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.
I first met Julie Faupel during a week-long personal growth retreat and learnt how to get Closer to Your Customer. The retreat required a total digital detox and abstinence of any conversation related to career, work or business. Julie and I became fast friends and for me personally, the retreat experience was transformational. Fortunately, the […]
What do you do if you hate your job? You have three options: you can stay and suffer, you can look for a new job, or you can change the way you view your work. The best choice is to focus on yourself and what makes you happy. This way, even if you’re still at […]
Over the last year as You Want to Be an Authentic Leader, you’ve worn countless sweatshirts on Zoom calls, taken meetings while walking, and even brought Fido, your adorable Shih Tzu, into a few calls. Well done. However, and I hate to break it to you, that doesn’t necessarily make you an “authentic leader”. The […]
Easter is obviously when Christians celebrate a miracle that is central to our faith and The Importance of Belief. We are also in the seasons of Ramadan and Passover. Although my work here is never intended to be about any particular set of spiritual beliefs, it struck me when thinking about these observances that […]
Whenever I speak about my entrepreneurial journey on Digital Inclusion, I often start by stating that I’m from Terry, MS. The big city of Terry with a population of a little over one thousand residents and only stop signs, no stoplights. I open with that statement because I want anyone reading or hearing about my […]
My South Africa was not supposed to be a hit. Ingrid Jones contacted me late on a Sunday night to explain the concept and to urge me to do a ‘quick one’ for an inflight magazine. I did the piece in less than an hour and went to sleep. Next thing I heard was that […]
Speakers in the virtual space during this pandemic we have heard the word pivot frequently. And now it’s typical to hear phrases like “all Zoomed out”. In the world of events and training we are seeing a mixture of virtual, hybrid and face to face. No one expected this pandemic. While we continue to navigate […]
I have heard I’m not really a water-person statement so many times. But what does it really mean? You come from water, you drink water, and it turns out – water knows you very well whether or not you want to be part of the relationship. We are all water people, you might just not […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
