I love steak, and even as I flirt with the idea of a vegetarian lifestyle, I can only rationalize at this point making a reduction in my beef intake, not a total elimination from my diet. It is befitting that my recent experience at Shula’s Steakhouse serves as the feature of my commentary.
In sales, you can use any word or series of words to describe what it takes to get a commitment and close the sale. Personally, I believe it all circles back to influence. In some people’s minds, the word “influence” stirs up negative thoughts, as does the word “control,” but I’m not sure why.
It is a manager’s favorite line: “We need to just get back to basics.” While there is certainly something to be said about the benefits of mastering the basics, it is definitely not where we should be making our living in today’s economy.
The coaching and development of sales staff always sounds like the right thing to do, but very rarely is it done consistently and, more importantly, properly. Many times, we assume the best person for the job is the one with a manager’s title.
By the title of this column, you might assume that my message is directed at sales professionals, but it isn’t. What I want to do is drive home that message to those of you in decision making roles, those of you in control of the information that flows to the employees on the front lines of your organization.