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A Missing Link to Sales Improvement?
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Free Download - Cultural Differences with Sales Force Evaluation By Dave Kurlan |
I was walking through the Airport when I saw what could be the missing link to sales improvement. I watched a baby place a dirty napkin into the trash. This wasn't any trash deposit though. This baby clamped his tiny fingers around the napkin, carefully steered his little hand until it was centered over the trash, and coaxed his fingers to open until the napkin finally dropped gently into the trash. At this accomplishment, his mommy let out a loud roar of approval, "yeah!!!", and congratulated her little boy for successfully taking out the trash for the first time.
Did you notice the missing ingredient?
When salespeople are learning how to do something new, how often are they cheered on? Chances are, when and if they attempt to do something new, nobody even notices unless the salesperson happens to relate the details of the call. Salespeople usually hear the cheers only if they win a year-end award for performance.
When Sales Managers join salespeople on their calls they should conduct some pre-call coaching and share their expectations about what they would like to see their salespeople do. What would happen if, immediately following the call, if the salespeople actually execute the pre-call coaching, their sales managers cheer them on? The baby wasn't applauded for a big event or outcome, simply for a simple first time accomplishment. Do you think a little cheering might encourage the desired behavior changes?
A Missing Link to Sales Improvement - To learn more about this author, visit Dave Kurlan's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Bryan GarnerI am a Veteran of the United States Marine Reserve and retired as a Sergeant of Marines. I was deployed to Fallujah, Iraq, in 2006, and Ramadi, Iraq, in 2008. I have been working at Credit Alliance Group Financial Services company since 2007. I have had the opportunity to work in all the departments and have a real understanding on the key business concepts and how it all works. I enjoy helping people out with their debt problems and providing them an honest outlook on all their options, not just here with us. I believe if you have a good product, why not stand behind it and also show what your competition has to offer and let the consumer decide. - Visit Bryan Garner's Website |
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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