tag:blogger.com,1999:blog-69724743792686703782012-02-16T16:24:24.887-08:00The latest and greatest information and opinion on what and how to be a world-class sales representative, sales manager, and sales organization.Brian Dunkelhttp://www.blogger.com/profile/03468294437016953078noreply@blogger.comBlogger2125tag:blogger.com,1999:blog-6972474379268670378.post-55899974352149463012011-09-23T20:00:00.000-07:002011-09-23T20:00:04.277-07:002011-09-23T20:00:04.277-07:00<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">Eliminate company cars, corporate credit cards, and mandated cell phones/plans. Such items are just another layer of overhead that requires another layer of bureaucracy and associated costs to govern and process. Such items can be controlled with a simple expense policy and defined limits.</span><br /> <div class="MsoNormal"><br /> </div><div class="MsoNormal"><span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">Top sales performers already drive nice, reliable cars, have the financial means to cover their expenses until reimbursement, and have proper cell phones. Treat sales representatives like the quasi-entrepreneurs they are. Sales champions do not need financial aid to conduct business operations and it's just another non-value added item that hurts the&nbsp;organization's&nbsp;bottom-line.</span><o:p></o:p></div><div class="blogger-post-footer"><img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6972474379268670378-5589997435214946301?l=worldclass-sales.blogspot.com' alt='' /></div> <p><a href="http://feedads.g.doubleclick.net/~a/0r5pw5DdFsbItVsID5_bTEEvWDU/0/da"><img src="http://feedads.g.doubleclick.net/~a/0r5pw5DdFsbItVsID5_bTEEvWDU/0/di" border="0" ismap="true"></img></a><br/> <a href="http://feedads.g.doubleclick.net/~a/0r5pw5DdFsbItVsID5_bTEEvWDU/1/da"><img src="http://feedads.g.doubleclick.net/~a/0r5pw5DdFsbItVsID5_bTEEvWDU/1/di" border="0" ismap="true"></img></a></p><img src="http://feeds.feedburner.com/~r/World-classSalesRepresentativesAndOrganizations/~4/TrjpgdRtg7w" height="1" width="1"/>Brian Dunkelhttp://www.blogger.com/profile/03468294437016953078noreply@blogger.com0http://worldclass-sales.blogspot.com/2011/09/just-another-layer-of-bureaucracy-and.htmltag:blogger.com,1999:blog-6972474379268670378.post-10383082105394493052011-09-15T20:34:00.000-07:002011-09-20T14:53:32.358-07:002011-09-20T14:53:32.358-07:00<span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">The best sales representatives do not necessarily make the best sales managers. Often, companies have a policy of only promoting from within, only considering their best sales representatives as prospects to fill an open sales management position. Being an effective sales manager/leader requires a totally different mindset from that of the typical sales representative. To&nbsp;illustrate&nbsp;this point, here are a couple of traits: team oriented vs. individualistic; non-competitive and sharing of ideas and best practices vs. very competitive and a “cards close to the chest” mentality.</span><br /> <div class="MsoNormal"><span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;"><o:p></o:p></span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;"><br /> </span></div><div class="MsoNormal"><span class="Apple-style-span" style="font-family: Arial, Helvetica, sans-serif;">When looking to hire a sales manager, look for the qualities that are to be represented in each of the roles a sales manager plays: manager, leader, coach, and trainer.</span><o:p></o:p></div><div class="blogger-post-footer"><img width='1' height='1' src='https://blogger.googleusercontent.com/tracker/6972474379268670378-1038308210539449305?l=worldclass-sales.blogspot.com' alt='' /></div> <p><a href="http://feedads.g.doubleclick.net/~a/u3PZIaixn9nFKnBlNbokK8fHONw/0/da"><img src="http://feedads.g.doubleclick.net/~a/u3PZIaixn9nFKnBlNbokK8fHONw/0/di" border="0" ismap="true"></img></a><br/> <a href="http://feedads.g.doubleclick.net/~a/u3PZIaixn9nFKnBlNbokK8fHONw/1/da"><img src="http://feedads.g.doubleclick.net/~a/u3PZIaixn9nFKnBlNbokK8fHONw/1/di" border="0" ismap="true"></img></a></p><img src="http://feeds.feedburner.com/~r/World-classSalesRepresentativesAndOrganizations/~4/4jqyqBFGAn8" height="1" width="1"/>Brian Dunkelhttp://www.blogger.com/profile/03468294437016953078noreply@blogger.com0http://worldclass-sales.blogspot.com/2011/09/best-sales-reps-are-not-always-best.html