Dear Sales Managers …
Sales managers, heads up. This one is for you.
Henry Ford once said, “Whether you believe you can or believe you can’t, you’re right.”
I modified that a bit …
“Whether you believe your sales rep can or believe he/she can’t, you’re right.”
When you consider your sales force - and especially the newbies - you probably have a gut feeling as to whether or not they’re going to work out. There might even be some reps that you just flat out don’t like. You’re welcome to your opinion but given the fact that it’s in your best interest for the rep to work out, why not turn any negative feelings away and completely commit to the success of your sales reps? Think you already have? Think again. Criticism directed toward the sales rep plants the seed of doubt, a seed that will grow into failure over time.
Encouragement is free. By focusing on the positive, the things that your sales rep is doing right, spoken and unspoken messages combine to work toward success. You probably don’t remember when you first started out, but self-doubt is a career killer. A rep might start the day feeling optimistic but after a few hours of roadblocks and voicemail messages, self-esteem takes a hit. Just a few encouraging words might be the difference between a rep giving up on him or herself in making that one extra call that turns the tide.
If you’ve already made up your mind about your sales rep, fire him/her. Otherwise, do everything in your power to let that rep know you believe in their success.
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Bill Farquharson can drive your new business sales momentum. See his training programs ator call Bill at 781-934-7036. His email address is
To talk about what I can do for your sales team in the form of a live presentation, workshop, or individual training, either call orand jump on my calendar.
Bill Farquharson is the president of Aspire For and is a sales trainer for the graphics arts industry. Email him at email@example.com or call (781) 934-7036. Farquharson is also the author of the book, "The 25 Best Sales Tips Ever!" which can be purchased on Amazon. For more information, go to www.25BestSalesTipsEver.com