The Leadership Japan Series By Dale Carnegie Training Japan

“Hey, it’s a jungle out there”. A brilliant meeting followed by a woeful meeting; the emotional roller-coaster world of sales.You’re up and down within minutes, depending on the client’s interest and reaction. You’re always too early or too late for the business chance. The client is never on your timetable, especially your schedule around meeting the month’s quota. So how do we keep salespeople motivated to push through and produce the needed results? Managing salespeople requires time-usage perspective. Break the team composition down to some key segments; the star, the non-performer, the new or developing, and the plateaued employee. Our natural instinct is to spend a disproportionate amount of our time on “fixing” non-performers. Stop doing this! Instead, spend only 10% of your time on it and give them clear guidelines, firm activity targets, lots of encouragement and sell them hope.Tell them they can do it but let them do it—don’t do it for them. Send them to training to get the required skills. The pla