Business managers, business leaders, and entrepreneurs offer all kinds of advice to sales managers and salespeople as to how they might improve sales results. It can be difficult to listen to advice about selling from those who have never carried the bag. The recommendations are often naïve and often ignore the realities and constraints the sales force is forced to confront. If it were easy to sell more or sell faster, your life would be as easy as the non-salesperson’s advice makes it sound.You can react to advice from civilians by being defensive, insulted, or hostile. It’s easy to ignore the suggestions from civilians without the experience base from which to offer the advice they offer. Or you could make a healthier choice and spend the time educating the inexperienced as to your real challenges.Here’s how to deal with advice about sales from civilians.Help Them UnderstandThe primary reason non-salespeople so easily dole out sales advice is because they are unaware of the real challenges we face in sales.When non-salespeople suggest that sales should be closing faster, you need to spend time educating people on your sales process, your client’s buying cycle times, and the velocity of the deals in your pipeline. The business’s need for fast sales doesn’t allow you to violate the natural laws of the sales process or buying cycle. You have to educate non-salespeople on sales cycle times so they understand what options are available when it comes to increasing speed.When civilians suggest that sales people should be closing more business, you educate them the limitations of the sales force. Increasing quotas doesn’t do anything to improve territory coverage or the sales force’s effectiveness. You have to spend time working to help your non-salespeople team members understand what is possible and what isn’t possible.Probably the hardest advice to take from civilians is advice about deal strategy. It’s hard to accept advice about how to move a deal forward from people who have never met your dream client contacts, who weren’t there through the discovery process, who don’t really understand your competitive position, and who don’t have to actually do the work of winning of the deal. You have to help the civilians on your team to understand what it will really take to win your dream client.You help yourself and you help your team when you educate the non-salespeople on your team on the realities, the challenges, and the constraints. This sets you up to do what comes next.Ask for the Resources You NeedYou don’t do yourself or your company any favors by avoiding the battle for resources. Your job is to give the company what it needs in the way of sales results, and to do that you have to ask for the resources you need.You may need to make investments that reduce your sales cycle time. You may need to make investments in a larger sales force to produce the sales results that your company needs from you. You may also need changes or modifications to what you do to serve your dream clients in order to win deals.Asking for what you really need is likely to run smack into a discussion over resources. But often that is exactly the discussion that needs to be had.Sometimes producing results means that you have to put as much energy into selling inside as you do outside. You are more likely to get what you need from the organization if you have spent the time building their understanding of what is needed and why.Engage Them in the Sales ProcessKeeping the civilians away from the sales process is a mistake. The more deeply you engage the entire organization in the realities of selling, the better results you will produce. Selling is a team sport.Instead of keeping non-selling senior management away from the sale process, ask them to engage in the process. Let them join pipeline review and opportunity review meetings. Let them understand what is being done, the challenges, and the opportunities. If you want them to see the world from your viewpoint, invite them to sit on your side of the table and show it to them. Let them feel it.Instead of keeping them away from your dream clients, ask them to join you in sales calls with your dream clients so that they get to see and feel what it’s like to work on big deal. Do some relationship mapping and send the high-level civilians from your company to call on the high-level management team from your dream client. These is work that they can do that makes a difference, and they are normally happy to do it.It’s amazing how much more you can get done and how much faster you can get it done when your whole team is engaged in the deal. They look at your role and they look at deals very differently when they have skin in the game.As a final note, go into this endeavor knowing things aren’t any easier for non-salespeople. Respect their challenges like you want them to respect yours.QuestionsWhy is it so difficult to take sales advice from non-salespeople?Are you ever guilty of telling your non-selling peers how they should do their job?How can you educate your civilian peers on what you need to produce better results?How can you help them understand more about what you need?What actions can you engage management in to help you win your dream client? Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now
Don’t miss out on the latest news and information. BaliPure ties Pocari at 1-1 LATEST STORIES Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games MOST READ “My tito has the car and they’re fixing it. They should have it settled by tonight,” she said.Sports Related Videospowered by AdSparcRead Next “She was driving and she bumped a car. She was with Grethcel and my players in San Sebastian. That’s why they were late because of the traffic. Thankfully, the battle for third went to a fourth set and they were able to make it here,” said Gorayeb in Filipino.Malabanan was with Grethcel Soltones, Iris Oliveros, and Alyssa Eroa when the accident occurred. She asked her teammates leave her so they could make it to the venue.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSMalditas save PH from shutout“We didn’t know what to do. We were freaking out. But I told them to go ahead and they just took a Grab and I just stayed with the car,” said Malabanan.Though the FEU hitter came it late for the game, the minor distraction didn’t really change the outcome for the Water Defenders as they extended the series to a deciding Game 3 with a tough five-set triumph, 25-15, 26-24, 24-26, 24-26, 15-13. World’s 50 Best Restaurants launches new drinking and dining guide 1 dead in Cavite blast, fire Heart Evangelista admits she’s pregnant… with chicken Photo by Tristan Tamayo/INQUIRER.netBali Pure coach Roger Gorayeb almost didn’t have a number of players for Game 2 of the 2017 Premier Volleyball League Reinforced Conference women’s division on Tuesday.The multi-titled mentor bared that the vehicle driven by Jerrili Malabanan figured in a minor accident in EDSA on her way to the Philsports Arena in Pasig.ADVERTISEMENT Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ Heart Evangelista admits she’s pregnant… with chicken What ‘missteps’? Lacson: SEA Games fund put in foundation like ‘Napoles case’ Soltones took over in the fifth set and dropped 11 points, while Malabanan herself made her mark with 10 in the victory.