I could see if happening from afar. The young sales woman was making her rounds. I knew that she was new to the sales world and had received direction from her sales manager -- a uneducated sales manager.
Picture this, the young sales person approached each and every person with her business card extended, like a ticket to get on the ride. Every person got the same treatment. She asked for their card, too. I'm sure her instructions were to pass out as many cards as possible and to gain as many in return. As I observed her, she didn't stop to talk with anyone. Her goal was in numbers -- the largest amount of cards to give away and to take back to the office. But you and I know that her manager is training her for failure. None of those people will remember her when she uses her time to make call backs the following day. She was just a blur to them, not memorable at all.
So sales managers of the world, please do me a favor!
Please ask your sales people to have a conversation with 3-4 people. They can ask them what they do, what they like about their job, types of clients they are looking for or even what brought them to the networking event. At the end of that short conversation, she can make a decision as to whether she wants or needs their business card. And for the ones that count she can make an appointment right there at the event.
What training have you received from a sales manager, good or bad?
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