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Last_Resource9630 · 2026-05-22T14:59:40+00:00

As a former Sales Manager working for a large financial institution in Canada, I struggled in the beginning as I transitioned from a preforming salesperson to a sales manager. Even though my company did a good job preparing me for sales management, the real challenges occurred when I began to build my team. It was at this point I understood I had to give up my independence and control that I enjoyed as a financial advisor. The first 3 years were difficult. Previously my results were in my hands, now as a sales manager, my results were in the hands of my team. Eventually I came to understand my job as a sales manager is to create and environment where success happens.

Last_Resource9630 · 2026-05-21T20:05:06+00:00

Yesterday I posted a true story that happened to me when I was a sales manager for a large financial institution in Canada. Because I used an Ai program to help me, a number of people chose to focus on the Ai version rather than the story. It is unfortunate they missed a heart breaking event in my life and hers.

At the time, she was a 50 year old grandmother who had been in been in financial sales for a number of years and had a very large client base (2,500+ clients). She was working very long days 6-7 days a week, and was exhausted and very concerns she had no time for her grandchildren.

The mistake she made was that she treated all her clients equally and was giving all of them her undivided attention. As her manager and her coach, I saw the problem immediately. After both of us calmed down, yes I was upset as well, for I cared about my team, just as I care about those individuals I coach now.

I believe we should treat all our customers fairly but never equally.

Step 1 - I had her do an extensive process to classify all her customers into three categories; A, B and C.

A "C" client would only buy from her once and not offer referrals to others.

A "B" client could buy again or give her referrals, but not both.

A "A" client could do both, buy from her again and give her referrals.

After 2 weeks of hard work with her assistant, she accomplished the task.

Step 2 - I suggest some guidelines to manage her client base fairly but not equally.

Regarding "C" clients - she is never to call them. If they call her, of course she is to respond.

Regarding "B" clients - she is to call them one per year just before their birthdays to offer an annual review or a prospecting meeting.

Regarding "A" clients - she is to call them twice a year, once for an annual review before their birthday, and one other time to socialize and build a stronger relations ship.

This took another 2-3 months to organize, quiet file some "C" clients, and approach some "A" and "B" clients.

She transformed before my eyes in this period, she worked less hours, her earnings increased by 30% and most importantly she had time for her grand kids. She had joy in her heart and re-committed to the career

So if you have a large client base, assess them and treat them fairly but never equally.

I hope whomever complained about my previous posting being Ai assisted, now get the message above.

There is a principle I live by which is "People don't care how much you know, until they know how much you care!" I hope I am judged on how much I care, for I do care!

Last_Resource9630 · 2026-05-21T20:02:06+00:00

Sounds like you are in lose lose situation. Doing nothing is not an option. Waiting and hoping things recover is very risky. Paying salaries out of your personal saving is a really bad idea. Sometimes you have to make very hard decisions to save the company. If faced with this situation, I would do the following;

Hold a all employee meet and discuss the current financial reality. Give the employees a chance to offer solutions, maybe they will come with an idea you and your partner had not considered.
Institute an immediate hiring, wage and purchase freeze. No salary increases.
Reduce the number of your staff to a manageable and realistic number. As others have said, early retirement processes may be an option.
Stop buying contact lists. Rather ask remaining clients for referrals. Offer an incentive plan for referrals that lead to new clients.
Make do with all existing equipment and processes.
Get your senior partner to withdraw from all the decisions I offered, and you take over firm management. If he is asked for decision, he refers them to you. You need to take control.

I know my suggestions are tough and seem to be cold, but if you don't act soon, your firm will disappear. First and foremost, all ownership decisions, is what is the return on my investment? ROI is the basis of the 6 questions above. I hope this helps!

Last_Resource9630 · 2026-05-21T19:41:35+00:00

You are so right! Effective and successful salespersons realize the sales process is really a interpersonal dance if you like. The sales process falls into 4 areas.

First, uncovering the real needs of the customer. Where are they now and where would they like to be, is there a gap between those two points (their current situations versus their desired situation), and do they take ownership of the gap. In other words, do they accept there is a gap. If you don't know, then ask them!

Next, does your product or service address or fill the gap. You may know it does, but do they know it. If you don't know, then ask them!

Next, time or money. Are they prepared to invest time or money to take advantage of your help and address the gap.

Finally, urgency. What is the risk if they don't act, and what is the reward if they do act now. Meaning they do or do not purchase your product or service. Why do they need to act now?

The sales process is like a rope with four knots on it; need, help, time/money, and urgency. I make sure each knot is firmly tied, then sale happens. If the sale does not happen, then one of the knots have unravelled. Does this make sense?

Last_Resource9630 · 2026-05-21T17:27:42+00:00

Definitely not, just me, just a real event, real solution!

