Tag Archives: sales management

Signs Your Sales Rep is a Moron

Some sales-centric publications claim that 65% of sales people do not belong in sales. As a sales manager you wonder at times if that number is a tad low. However, as a service to our readers, we’ve put this quick reference list together to help you spot those 65%’ers in your organization.

Signs Your Sales Rep is a Moron

  • They talk more than anyone else
  • They try to create some remote, third-party connection with prospects. For example “Yeah, my cousin did time in your state. So we are like family.”
  • They claim that your solution can do everything, just name it. For example. “You want an open, yet proprietary architecture that will randomly reset the credentials in your enterprise single sign on layer? Oh heck, no problem.”
  • They know nothing about the prospect, their business model, or even the city in which the prospect is located, but pretend they do. For example “Valdosta, GA? Oh yeah, that’s where they grow those onions. It’s like a second home to me.” (Vidalia, GA grows the onions)
  • Their presentation is focused on the history of the company, the great things about the products and services, yet says nothing about how they will help the prospect or why really anyone should do business with your company. For example “Now that we are done with our three hour overview of our products for DOS, let’s talk pricing”
  • They won’t get off the phone even though the prospect has given valid reasons to support the claim that they are not interested. For example “Ok, I know that your bank really doesn’t do anything with South American Derivates, but can you at least watch our demo?
  • They trash the competition, a lot. For example “I’m not saying that your current vendor likes to skin the pelts off puppies, but have you ever seen a puppy around their offices?”
  • They start a blog for sales stories

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October 23, 2012 · 7:05 pm

Signs Your Sales Leader is a Total Schmuck

One of those facts that you don’t really find in the 1000s of business books out there is that a Schmuck Vice President (SVP) in the wrong position can dramatically reduce the effectiveness of any organization, especially the sales team.

In working with members of the blog, we came up with a list of traits that have defined some of the schmuckier executives with whom we have had the experiencing of interacting.

10. Could eat corn on the cob through a barbed wire fence
Our first SVP had the bad fortune of having some of the worst dental work in recorded history. In addition to gross incompetence, this VP was characterized by an overbite that would have surely landed him a gig as an attraction in a low-budget fair and/or carnival.

Before you go and get all “peace on Earth and good will to all who resemble Howdy Doody” remember that a bad overbite can be fixed. If you are going to be an effective sales professional you need to have a physical appearance that merits a better reaction than “holy crap, I better go floss”.

9. Drives the same car you did in college, when you were broke
You are responsible for driving millions of dollars of revenue for an enterprise software company. You are in the big leagues with competitors like IBM, Microsoft, etc… You have a team of 30+ hungry sales professionals all eager to go out and take over the world….and you show up for work driving an Accord with cloth seats that you bought in the Bush (I) administration.

8. Has worked for your competitors, all of them, with an average tenure of 4 months
The schmuck factor here is not really focused on the schmuck himself but the uber-schmuck who hired him. “But he has industry experience” was the reasoning we heard from mahogany row with this winner was hired. Shockingly his tenure with us lasted…..about 4 months.

7. First day, suggests outsourcing the whole company to India
Ok maybe not the first day, but new SVP, starts talking aloud about how our East Coast-based inside sales team would be more effective based in the mid-west, maybe Colorado. In fact he has a friend who owns a telemarketing service out there, he’ll setup a meeting. Fun part was that he shared this information publicly with all of those whose jobs would be eliminated if the move where to happen, in his first few days on the job. Thank goodness he only last 4 months.
6. Supposed to have a killer Rolodex, can’t use email
How many newly hired executives have come on board with the claim of a personal network that, with a few well-placed phone calls, will generate millions in new revenue?

When your comp plan is about 20% below market and one of these “Power Networkers” shows up for an interview, go light up the schmuck signal.

5. Second day on job, promises raises to entire staff

What’s the saying? If you have to inform people of your level of importance, most likely it isn’t that high. How many new SVPs have come on board with promises like “oh yeah, you are underpaid I’m going to the Board tonight and I will fight for you”. Only to have #4 happen.

4. Third day, retracts said raises from entire staff
“Ummm, yeah, hey while I think you are great, the board told me no. By the way, can you give me a lift? My accord is in the shop.”

3. In contract negotiations with prospective clients, praises “partnership” of the two companies, offers a 2% discount if the contracts can be signed and teleported to HQ via star trek technology.
“I know that we are 20% more expensive than our brand name competitor, but we can get you an ACME t-shirt for you and 2 members of your team. But only if you agree to pay for the shipping on the t-shirts”

2. After repeated pleas from Sales Director “For the love of god, do not call the prospect’s purchasing department”, calls prospect’s purchasing department, gets purchase order pulled out system, forcing 6 month delay on purchase.
If you have ever sold to the government you know that the GSA purchasing doesn’t give a damn about your quarterly number.

1. Did not negotiate personal compensation plan.
If you are interviewing prospective candidates for an executive sales position, and they do not negotiate at all…….please throw the schmuck flag.

Do you know a schmuck? If so email us at Sales.Wars@gmail.com , and together we can find a cure for this dreadful, executive condition.

Bonus

Last week of the month/quarter/year walks around the office proclaiming “I will have that guy’s (the prospect’s) job if he doesn’t get that P.O. in by the end of the month

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Filed under Business Humor, Great Sales Sins, Leadership, Management, Schmuck Factor