product knowledge

Why Product Knowledge May Not Equal Sales Success

by Chris Lott / 12745 Views / 25 Comments 

For most of my career I have been involved in technical product sales. This is an ever changing market with some serious training challenges. Train a sales staff on a product today to only have that product change drastically next month and your efforts negated.

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Bored

Too Much Training

by Chris Lott / 4425 Views / 2 Comments 

Their eyes were rolling and yawns appearing. They were bored. I was getting impatient and could not understand why they weren’t grasping the “pearls” that I was presenting. Their answers were off point and my responses became short and edgy. Each training had less and less impact. Have you been there? Are you there now?

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bad review

Performance Reviews Are a Mistake

by Chris Lott / 471 Views / Leave a Comment 

You receive an email from your direct manager that you’re up for a annual appraisal of your work. Heart stops, anxiety sets in. The dreaded day comes and the review begins. You soon realize that any disagreement with what is being said is futile no matter how empathetic the manager sounds. Survival mode ensues and a “I just want to get through it” mentality takes over. Sound familiar?

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nice manager

Is Nice a Manager Character Flaw?

by Chris Lott / 354 Views / Leave a Comment 

The last time I searched and interviewed for a job I had an interesting experience. In one particular instance the interviews had gone well with the hiring manager hinting to me that it was mine. “When you come aboard Chris, we will need to…“. My inside sources were telling me I had nailed the job as well. At the 11th hour, however, everything went silent. After pushing for information I received the “dear John” letter that I had not received the position. How could this happen?

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Presenting

How to Present a Sales Plan or Playbook

by Chris Lott / 356 Views / Leave a Comment 

I had passed out the blank sales plans and gave my sales team some basic instructions with a completion date. So far so good. Yeah… not really.

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foul

Motivation through Profanity

by Chris Lott / 2699 Views / 3 Comments 

Isn’t cursing by a manager, CEO, employee, or even a small business owner simply showing that they’re passionate about their work? That the use of foul language enforces needed emphasis and motivation to others? Many think so… What do you think?

How did you feel when in a meeting, in a one on one, or just overhearing a supervisor using foul language to drive a point home? Did it really do that?

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cyber bully

Entitlement – A Business Cancer

by Chris Lott / 658 Views / Leave a Comment 

I really get frustrated over this. They get hired… great looking, educated, and all the potential in the world. Then they start in with the “what’s in it for me” attitude. Everything is about them. There’s no “big picture”. Very little appreciation for others in general and definitely not what anyone has done for them. They critique, critique, critique, and really don’t add any new ideas. I’m not a self-centered sales manager but they make me want to be. Let me give you an example.

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salute

Company Loyalty

by Chris Lott / 684 Views / 4 Comments 

Watching a movie with my son the other night the main character announced that his company had “never fired anyone”. He went on to explain that “because of this they had loyal hard workers as they were secure in their positions and future”. While this is obvious fiction it does make one wonder. Where does loyalty really come from?

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Drive

What Does it Mean to be Driven?

by Chris Lott / 6606 Views / 1 Comment 

What does it mean to be driven? To have drive? Is it important to sales success? Where does it come from? Can it be taught? One of the hardest challenges as a sales manager is hiring great talent. Even after multiple interviews, sales evaluation exams, and impeccable references contacted a less than hire can still happen. What makes them less than? I can sum this up in one word, Drive.

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Management

Manage Your Management Team

by Chris Lott / 6316 Views / Leave a Comment 

What does it take to manage other managers? How can you make sure they perform to their potential? Are they truly a management “team”? Lets look at some powerful ideas on how to lead and motivate your managers.

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Good Lead

Business to Business Sales Lead Appreciation

by Chris Lott / 8224 Views / 4 Comments 

Over the years I would bust my behind with lead generators, network meetings, relationship building, lunches, Starbucks, etc. to get a qualified lead for my sales team. “Keep me in the loop” is the only prerequisite I ask in order for them to receive this lead. Simple right?

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Fired

Do You Know How to Fire Someone? Really?

by Chris Lott / 8742 Views / 8 Comments 

One of my top sales people had been missing for a couple of days and hadn’t called in sick. I called his home and cell with no luck. Around the third day his dad called and wanted to talk to me. This was kind of odd but I accepted and we met. He told me his son had prostate cancer and didn’t want anyone to know. Of course I was concerned and advised him to have his son take all the time off needed just keep in touch periodically. He agreed. Unfortunately, about two weeks later, I found out he was working for our competition.

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