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What you must do is guard them from as much corporate “spam” as you can by precisely filtering which of them you need to do the bare minimum on and [link widoczny dla zalogowanych] also which of them you totally support.
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Either by e-mail, voicemail or business call, I would be willing to speculate that “initiatives” of all kinds come at you and your salespeople at all times.
Nonetheless, if there’s a new initiative that could possibly enable them to for selling more effectively, then become an advocate for that initiative in spades. By being picky on what programs you completely support, your salespeople will consistently follow your lead on the important ones, while lessening the impact with the not-so-important ones.
Think of your own self as your sales team’s “spam [link widoczny dla zalogowanych] filter” – protecting these people from any unnecessary corporate and business spam while ensuring they concentrate their attention and time on SELLING.
Be exceedingly discriminating regarding [link widoczny dla zalogowanych] which corporate ventures you support, always being conscious of what is in it for your salespeople. [link widoczny dla zalogowanych] Your selectivity about which ones you are standing behind will be noticed. When the program could possibly help them either to be more successful or make them more cash, and you have developed a pattern of selectivity in your advocacy for different programs, then when you finally do endorse a program with vigor, your sales reps will fall in line behind you with your [link widoczny dla zalogowanych] advocacy.
So [link widoczny dla zalogowanych] what do you do in response?
For all those initiatives you might mark as spam that [link widoczny dla zalogowanych] you think add minimal value, do everything you can to recommend these initiatives with the bare minimum of effort, while at the same time reaching the company goals. Bear in mind that with this method, many initiatives may hardly ever make it to your sales reps from your filtering. This is okay, [link widoczny dla zalogowanych] considering [link widoczny dla zalogowanych] your primary job after all, is [link widoczny dla zalogowanych] to help them to generate exceptional sales results. The fascinating part of this idea is that when they uncover that you filter initiatives for them, the more indebted to you they [link widoczny dla zalogowanych] become.
Don’t you simply love all of those worthless “corporate initiatives” which gets hurled to you every single day?
Should you follow them all, you risk losing your sales team’s faith and also risk losing them
When filtering what reaches them, you send a subtle yet helpful [link widoczny dla zalogowanych] message to them that you are doing everything you can to make an atmosphere with the unremitting focus on selling. They will realize that you, as their supervisor, are resistant to getting distracted by the various programs that fulfill a few upper level executives’ ego due to several idea he learned at Harvard Business School.
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