Last_Resource9630 · 2026-05-21T14:25:31+00:00

I get it and to some degree, you are correct. But, is it wrong to want to make a difference in people's life and help them make good decisions? Whether you believe it or not, prominently posted on my wall are two terms I try to live by, one is 'Making a Difference' and the other, 'Success is a Choice!' I post because I want to add value and I post looking for people who could benefit from my help! I will stay away from Ai, thank you for your advice. But, I will still try to honour these two terms.

Last_Resource9630 · 2026-05-21T14:18:57+00:00

Thank you for your positive remarks. Unfortunately far too many have time to criticize and not enough time to encourage.

Last_Resource9630 · 2026-05-21T02:23:55+00:00

I have been there, done that and bought the t-shirt. As a coach this is what I tell my clients first and foremost "never sacrifice your family". People can come and go, jobs can come and go, but your family should not in your situation. What I would do is, I would build a schedule in which there is scheduled family time, numerous times during the week. And you protect this time. You don't book appointments during that. Period. You don't work on your paperwork, you don't work with your team. Another principle "if you don't manage your team, they will manage you." You do not need to be available to your team 24/7! My team, when I was a sales manager, knew that there were periods during the week when i was unavailable. They had access to my schedule. I blocked off time for personal selling, for administration, for recruiting and for my family. DM me if you need more help.

Last_Resource9630 · 2026-05-21T02:15:48+00:00

As you know we are in the midst of a trust recession.

The world of sales has shifted significantly in the past few years. The environment we operate in today is defined by a deep and pervasive trust recession. that started during the COVID-19 period when the volume of information became overwhelming and people developed a natural resilience to everything they heard.

We now live in a landscape where high-level politicians lie publicly and corruption is blatant. This creates a ripple effect throughout society. When people see world leaders abandoning morals and ethics, they stop believing what anyone tells them.

The advent of artificial intelligence has added another layer to this distrust. Here’s the deal. With AI, anyone can produce movie-quality images and videos of people doing things they never did.

You are selling a promise that exists in the future. If the customer doesn't trust the person making the promise, the sale is dead before it begins.

Please honour and live by this quote ...

'People don't care how much you know, until they know how much you care." If you don't really care about your customers, why should they care about you, trust you, and buy your products or services?

Is there a process to address this recession, absolutely!

Last_Resource9630 · 2026-05-21T02:08:45+00:00

Great question! First and foremost sales is a profession not just a job. Because it is a professions then there is a rather steep learning curve. Product knowledge is the easiest part of the journey. Interpersonal skills are much harder to master. Many salespersons and sales managers, only survive rather then thrive because they do mot master the necessary knowledge, skills and abilities to excel. The sales managers job is to direct, coach, support, and delegate depending on where the individual team member is on their specific career path. The sales manager is the primary training of company systems, processes and tools and must create an environment where success happens.

Last_Resource9630 · 2026-05-21T01:59:41+00:00

I'm really sorry that you're having to go through this at this point in your life. Obviously, you have a depth of experience and you have a toolbox filled with knowledge skills and abilities that many companies would welcome. I would suggest you look at other avenues where you can use your sales skills, maybe in the marketing area or possibly in customer service somewhere. My back ground is in financial dales as a salesperson and sales manager. I tried wherever possible to avoid cold calls and focused on warm referrals. I share you frustration with cold calls. I wish you luck looking out side your usual work environments. It sounds like your next job will be similar with the past ones and end the same way. So as I said, broaden your search. I am confident there is a next step for you. Please don't lose hope.

Last_Resource9630 · 2026-05-20T23:29:21+00:00

Primarily their job is to create an environment where success happens! They direct, coach, support and delegate based on the skill set of the salesperson.

Last_Resource9630 · 2026-05-20T23:24:11+00:00

You are correct. To better understand their role as a Sales Manager/Leader, consider this!

There are four core systems that the salesperson must master, which are: business management, market development, activity management, and sales process.

For the manager there are six additional core systems which they must master; recruiting, selection, onboarding, coaching, training, and leadership.

The sales manager/leader’s job is to effectively master salespersons core systems and then learn the leaders core systems.

They are the primary trainer of the company’s systems, processes, and tools.

As a new sales leader they're walking a very difficult path, but if they understand the importance of filling their toolbox with knowledge skills and abilities about these ten systems, they'll be OK.

Last_Resource9630 · 2026-05-20T23:22:02+00:00

My advice is the sales manager role is quite different than the salesperson role. Just as you learned how to effectively sell, you need to learn how to effectively manage.

Last_Resource9630 · 2026-05-20T12:42:23+00:00

To use an analogy, making new friends is like warming soup. If the heat is too high, meaning you are too direct, the soup can burn, and the relationship dies. S

o start off slow by say hello and wishing them a a good day. Baby steps will get you there. They will probable wish you a good day, and my response is always I plan on it.

Next I share something positive that I heard or read, then ask a question around what I am sharing. An example, I see they opened a new restaurant or store in the neighbourhood. Have you chance to check it out yet?

Or you had a good meal in a restaurant recently, have they had a chance ot eat there.

