This week's Ninja Moment!
Salesperson Excuse: It's in the Bag
"Boss, this one's in the bag." How many times do your salespeople say that to you? Of course, you can't get mad at them: you trained them! How often do you debrief your salespeople's calls? Do you give them a standard list of strong questions you are going to ask them when they get back to the office? It doesn't mean you can't ask additional questions, but your salespeople should be prepared to give you honest answers to those questions on the standard list. A good debrief is systematic. If not, then you're reinventing the wheel, every single day for every single salesperson.
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Vince Keller, Keller Group (a holding company of many southeastern US businesses), President/Owner, Knoxville, TN