Learn what being a member does for you
The Seller Styles
Learn the styles and take your free assessment
See a summary of all our programs and certifications
Certified Professional Sales Person(CPSP®)
Develop your potential as a certified sales professional
Certified Professional Sales Leader(CPSL®)
Grow your impact as a certified sales leader
Certified Master Sales Professional (CMSP®)
Join the elite group of sales professionals and leaders
Advanced Sales Influence (ASI)
Take your influence and leadership to the next level.
Learn foundational sales behaviors, strategies, and skills
Power of Contact Marketing
Learn from marketing expert and author Stu Heinecke
Join the top 1% of sales professionals in the world.
Next Level Virtual Coaching
Join our ongoing dynamic virtual coaching community
Explore job postings from some of the best companies in the country looking for sales professionals
Daily Dose of Influence!
Enjoy our video series of influence tips and strategies
Leads To Growth
Dig into our podcast featuring industry leaders and experts
Learn from our high-level sales coaching video series
Women of Sales & Influence – Facebook Live Series
Be inspired by our Facebook Live series spotlighting top women influencers
Women of Sales & Influence – Video Blog
Enjoy valuable, high-level sales strategies to empower your sales goals
The Growth Quotient
You’ve heard about IQ, but what is your GQ?
Our Commitment to You
We are here to help your approach to sales, how you interact with others, and how you perform and execute
NASP Sales Blog
Learn from our member-submitted articles for sales professionals
Write For Us
Share your sales expertise and insights with our community
About Our CEO
Standards of Conduct
Common Questions and Answers
I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it.
I found the advice given in that article to be deeply disturbing to me, especially since it is new and not from a twenty-year-old book from the old school of selling.
The essence of the article is this: Companies that intend to implement a new sales plan must make it mandatory, must hold the salespeople accountable for following it, must let the salespeople know that managers will inspect to make sure the new plan is being followed, and that role plays should be done in training sessions to teach salespeople how to use the new sales plan.
I felt shivers down my spine when I read the part about how managers will hold salespeople accountable, and will inspect to be sure that the plan is being followed. I immediately got the picture of the stereotypical raving lunatic, “little dictator” sales manager who terrorizes his or her salespeople through micro-management and blunt orders.
Is this the kind of organization good salespeople would want to work for? I’m amazed that this kind advice is still being given in this day and age.
I also have a major problem with mandated role playing in training sessions. I hate role plays. I always have and always will. I think they’re stupid and a complete waste of time. They’re absolutely BANNED from my training programs. The biggest problem with role plays is that they’re NEVER realistic. In fact, if you train a salesperson through role plays, he will be completely blind sided and blown out when meeting with real prospects who have real problems and real objections. All of the example sales dialogues I use in my programs have come from REAL sales appointments, those carried out by either myself or other salespeople I know and trust.
When I was in sales, I was almost always a top performer. The only times I was not a top performer was while working at companies that had a mandated sales process that I was required to follow. It always baffled me as to why companies that forced us to follow their plan would hire experienced sales reps. Why not hire inexperienced people right out of college? They won’t have any pre-conceived notions of how to sell, won’t have any prior experience or training, and therefore will blindly follow the company’s system, no questions asked.
If you want a successful organization, hire the best and place your trust in them that they know how to sell. They’ve done it before and can do it again for you. Don’t derail their performance and undermine everyone’s success by forcing something on them that is totally unnecessary.
About the author