For reasons no one can explain, in terms that make sense anyway, senior sales people are no longer required to prospect. Instead, the role of prospecting has been handed off to SDRs or BDRs or some other title that covers the role of prospecting, which is in practice is more qualification than opportunity creation. This is hurting sales organizations, hurting their clients, and hurting the senior reps who would all benefit from their own prospecting.No one is better prepared to create value for the prospective client than a senior salesperson. They have the most experience, the greatest business acumen, and the most finely tuned ability to help clients succeed in making change. Those clients are deprived of this experience and instead, their first experience is less than it should be, even when sales people who prospect do their very best to create value. Who has helped the most clients change their organization and produce better results? Who knows better how to open a conversation that leads to change?Less experienced reps are also being harmed by looking at more senior reps as models. They are learning that prospecting isn’t something that “real salespeople” do, and they mistakenly believe that being promoted means they will no longer have to create opportunities on their own, that this work will be beneath them. Younger, less experienced salespeople are looking up to see what success looks like. They are going to model what they see. Providing them with an example that allows them to believe that sales does not require prospecting to create opportunities is doing them a huge disservice.This is a fundamental misallocation of the senior sales person’s talent, one of the valuable resources in the sales organization. You want your best and most capable people on your best and most valuable targets. You want your A team playing the game with your A clients. It doesn’t make sense to apply what is perceived to be a cheaper resource to this work when the opportunities you need to create are strategic, high value, high visibility, and potentially transformative to your results. Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now
England seamer James Anderson is under an injury cloud ahead of next month’s Ashes series against Australia after he was forced off a County Championship match with a calf injury on Tuesday.The 36-year-old, who has more wickets than any other fast bowler in test cricket with 575, pulled up on his run-up and was then forced to leave the field on day three of Lancashire’s match against Durham.While an injury to England’s pace spearhead would be a major concern for England leading into the Ashes, Lancashire assistant coach Mark Chilton said the issue did not seem serious.”Jimmy has been sat with an ice pack on but he seems fine and reasonably jovial,” he added.”With any bowler if they feel something abnormal we would much rather they came off and get assessed rather than take it a step too far.”He has been very well managed with regards to his bowling loads and his overs and I think that has been managed expertly right throughout the season.”While England’s one-day international squad have been in World Cup action, Anderson has had an extended spell with Lancashire in preparation for the Ashes, which begins at Edgbaston on Aug. 1.Also Read | Picture of MS Dhoni spitting out blood goes viral. Here’s what happenedAlso See:
Minister of Culture, Gender, Entertainment and Sport, Hon. Olivia ‘Babsy’ Grange, signs the Condolence Book for the former Prime Minister, the Most Hon. Edward Seaga, at Gordon House today (June 4). Mr. Seaga was 89 years old when he died on May 28. Leader of the Opposition, Dr. Peter Phillips, signs the Condolence Book for the former Prime Minister, the Most Hon. Edward Seaga, at Gordon House today (June 4). Mr. Seaga died on May 28 at the age of 89.
OTTAWA — Premier Doug Ford says mainstream journalists have become irrelevant because social media allows him to speak directly to Ontarians.The Ontario premier told a conference of conservative thinkers, strategists and politicians Saturday that journalists are “losing the battle” to inform people about the news.Speaking at the annual Manning Networking Conference, Ford accused journalists of being “far-left” and intent on distorting the messages of politicians.“I get along with them one-on-one, I really do,” Ford told the crowd.“I like them but it’s like the cheese slipped off the cracker with these guys and they just went far-left.”Ford said the spin put on political messages by mainstream media no longer matters.“But guess what? Now there’s social media so we’re circumventing the media through our social media.”During last year’s provincial election, he recounted how he “drove the media crazy” by going directly to voters through social media tools like Facebook and Youtube and Twitter.He boasted that his campaign website “Ford Nation Live” got 18 million hits — purportedly more than all the mainstream television news networks combined. And as premier, he said they’re continuing that approach through the Ontario News Now website.“They want to take what you said and clip and chop and twist it around but we went direct to the people. And they know they’re losing the battle,” Ford said.Attacking the media is a favourite ploy of U.S. President Donald Trump, but Ford insisted he’s no Trump.“People always say, ‘Oh, you’re like Trump.’ No, I’m Doug Ford. I’m not Donald Trump.”Still, Ford praised Trump’s policies, particularly slashing the corporate tax rate and reducing regulatory red tape that he said has spurred economic growth.“Down in the U.S., it’s absolutely booming and, just my opinion, when the U.S. is booming, Canada is booming,” he said.“You couldn’t ask for a better neighbour anywhere in the world than the United States of America.”Ford also reiterated his vow to fight tooth and nail against the federal Liberal government’s plan to impose a carbon tax in Ontario, starting next month. Ontario is one of four provinces that has refused to meet the federal threshold for putting a price on carbon so the federal government is imposing its own tax, the revenue from which is to be rebated directly back to residents in those provinces.Ontario, along with Saskatchewan, Manitoba and New Brunswick, are fighting the tax in court.“The carbon tax is a tax with the word carbon in front of it and it does absolutely nothing for the environment, nothing at all,” Ford said, arguing that Ontario is being penalized even though it is “leading the country” in reducing carbon emissions.“Everything you do is going to cost more,” he predicted.Joan Bryden, The Canadian Press
October 27, 1999Construction crew works on the footing of the next phase of the EastCrescent.Photo by: Doctress Neutopia