Author: Rory Vaden
THE STRUGGLE OF ALL SALESPEOPLE, UNDERSTANDING THE MONEY VALUE Here’s what you should know about salespeople, and really people in general. They don’t struggle with time management, they struggle with self-management. You can’t manage time, time ticks whether we want to or not. Here’s why we struggle with self-management In the absence of a clearly […]
THE STRUGGLE OF ALL SALESPEOPLE, UNDERSTANDING THE MONEY VALUE
Here’s what you should know about salespeople, and really people in general.
They don’t struggle with time management, they struggle with self-management.
You can’t manage time, time ticks whether we want to or not.
Here’s why we struggle with self-management
In the absence of a clearly defined plan, we become strangely loyal to performing daily acts.
This is what we call creative avoidance.
What is creative avoidance?
Creative avoidance is masking distractions as productivity.
We’re creating something for ourselves to do so we can make ourselves feel like we’re being productive.
But what we’re doing is creating it as a defense mechanism to avoid doing this other task.
We have to absolve ourselves of creative avoidance.
So just to be clear, the number one reason salespeople fail, is not a lack of skill, but a lack of focus on money value.
That’s the number one reason why personal brands fail.
Everybody in the world has an hourly rate of pay.
The money value of time is not the same as the time value of money.
Time value money is saying what is the worth of $1 invested today a couple of years ahead?
The money value of time is different.
Take your total income for the year and divide it by the number of hours you work.
That is your hourly rate of pay.
That is your MVOT.
Why is this important?
Once it becomes clear what your MVOT is, you won’t waste time.
If someone was standing next to you giving you money for every minute you spend on a sales call you wouldn’t stop making calls.
One technique that will help your team have a better attitude, is to teach them to think in terms of being paid for their activity and not for their results.
You have to create a culture where your salespeople realize that they always eventually get paid for the work they put in but not necessarily right away.
They need to know this so they don’t become discouraged.
Part of what you’re doing as a sales manager is not only managing processes, but you’re also managing emotions.
The vast majority of salespeople will become masters at finding things for themselves to do as a justification for not doing the things they know they should.
Here’s what salespeople do.
They show up for the call and if they buy then great, but if they don’t show up on the call, “I don’t have time to be tracking them down.”
“If they didn’t buy on the call, I don’t have time to be tracking them down.”
They sure as heck have time, but they will create a thousand other things to do other than doing that.
They have to be managed.
That doesn’t mean you’re yelling at them, claiming they’re lazy or questioning their intelligence.
All it means is that you’re drawing their attention to the fact that there is a pool of people sitting in this pipeline stage that they need to call.
At that point, they’ll realize that they do need to call them and that it’s a super high priority.
So, the key takeaway is to not manage your team by being mean and condescending but to instill these values into the culture of your business and show them the reasoning behind it for money value.
Contact Us at WeSpeak Global and follow us on Twitter
Author Profile
Video
The articles, video and images embedded on these pages are from various speakers and talent.
These remain the property of its owner and are not affiliated with or endorsed by WeSpeak Global.
Sharing a grand vision is important, but often employees want to know they’re being led by someone who also has two feet firmly on the ground with BEER AND BASEBALL Many years back, I sat in an audience, watching my CEO hitch up his pants in between sentences, sip from his water, and mumble about […]
Growing threat of cybercrime? Not only to individuals but also to businesses of all shapes and sizes, across all sectors and industries. During the pandemic, incidents of cybercrime increased by an astounding 600 per cent. This makes cybercrime the fastest-growing crime in the world and companies and individuals are faced with more cyberattacks than ever […]
With COVID-19 impacting so hugely on us globally and most of us practicing social distancing with A sanity toolkit, the main psychological challenge that many of us face is anxiety. This might include worries about what will happen next in our own worlds and in the world at large, worries about our health or the […]
The role of Leadership in a crisis, Leading through and out of a crisis is not easy. The uncertainty a crisis brings can leave people feeling disorientated, overwhelmed and unable to act. Intentional leadership is key in these times and those leaders who are able to slow down, step back and challenge their perspectives and exercise […]
The Status Quo of Crisis Preparedness Puts You at a Disadvantage—and It’s Time For That To Change. Over the last couple of years, I’ve found myself increasingly frustrated with my industry, the crisis management profession. To put my frustration simply, the status quo of crisis preparedness and crisis management no longer suffices and, as a […]
Successful women in leadership roles manage their Personal Branding Benefits on a daily basis; and they started focusing on creating theirs early-on in their careers. Why do they focus on Personal Branding? And why has it become such a hot topic in the workforce today? Smart women in business understand the basic concept that every […]
The most common question I am asked when I identify myself as a mountaineer is “Why take on a challenge?” From my education as a life coach, I’ve learnt that the neurology (the brain) doesn’t like the question “Why” very much – in fact the neurological reaction is to defend, justify or shut down. This […]
Boost Your Optimism and have Positive affirmations for anxiety are often used to reinforce positive thinking among people, especially during times of stress. These positive statements help us manage our anxiety levels to live a daily life without having to worry about anxiety and depression ruining our usual daily routine. It can really be tough to […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
