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MANAGEMENT


Working Together Works KEN BLANCHARD


At one time, employees were expected only to come to work and do what they were told. Not anymore. In a competitive selling environment, managers need salespeople who are involved and excited about their company and their work. But just how do managers cultivate this kind of dedication in their salespeople?


For starters, salespeople must share their organization’s values, and man- agers have to treat them with respect and a sensitivity to their needs. To cultivate more productive working relationships with your team, follow this prescription:


SHARE VALUES Your salespeople form a partnership


with your organization. The more values your salespeople share with the company, the more harmonious the relationship.


Managers need to clarify and com- municate company values to their salespeople and use those values as a guiding principle in the sales process and in hiring. Disney’s commitment to customer service, for example, forms


14 | JANUARY/FEBRUARY 2021 SELLING POWER © 2021 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


the basis for many of the company’s hiring decisions. They look for service- oriented people who really enjoy helping others. When you hire salespeople with the same values as your company, you often get a deeper commitment to that company and its purpose and objectives.


RESPECT SALESPEOPLE Instead of viewing salespeople as underlings, managers need to value their contributions. Just because you expect your salespeople to do a good job doesn’t mean you don’t have to thank them.


Give your salespeople your attention when you talk or work with them, and take time to help in their professional development. At Blanchard Training and Development, managers meet twice a week one-on-one with the people they supervise. Employees may discuss any topic they feel is important. If our treatment of an employee ever conflicts with company values,


VIKTORIA KURPAS / SHUTTERSTOCK.COM


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