A couple of weeks ago I presented a one-day sales workshop. The subject of cold calling came up and the?attendees shared?a whole heap of reasons as to why most salespeople felt cold calling was a waste of time.
Speaking with one of the sale managers, who had brought a large group of salespeople to the workshop, he shared with me in one of the breaks, "How can I expect?my salespeople to cold call when I can't do it myself?"
Having reflected on his comment, I started to look back at the various sales managers I have worked for over the years and how they helped me sell more. What did I learn?