A Sales Guy What it Says, vs What it Is

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The Weather Channel said it was 40 degrees out. That is too cold to play outside. I decided to take the girls to an indoor play place.

Outside we went, coats and all. As we stepped out into the sun, it became clear. It was warmer than 40 degrees. It was more like 55 and felt like 60 plus. We left the indoor play area after an hour and played outside.

Sales has it’s Weather Channel. It’s the CRM systems. It’s the pipeline. It’s the dashboard. It’s the metrics watched, and fretted over everyday. Like the Weather Channel, sales systems and metrics only tell part of the story. They take all the data, add it up and tell you what’s going on.

But also like the Weather Channel, sales systems can be wrong. The only way to know what exactly is going on is to get outside and see.

To know what’s happening with your sales team, you have to get outside. Dashboards, CRM, sales processes, and spread sheets only tell us so much. The rest comes from experience, and that only comes from feeling the rain drops, the sun, the wind and the snow. It may or may NOT be what the Weather Channel is telling you.

http://talkingmediasales.com/ Ben Shute

Good post Jim. Sometimes I think too the Weather Channel for sales can be your sales people themselves. Out in the market, they're getting the feedback from the client and for those less experienced, this can be translating what they're hearing into something they think you will want to hear – “we don't like your product” can become “they don't have the money” as a way of handling a situation they may not know how to address with the client, or the sales manager for that matter.

Not only is being in market vital to knowing what is going on with your clients, true leadership is allowing those who report to you to see how you handle different situations and objections in market and learing from that.

Keep up the great work.
http://asalesguy.com Keenan

You're right, our people are also another Weather Channel. They too
can require you get outside.

They've been known to be wrong, once in awhile.
http://talkingmediasales.com/ Ben Shute

Good post Jim. Sometimes I think too the Weather Channel for sales can be your sales people themselves. Out in the market, they're getting the feedback from the client and for those less experienced, this can be translating what they're hearing into something they think you will want to hear – “we don't like your product” can become “they don't have the money” as a way of handling a situation they may not know how to address with the client, or the sales manager for that matter.

Not only is being in market vital to knowing what is going on with your clients, true leadership is allowing those who report to you to see how you handle different situations and objections in market and learing from that.

Keep up the great work.
http://asalesguy.com Keenan

You're right, our people are also another Weather Channel. They too
can require you get outside.

They've been known to be wrong, once in awhile.

What it Says, vs What it Is

Keenan 411

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