“Jerilli’s mind was on another place. That’s why I didn’t put her on our first six. But thankfully, she recovered for us,” said Gorayeb.The Fil-Am spiker said that all the hassle she went through was all worth it thanks to the conquest.“It was a crazy day; getting into that accident and playing in that game. But it was all worth it,” she said.As for her car, Malabanan said that everything was settled thanks to a little help from his uncle.ADVERTISEMENT WATCH: Firefighters rescue baby seal found in parking garage View comments
Church, environmentalists ask DENR to revoke ECC of Quezon province coal plant Trump strips away truth with hunky topless photo tweet Rachel Ann Daquis. Photo by Tristan Tamayo/INQUIRER.netWith her lean 5-foot-10 frame, flawless skin and winsome smile, Rachel Anne Daquis easily catches everyone’s attention. The highly popular open spiker for Cignal in the Philippine Superliga also happens to be a force on the hard court.A champion many times over with Far Eastern University in the UAAP, as well as with Philippine Army and Petron in volleyball’s commercial leagues, Daquis won the Most Valuable Player award in the 2015 PSL All Filipino Cup, which the Blaze Spikers won via 13-0 sweep.ADVERTISEMENT LATEST STORIES National Coffee Research Development and Extension Center brews the 2nd National Coffee Education Congress Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games View comments Yet, instead of moping, she stepped down from the national team and said she would take a “specialized training course” abroad to help her earn credentials as a future fitness guru.“It was a very difficult decision for me because I have always aspired to represent our country,” Daquis said in a statement. “I am very grateful that you (national coaches) have considered me to be included in the team lineup. But I feel that there are other more capable candidates who can contribute more effectively to the team given the other priorities in my life that I must consider.”That’s Daquis gracefully telling them: If you’re not giving me my rightful place in the grand ball, I’m skipping the party altogether.Sports Related Videospowered by AdSparcRead Next FEU Auditorium’s 70th year celebrated with FEU Theater Guild’s ‘The Dreamweavers’ Lacson: SEA Games fund put in foundation like ‘Napoles case’ Don’t miss out on the latest news and information. Hotel says PH coach apologized for ‘kikiam for breakfast’ claim Keeping up with Kobe That may explain the uproar in social media when she was relegated to the reserve list of the Philippine team that will see action in the Southeast Asian Games and the Asian Seniors tournament next month. After all, to paraphrase a classic line from the movie “Dirty Dancing,” “nobody puts Rachel in a corner.”For years, the 29-year-old Daquis painstakingly earned the tag “Face of Philippine volleyball.” During the Singapore SEA Games two years ago, giant posters bearing her image—she was an endorser for a top sports manufacturing company— adorned big malls around the Lion City’s OCBC Arena.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSWin or don’t eat: the Philippines’ poverty-driven, world-beating pool starsDaquis has represented the country in international tournaments since 2011 and was part of the pioneering PSL-Manila squad that played in the FIVB World Clubs Championships in 2016.Fast-forward to last May’s AVC Asian Club Championship in Kazakhstan, where Daquis served as team captain of Philippine representative Rebisco-PSL and played the part well. She was on top of everything, from the team’s airport check-ins, to the daily bus rides, to the team bull sessions. Ethel Booba on hotel’s clarification that ‘kikiam’ is ‘chicken sausage’: ‘Kung di pa pansinin, baka isipin nila ok lang’ El Nido residents told to vacate beach homes MOST READ Over breakfast at Shiny River Hotel in Ust-Kamenogorsk, head coach Francis Vicente, worried sick by the bashing the national team was receiving in social media, tried to lighten the mood of the girls. After five matches in five days the team still could not buy a win against stronger clubs.“Hey, girls, have you said hello to your bashers this morning?” Vicente asked his players.Daquis offered a reply for the team in Filipino: “No coach. We have stopped checking [our social media accounts]. All we know is that we’re all very pretty!”Her remark brought the house down and conveyed the correct attitude the team, including Vicente himself, took to ward off online critics.So after Daquis was unceremoniously cut from the national team’s final roster by the coaching staff, supposedly in favor of younger and stronger open hitters, the news stunned her legions of fans, probably more than Daquis herself.ADVERTISEMENT
Vincent Kompany’s first goal in 20 injury-ravaged months helped Manchester City to a 3-0 win at Southampton on Saturday, lifting the team to third in the Premier League.Kompany marked his latest return to the City defense by heading a 55th-minute opener before Leroy Sane and Sergio Aguero also contributed goals.”It’s always a long journey back,” Kompany told BT Sport television. “I would like to have been injured less in my career but every single time I put in the hard work I don’t really complain too much about what’s happening to me and I just carry on.”When this happens (scoring), I feel I am giving something back to the fans. I feel like I’m finally giving something back to the team as well.”City wrapped up the win with two goals in three minutes.David Silva sent Kevin De Bruyne through and the midfielder squared for Sane to sweep past Forster for his ninth goal of the season in the 77th minute. Then De Bruyne chipped the ball into the Southampton six-yard box where Aguero headed in at the far post as City eased to a second successive win.The 2012 and 2014 champions are looking to lock down a return to the Champions League and Pep Guardiola’s side moved a point ahead of Liverpool, which occupies the fourth qualification spot. Everton and Manchester United are six points further back.