales…

When Ian started his first sales job, his only training for the position was, “Hang in there. You’ll do fine.” The job lasted two hours and ended with his boss telling him he should become a waiter.

In this interview, you’ll hear how Ian went from being that no-talent kid to a highly sought-after sales management consultant in New South Wales. And he’ll be the first to tell you that if he can master sales, anyone on your sales force can too — because salespeople aren’t born; they’re trained.

Here’s what you’ll get from this interview:

A grasp of how managerial tools and methodologies can power your sales

Ways to analyze your staff that will keep sales production high

Examples of how “coaching” can push sales and margins up

How a sales force is an investment and how to make the most of it

How to find good salespeople and how to keep them when you do

Ian understands the frustration managers feel after spending a lot of money to generate a lead only to have it blown by a salesperson. It’s easy to see how this happens when, according to his research…

50% of salespeople fall short of quota
90% of sales opportunities don’t close when the salesperson says they will
75% of product-launches fail, but…

The biggest factor affecting production of sales today is Sales Leadership

When he says, “It’s the head of the fish that stinks the most,” Ian’s really saying that effective sales begin at the top. If Sales Managers learn models, tips and tools, they’ll be able to bring those skills back to their salespeople. So in this interview, you’ll also hear how increasing sales production is mainly about finding a process that works. And, according to Ian, results will follow –Most people see a return of 500 percent!

Now, management-consulting skills don’t come naturally to most people and there are plenty of books out there on the subject. (Ian has over 800 of them in his library alone!) You could literally spend the rest of your career reading up on the matter, spinning your wheels trying out methodology after methodology. Or, you could start with this interview to see how sales management consulting can benefit you. Remember, Ian didn’t start out with a gift for sales. He just found a process that worked for him. Enjoy.

For more information, go to http://www.hardtofindseminars.com/AudioclipsE.htm#Sales_Management.