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Episode · 5 years ago
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Episode · 5 years ago
Sales Curmudgeon - Lead from the Front
ABOUT THIS EPISODE
Hello, I'm Rachel Clepmiller, theDirector of digital engagement at force management, a growth play company.Thank you for downloading this podcast on sales transformation. Today we'regoing to have some radical frank talk on driving a successful salesinitiative and they have a far different tone than what you're used toespecially from our typical podcast, because I'm joined today by our ownsales Karmugen. For those of you who followed our block series for a while.You know that the Sales Kirmagen is a military veteran sales managementveteran who has suffered countless sales campaigns is pretty direct.Apologies in advance thanks Rachel, but no need to apologize. What I found isthe tough love is often the best way to help people out, especially when mostof their wounds are selfinflicted. If you're about to launch AUR major salesinitiative, such as the new crm, you just have to know, the chancers arepretty high that you're going to fail miserably and that's the bad news. Thegood news is, I know why well there's...
...the the frank talk that we're talkingabout, but really nobody out there is launching as sales an itiative with theattent to fail. That's not what drives it right. They don't think that they'regoing to fail. So so, what's going on, there's two problems with the failedinitiatives. The first is that failure rarely flies below the radar. It takespeople's careers with it. If you blow it you're going to blow it for yourselfand for those around you. The second problem is that it spoils theenvironment for other projects. In close proximity in the world ofDemolitians, we used to call it sympathetic, detonation. The failure ofone initiative tends to make people cynical about other ones. So say yoursales messaging project fails. What are the chances that your sales processproject will be taken seriously right, you've, lunched one initiative: itfails now you're ready to take everyone down the road of a new initiative.They're, probably not expecting much success with it and that's why we callyou the Cormagen, a Carmagenor, realist...
Rachel depends on how many of thesethings you've been through, plus you're in marketing and I'm in sales. Well, Ithat's true, but I would counteract that and say that that makes me thesmart one. Don't answer that I also have edit capabilities yeah anyway. In my experience, the mostcommon reason it sales and issues fail- is that the exacts don't have a courageto lead from the front. Instead, they delegate to people who have no realauthority to make things happen. Yeah they've, Oice, token support for theproject and then half bake their involvement, but then their add kicksin they lose interest and someone else is left holding the bag to make mattersworse. They complain about the result or what I call they stab the wounded.They criticized those whoare desperately trying to do their biddingand then at that point the only hope laughed is what I call the MiracleCloud: the Miracle Flat Yeah Ot Goe,...
...something like this: Hey everyone, I'mthe executive sponsor of a global sales initiatives. That's totally fubarfouled up beyond all recognition, and then a miracle happens suddenlyspontaneously and with no effort on my part, it's a smashing success. Everyoneinstantly adapts the new sales process and our sales productivity doublesovernight. I am so proud of myself. Definitely a Miracle Yeah. Well,miracles do happen, but not in the world of sales enableman. Unfortunately, even though you'recommetgiand, I will say that that's probably true, how do we avoid h? TheMiracle Cloud? Three words lead from the Front: That's for shut up Rachel. Sorry, okay,back to the topic. Why else do sales sales projects routograph anothercommon land, mind is what I call management by the last book I read,which is a close cousin to management.
By the last person I had a beer with. You read the introduction and maybe thefirst chapter of some Trendy Sales Management Book, and then you lose yourmind over the latest buzz words like Challenger sales motion, social selling.The result is that you whipsaw your troops by changing priorities every fewweeks. So what you're saying is that you tayreally need a new sales motion. There may be something: That's driving effort,that's that's valid, but you should know what you're saying before you stireverything up exactly. There's plenty of fools out there, who naively assumethat a book of the month club is going to change the way people do things. Butthe problem is that they're parating, with some research analist tells themto say rather than understanding what's really going on and all that isrequired to make a fundamental change so leav from the Front Yep lead fromthe front, don't stab the wounded and get out of the Miracle Cloud. Just comedown the earth with the rest of is hard...
...working souls wl. We appreciate that thanks forjoining us, Mr Sales Cir Mugen for our first podcast in the sales comrergenseries. Thank you to all of you for listening, be sure to connect with uson Linkedin and twitter and, if you're enjoying these podcasts, please be sureto subscribe on Itunes.
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