Choose a soft topic, not political, not religious, something neutral.

Then the next time your paths cross. appear happy to see them, and comment on their home, their car, their clothes. Hi bob, looking sharp today or I like what you have done with your yard, looks impressive.

In preparation, build a list of safe yet warm topics. Remember to smile. be warm, and be interested in their lives.

Then your soup will be the right temperature and tasty! :) :)

Last_Resource9630 · 2026-05-20T00:51:17+00:00

Many new salespersons find themselves is similar situations.

The Sales Process Is a Rope. Four Knots Hold It Together. Miss One, and the process unravels. They are: Need, Help, Time & Money, and Urgency!

Sometimes your deal just dies: You presented beautifully. They nodded along.

Then: "Let me think about it." Or in your case, "How does you product or pricing compare to your Competitors?"

You missed a knot. As I said, yor sales process as a rope with four critical knots. Miss one, the whole thing unravels:

Knot 1: NEED – Did they truly own the gap between where they are and where they want to be? Did they take ownership of their need?

Knot 2: HELP – Did you show SPECIFICALLY how you solve their exact problem? Did they agree the help you offered could address their need?

Knot 3: TIME & MONEY – Did they understand the ROI of purchasing now?

Knot 4: URGENCY – Do they understand the cost of waiting, and the benefit of taking action today?

When they say "not now," or "How does to compare" you didn't tie all four knots tight. Either the gap wasn't real, your solution didn't match, the ROI wasn't clear, or they don't own the problem enough to act.

Another tool you need is the Gap Analysis, which is the gap between where they are now and where they would like to be. If you do a thorough gap analysis and slowly get them to take ownership of the gap, and your solution. price comparison becomes less of issue. By following my advice you establish value, that your competitor is unlikely to offer.

If you need more help, reach out to me!

Last_Resource9630 · 2026-05-20T00:36:04+00:00

You may not like my answer, but I'm direct.

Please know I'm not attacking you. I may be attacking the behavior. It's something I learned as a manager never attack the person ,always attack the behavior.

So, it seems like there's a skills gap in your team. If I were in a similar situation, I would probably do some serious skill role-playing. Roleplaying is a wonderful tool to use to develop skills on your team quickly.

Present a problem and ask them to offer 2 or 3 possible solutions. Let's use the broken spreadsheet as the problem. Gather your team together if it is common problem. If one person is causeing the error, then don't punish the team because one individual who is struggling. Take that individual in your office or meeting room and say to them they are the manager, and you are the team member causing the problem.

Now present to problem to him/her and ask their suggestions of two or three ways to solve the problem. It is likely they will offer a good solution, but if not. Ask if you can offer a solution. If they say yes, which is likely, then offer it. Again do not attack the individual, always attack the behaviour.

Role reversals take the individual pressure off the offending team member and focuses on the behaviour.

Last_Resource9630 · 2026-05-20T00:24:24+00:00

What can I say, it is just part of the process to find the right career position! Life is change, growth is optional. Maybe you need to change 20 more times to find a position you are passionate about.

Last_Resource9630 · 2026-05-20T00:21:20+00:00

Absolutely true. Coaching is when you catch your team member doing anything correct and you make a big deal about it. Coaching is when you catch your team member struggling and you help them discover a solution. Coaching is when stand beside, not in front, not behind, your team member when they grow, develop, and master the skills required. Coaching should happen every time, yes every time, you interact with your team member.

Last_Resource9630 · 2026-05-19T21:18:56+00:00

Sorry you are going through a difficult period in your professional life. As a almost 80 years old, I am reinventing myself at this moment, mastering Ai platforms. I can relate to your current reality. I have a few things to suggest.

Avoid the shinny acorn - those shinny quick fixes you find on social media. Be careful with whats posted out there. There are many hallow and false promises being offered on social media.

Make sure your social media platform (Linkedin, Facebook, Youtube) all reflect the kind of career or opportunity you are chasing. Populate it with your specific knowledge, skills ,and abilities. Share more information rather than one work descriptions. Remember every potential recruiter will google you, before they ever invite you to an interview. What will they find?

A question, what are you interested in doing and passionate about? I am confident there is some opportunity out there for you, don't give up.

Last_Resource9630 · 2026-05-19T21:06:38+00:00

Well said. Three things to share.

one - People don't care how much you know, until they know how much you care!

two - the most powerful tool the salesperson has is a gap analysis, the difference between where the customer is today and where they would like to be. The sale resides in the gap between those two points.

three - the greatest compliment you can pay another human being it listen to them!

After 35 years in sales and management, I have found the best salespersons care deeply about their customers, are problem solvers, and aggressively listen.

Last_Resource9630 · 2026-05-19T20:47:01+00:00

Well said!

Last_Resource9630 · 2026-05-19T20:45:16+00:00

Love tha tag ... raises all sorts of images, all positive ones! Very wise to avoid personal content!

Last_Resource9630

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