Tweet

A Missing Link to Sales Improvement?

Written by: Dave Kurlan

Article Overview: I was walking through the Airport when I saw what could be the missing link to sales improvement...

A Missing Link to Sales Improvement?

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?

Related Articles
  Too Many Sales Reps Are Wimps
  Sales Assessment
  When women leave the workplace
  Link baiting strategy
  Generating Leads Through Your Website

Article Tags: accomplishment, baby place, behavior changes, cheers, loud roar, missing link, mommy, sales managers, salespeople, salesperson, taking out the trash, tiny fingers, year end



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Using Craigslist SEO to Promote Your Website - [quote:372g7ueu]2) Trent: could you explain more about building solid backlinks? What constitutes as solid? Do you go to relevant articles and try to set up a link to your content that relates to that topic?[/quote:372g7ueu] Article marketing Guest blogging Blog commenting Link exchanges Directories Forums Link wheels Social bookmarking Link bait Quality content Also, you want your links to be keyword anchored if at all possible. Links from sites relevant to yours are better too.
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Search Engine Optimization - simply trying your hand at doing it yourself :- Directory Submissions - targeted links at high PR directories Blog and Forum Postings - to high PR and frequently crawled sites Social Bookmarking Classified Ads Article Marketing - submit to high PR directories, could also serve as link baits Link Exchange - with relevant sites authority sites Link Baits - for organic linking
Re: Upcoming inventors exhibition - Thanks Ringo, That was a great Link. Great information and contacts Regards


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

How Promotional Caps became a Fashion Trend

The Biggest Domain Name Myth

How to develop the best lateral thinking skills

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.