Does Your Sales Mindset Matter to the Other?

AEs, AMs, and Sales Managers from my network answered that question during the last two weeks:

What are the best next actions to close/start the year??

Amazingly, the answers were?more mis-aligned with the question than I thought. The following cases are?actual?conversations we had about sales mis-behaving:

You talk about a fair deal...but you double your margins on a product that bugs to win maximum commissions and delegate the problems to the AM/CSM team:

• Prospect: that isn't good. I've been screwed on value!
• Sales: I got a?nice?commission?check.

You reassure your prospect/client of your intentions but don't put them in a position to succeed because you're interested in your own:

• Prospect: we've really tried to onboard well to get the desired ROI, but?can't?contact?sales?and feel lost; what's going on?
• Sales: they are ok. I've sold them. ?Client?happiness and success is not my job.

You're looking for an internal promotion but are in the final stages of recruitment at another company.

• Management: we will secure the territories thanks to this salesperson. He'll be a great manager.
• Sales: ciao guys, I'm taking?a job as a director elsewhere!

You tell your team you support them, but you're busy managing your internal promotion.

• Team: I am trying to understand why I won't get a raise this year. I've done so well...?
• Sales: I'm?becoming?a Global Account?Manager. Goodbye, Account Executives.

Guess what happens?behind the scenes: AEs, AMs, and their manager have an agenda! But...is every one of them aligned, internally or with their client?

• How does it affect salespeople's performance, results, and income?
• What are the best next actions to close-start the year and realign with sales rockstars practices?
• How do you align with clients, prospects, management, or salespeople to improve their lives and yours?
• "What is the one thing that you would like to get better at now for 2023?"

If you want to go further, check the original post from Rick Roberge.

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