13 Protecting the Sales Force Flashcards
What is the purpose of creating a protective bubble around the sales force?
To keep them from being dragged into work that isn’t sales-related.
What are the two categories of salespeople that encounter non-sales tasks?
- Skilled problem-solvers
- Willing procrastinators
What is the primary function of a salesperson according to the text?
Creating and winning opportunities.
What should a salesperson do when they receive a client call about a missing shipment?
Inform the client they will contact the operations team.
What is the first step a salesperson should take when a client has an issue?
Take the call and acknowledge the client’s problem.
What is the risk of a salesperson retyping or editing an invoice?
It’s a waste of time and may interfere with accounts receivable duties.
Why should salespeople avoid doing work that belongs to other departments?
It demotes them from a trusted peer to something less.
What happens when a salesperson is allowed to perform non-sales tasks?
They lower their stature and damage their relationship with clients.
What should a sales leader do when a salesperson is taken for non-sales tasks?
Request a replacement to handle their sales responsibilities.
What is the term used to describe when salespeople abandon their assigned roles?
Stepping to the left.
What is the consequence of salespeople acting like account managers?
They may neglect their primary sales duties.
What should sales leaders do during a shift in company priorities?
Argue for a grace period to close existing deals.
What is a common misconception held by non-salespeople about sales?
They believe they know better how salespeople should sell.
Fill in the blank: A lead is nothing more than a _______.
name, a phone number, and an email address.
What is the difference between a prospect and an opportunity?
A prospect may benefit from what you sell; an opportunity is engaged in a conversation around change.
What should salespeople maintain to avoid being sidetracked by non-sales tasks?
Role clarity.
True or False: Salespeople should take on operational tasks to help clients.
False.
What is the potential outcome of allowing a salesperson to do work outside their role?
Decreased net new revenue.
What is one way to protect salespeople from being poached for non-sales work?
Communicate the need for their role to be filled by someone else.
What does the term ‘pipeline whiplash’ refer to?
The disruption caused by shifting priorities that affect deal closures.
What should sales leaders fight for when new products are launched?
The chance to close existing deals.
What is a key indicator of a salesperson’s effectiveness?
Their ability to remain a peer and authority to the client.
What is a lead?
A lead is nothing more than a name, a phone number, and an email address.
What distinguishes a prospect from a lead?
A prospect is someone who may benefit from what you sell.
