This is the first in a series of business tips from industry leaders that Enterprise Times has interviewed.
In a recent interview with Mark Woodhams, CRO Blackline, Enterprise Times asked him to share a tip for a sales manager who is looking to increase revenues during these troubled times?
It is not rocket science!
He advocated getting back to basics, adding “Its not rocket science!”
Woodhams recalled that he had two presenters at his recent sales kick-off. One was Omid Djalili, the British Iranian comedian who brought humour to what Woodhams acknowledged could be stale environment. In his own words, Woodhams is a massive fan of Djalili. The intent no doubt was to relax his audience.
Woodhams had a more serious speaker lined up. He added: “We had a guy called Larry Levine, the author of Selling from the heart. His position on what we need to be doing today, in regards to COVID is the probably the biggest tip that I’ve got. It’s to be yourself, go back to basics, be open and honest, be there for your customers and be committed. It shouldn’t be rocket science.
“Your job as a sales manager is threefold. One, is to drive your team to be the best they can possibly be. Two, which is probably the biggest one, is to get the blockers out of the way so that they can sell. Number three is to hold them accountable. Those basics haven’t changed over the years.
“We don’t need to overcomplicate it. We need to look after our customers, look after our people, and just go back to basics. We’re finding prospects and customers are reacting really well to us being open human, transparent, genuine people. We changed our business to a split between your business and account management because I wanted us to get much closer to the customers. That served us really well. Whether it’s a customer or a prospect or even a partner, every engagement we have is all about openness and transparency.”