Does this common sales management killer hinder you as well ...

When the concept of a ?virtual office? or a ?paperless office? was all the corporate world could think about, for many of us, the concept seemed really attractive. Everything was to be done and stored in pcs. You can do everything with the flick of switch, the click of a mouse. You wouldn?t even need to talk to your co-workers any more.

In 2007, a study showed that by the year 2009, 41% of the time employees spend at work will be used for replying to emails.

Forty-one percent! In case you haven?t noticed, that is quite a large number. And yet who can blame anyone? E-mails are quick and easy to use. It?s no wonder that people in the office would rather just send emails rather than have to talk with anyone face-to-face.

That is the issue. Sending emails is more secure, far easier, and to a sales person, it?s so ineffective.

Here, we tackle the problem of personal relationship versus the convenience from technology. For instance, it is extremely difficult to establish trust among sales manager and sales rep if their only point of communication is through their own Blackberry phones.

No amount of e- messaging is going to take the place of the closeness and familiarity of actual human contact ? this really is essential especially for sales reps.

A good leader ?gets in their grill?, (as one of my past bosses used to say). And as the sales manager, you need to get in your reps grill. Speak to your sales people, you can ask their own thoughts, consider their point-of-view. Contact them and offer to help them on their own jobs every once in awhile. When I say talk to them, I mean talk to them. Keep that Blackberry phone in your pocket, and walk to their own work stations or even go out in the field along with them and see what?s actually going on using actual human contact.

It?s so simple, and it?s far more effective as compared to writing a one-liner e-mail on Outlook.

Forget about the blackberry mobile phones stuff. Build a two-way relationship together with your sales reps.

To get even more helpful information on sales management training, visit our site all about sales management training.

Source: http://www.businesslistingnow.com/blog/does-this-common-sales-management-killer-hinder-you-as-well/

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