When something goes wrong in a sports game, the failure is rarely attributed to one or two individuals but rather the way the team played as a whole and how they were coached. The manager or the coach is responsible for the failure, and it’s easy to transfer this analogy to how our workplaces. When things go wrong, the manager takes the responsibility, so are they coaching their teams effectively? Any lasting change to the performance of sales teams has to start with their coaches.
Happy New Year…! The New Year is often a time to assess yourself and how you do things. That’s exactly what the experts at Miller Heiman Group have been doing with customer service best practice, for your benefit. The review of the service trends of 2015 leads into what they think organizations should be doing this year. It’s great food for thought if you’re in a customer-facing organization, and could be the kick-start you need to get going this year.
Richard Blakeman is the Managing Director of the Sales Center of Excellence for Miller Heiman Group. He has written The Hybrid Sales Channel, a book that helps you bridge the gap between direct and indirect sales. Richard has 30 years of experience in sales leadership and has been channel partner of industry leaders like IBM, Oracle and Microsoft.
The Hybrid Sales Channel shows you how to get the most productivity out of the sales resources you already have in order to achieve faster growth and more efficiency.
Customers are changing the way they buy; are you changing the way you sell? To read a free sample chapter from the book, visit the Miller Heiman Group site here.