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.
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 […]
Lift as You Rise is Bonang Mohale’s book, published during his tenure as CEO of Business Leadership South Africa. He is a highly respected South African businessman, who is known as much for his patriotism and his active role in seeking to advance his country’s interests as for the leading role he has played in […]
10 Traits of a Great Teammate when I decided to start my business more than 10 years ago, I wasn’t entirely sure where it would take me. But I knew who I wanted to join me on the journey. Lynn Mandinec was my first friend at my first job out of college. We started our […]
As a seasoned frontline journalist and broadcaster, Mandy Wiener has a unique perspective on current affairs and A Country Worth Fighting For on how history unfolds in South Africa. Mandy has had a front row seat to the nine wasted years, the anatomy of the state capture project, the evisceration of state owned entities […]
Some companies perceive the concept of creating a “Personal Branding at work” to be self-serving for the employee. But the reality is there is no downside to having team members with heightened self-awareness and a willingness to improve themselves. Basically, that is the foundation for developing a respected Personal Brand at work; to get clarity […]
Defining great brand values: Five practical pointers A surprising number of brands have values that are about as useful as a chocolate fireguard. Seriously. They do. Unfortunately, this only becomes apparent when brands try to bring their values to life via the experiences they want to build. Things grind to a halt because their brand […]
An event in Costa Rica is known worldwide for its lush nature that attracts millions of tourists. Still, the country has diversified what it offers to stay current in an increasingly competitive international market, aiming to develop its appeal for corporate event production. This country has great potential due to its favorable geographical location, pleasant […]
What Makes Good Art? What makes art good? What makes work and business inherently good? To do good work, and create good work is something that we all want to do, right? We also want to be told that we have done something good, created something that people like and want. We want to know […]
Our Mission
© All rights reserved 2025. Created using VOXEL THEME
