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.
Change Your Sleep, Change Your Life: Do you suffer from the inability to go to sleep? I have my entire life. Until lately things have finally begun to change, but it is a choice, as I’ve begun to make and keep simple promises that are making a huge difference. Change Your Sleep, Change Your Life […]
In other words, workers burned out by the “hustle culture” so recently prevalent have decided to either quit their jobs — or perhaps even more damaging to businesses — disengage themselves from where they are working. In a brilliant article in a recent edition of the Wall St. Journal, Lindsay Ellis and Angela Yang reveal that what we’ve […]
Be prepared for Remote Selling – How to Become A Technical Set Up Boss As any Boy Scout (or Girl Guide for that matter) knows, you should always be prepared – in fact that is the global motto for the Boy Scouts and one that I feel should be adopted by all business professionals as […]
Lizette Volkwyn is also one of only two certified PEI human lie detector in South Africa! Meet Lizette Volkwyn, an energetic, dynamic and focused South African who believes that all you have to do today is to be 1% better than yesterday. Lizette encourages individuals to strive for self-acceptance and to appreciate their self-worth. She […]
“How you see yourself determines what you see for yourself, Are You Externally or Internally Driven?.” Veli Ndaba – ‘The NeuroEngineer’ Self-esteem represents an overall evaluation of oneself – the extent to which one feels positively rather than negatively toward oneself – and views oneself as a person of value and worth. Contingent self-esteem is […]
‘Quick! The business is dying! Find me the humblest possible consultant to solve the problem!’ as Experts don’t disqualify themselves. Author Allen Weiss makes this tongue-in-cheek point in his book, ‘Million Dollar Maverick.’ And it’s a good one. As we strive to position ourselves as top-level experts in our industry, a demure and deferring persona […]
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 […]
How to: Stay approachable, are you as a manager? Here are 5 tips Many people think they are approachable, but only a few really are. We are aware of our positive thoughts and hope that they are visible to everyone. We believe we are approachable when, in truth, many of us come off as remote […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
