Bad Salesman! April 15, 2009Posted by Chuck Musciano in Leadership.
Tags: Leadership, Relationships, Sales
I get a lot of cold sales calls. I can only take a few, and most get either redirected or ignored. I know that sounds harsh, but that is the reality. My people get a lot of sales calls. They can only take a few, and most get ignored. I know that sounds harsh, but that is the reality.
If you are a salesperson, and you are cold-calling me or my team, and we do not return your call, you have your answer. That may not be the most polite way of conveying the answer, but please, move on. We’re busy and you’re busy. Spend your time with a more lucrative customer.
I have tremendous respect for salespeople and how hard their job is. I really appreciate the great salespeople that partner with me and make me successful. I get really frustrated when a bad salesperson makes the rest of them look bad. Like the other day, for example.
Out of the blue, I get blind-copied on an email sent to my systems manager from some salesperson. In it, the salesperson is complaining about how my manager won’t make time for him, and how we could be saving so much money if only he would return the salesperson’s call. The inference, of course, is that my manager is negligent and that I need to step in and do something about it.
In reality, I am pleased to see that my manager has been ignoring an incompetent salesperson. He scores brownie points, and the salesperson (and their company) is banished from consideration by me for the rest of my career.
What kind of salesperson actually believes that this is an effective sales technique? Are they sitting back in their office, confident that this will break things loose on our end and result in a big sale? If so, they are sadly mistaken. When faced with a choice between some anonymous outside party and a member of my hardworking team, who do they think I am going to pick?
What kind of leader would take action based on this email? Clearly, someone must have at some point, to give all these bad salespeople some hope that this tactic would work. Let’s put it this way: those leaders are not making smart choices. Imagine how demoralizing it is for an employee to be taken to task by his boss based on an anonymous outside comment by a salesperson!
Salespeople who resort to this kind of tactic give all the good salespeople a bad name. Leaders who respond to it make the rest of the leaders look bad as well. Let all make good choices, no matter which side of the sales process you are on.