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Sales Training Course - Salespeople And Disorderly Conduct

Salespeople make everyone else in the company nuts. We seem, with few exceptions, to have a loathsome relationship with all things organizational. Be it territory planning or simply filling out expense reports. Everything is inconsequential to being with customers or prospects. Actually prospects are better than customers because it's new opportunity. Prospects are shiny and they spin, and therefore capture the wide-eyed attention of virtually every sales person I know.

Our paperwork is generally an incomplete dishevel, getting timely reports is like pulling teeth, notes and things-to-do lists are often scribbles upon paper scraps, and there exists a genuine belief that most non-order requests from management are a complete and utter waste of time. Salespeople are, in fact, like herding cats. For most folks in the organization, salespeople are the epicenters of frustration. And yet they disarm their detractors with an impish smile, oblivion to their ruckus and a charm no snake can resist.

The source of most frustration and the unanimous view of our disorderly conduct is generally our cavalier attitude toward the niggling details needed by virtually all other departments to conclude the business we ferreted out. Coupled with what appears to be a lovely life of endless fine dining, exotic trips, free cars and gas, and more spiffs than anyone in accounting would deem remotely necessary, really just compounds the frustration. We simply make everyone else nuts, as they continually pick-up after us.

All this seemingly disorganization is entrenched deep into our DNA string and despite repeated attempts to get us organized, strategic, and on the straight and narrow, we will inevitably continue to be in a semi-state of near organizational collapse.

But there must be a threshold of compliance on issues of both territorial organizational and planning needs, as well as other core related paper issues. It will bring a measure of harmony to the masses. We all know there are five million little jobs salespeople hate doing and because we hate them, it takes longer to do them.

We need to shift our motivation for these projects into something more in keeping with our DNA makeup. But How?

I was notorious for not doing my expense account, until I had been pestered about it to the point I could no longer put it off. And honestly, it's stupid because it's actually my own money I was spending and then the company would refund it, upon presentation of a completed and accurate expense report. In the company I worked for at the time, this was an issue between the company controller and myself. I'm guessing "The Doberman" finally got tired of chasing me for my reports, yes reports, I was three months behind, because my sales manager who was also the guy who owned the company slid a memo in my box saying if they weren't completed within five business days post month end, my expenses would not be paid. The "Doberman" had done, what I believe is referred to in the Harvard School of Business, as Finking on me.

Naturally, the gauntlet had been thrown. It was payback time and I was determined to teach the "Doberman" a lesson. What makes accountants nuts? Things that don't add up make accountants nuts. So I sat down and painstakingly completed three monthly expense reports, each cleverly shorted by $1.69. I knew the "Doberman' would need to find the discrepancy. Bwaaaa. It's in his nature.

Nothing was said and in due course I received my reimbursement. As each month closed, it became a personal challenge to figure out how to short myself $1.69 on the expense account. I began looking forward to the month end, and then gradually I began filling them out as I went along. As the months passed, the excitement of keeping this going drove me to ensure every minute detail would be exceptionally placed upon the report. I knew he would be looking for me to make any mistake.

Never a word was spoken between us, but it was clear through glances it was "game-on". And we both loved it. He liked the challenge of trying to find the buck sixty nine and I loved trying to hide it. When I left the company a year or so later, the "Doberman" gave me a card that said-"I'm going to Miss You This Much"! And inside was taped $1.69 in coins.

The many tasks that we resist doing in the sales world are cornerstones for everyone else. And in truth, we are going to have to do them anyway, so why not use the creative juices cursing through us to find a more compatible reason for their accomplishment. Sure it's a mind trick, or some inner contest we set up for ourselves, but it makes the task far more pleasurable for us. And just maybe, it will begin to erode that view from the bleachers we are disorderly in our conduct.

Sharing this article will bring you good luck. OK, maybe not, but you'll feel better.

Source: Douglas Martin link

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