Tips for the 21st Century —DeWese
• Salespeople loyal only to themselves. This is a horrible malady. Companies must rid themselves of these egocentric cancers.
• Salespeople who will not prospect. This was a huge weakness in the 20th century and I think it’s getting bigger. It’s sick. It’s sorry. It’s pathetic.
• Salespeople who cannot identify their market(s). Lot of this last century. They have no clue about what they should be pursuing.
• Salespeople who cannot identify their target customers. They can’t even name their prospects. It’s still happening.
• Salespeople who will not grow. Their companies provide no training and they are not motivated to get it on their own.
• Salespeople who complain, moan and whine. These people are closely linked to the egotists mentioned earlier. And, yes, they are still here.
• Salespeople with no initiative, resourcefulness or sense of humor. These people were dullards in the 20th century and are even worse now. The superheroes in any field always possess those first two qualities—initiative and resourcefulness.
• Salespeople who can only sell based on price. This doesn’t even deserve my comment.
• Salespeople who never leave the office. Yawn! These are folks who would be better as beachcombers or forest rangers.
Last century, numerous owners and managers attended expensive association conferences geared toward senior executives. They enjoyed the weather, played golf and sat in during the sessions. They vowed to do better from a marketing and sales development standpoint when they got home. But...
• Managers wrote no marketing plans. They don’t believe in marketing.
• Some other managers wrote a marketing plan, but never discussed the plan with their sales staffs.
• Most managers filed the marketing plan.
• No one asked the customers what they need.
• No one ever monitored the competition.
• No marketing actions were taken. (Well, except for the football tickets.)