Bloody sales rep, he never completes his weekly sales report properly!!!
How many times do we hear frustration because salespeople haven't tidied up their paper work?
When a client let rip with such an expression this morning I asked him what the real issue was.
"He just won't do it. No matter how much I ask him, he just don't." (more expletives)
"Yes, I can see that" I responded "What causes him to not complete the report?"
I kept digging, right on the edge of Mike's patience until I asked what the benefit of the report was to him. Of course he found that easy. So I asked what the benefit was to the salesman and does the salesman understand the significance to him personally.
Mike went very quiet (isn't that a great buying signal) and we were able to do the real work. We were able to identify some some questions to help the salesman become aware of how he would benefit from completing the report correctly.
An example; "how does this weekly sales report impact on your sales performance?"
It was a sharp reminder to Mike. He had slipped off the number on rule in sales. Seek first to understand the customer's perception. As sales manager the sales rep was Mike's customer.