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Can We Really Get Salespeople to Change?

Guest post by: Dave Kurlan

Article Overview: People change when they are ready to change. How can you short circuit that time line?

Can We Really Get Salespeople to Change?

People change when they are ready to change. For example, I needed to lose weight and become healthier for several years. I had been reading the literature on healthy eating for months. I knew that this was important but until the day came when I was ready to commit to being healthy and eating healthy, nothing would change.

By default, salespeople are the same way. They know that there are more effective methods of selling, they know the importance of following your structured sales process. They have read the books, attended training, received coaching, heard the strategies and techniques, listened and participated in role-plays and been coached on proper use. But until the day comes, probably a very frustrating day where they recognize the futility of their comfortable but ineffective ways, and they are willing to commit, nothing will change.

That can be very frustrating and worse, it can mean that much of the time and money you invest in sales improvement will be wasted. Unless...

A week ago I wrote an article on the 10 Rules for Getting Salespeople to Follow Your Sales Process.

When you implement those 10 Rules, especially Rules #1, 2 and 9, you can short-circuit human nature and cause salespeople to change on your time line rather than theirs.

Rule #9, Consequences for non-compliance, becomes the crucial ingredient in this process. In my next article, I'll discuss consequences.

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Article Tags: compliance, consequences, futility, healthy eating, human nature, literature, role plays, salespeople, short circuit, target, time and money, time line



Related Forum Posts
Re: Spellcheck? - [quote="TheAnonymousMan":2f894q6j]When discussing the majority of people I would definitely say that most people hit the "Change" or "Ignore" button without thinking too much about the correct spelling of a word. All bosses are concerned about is getting the report to the Directors meeting on time.[/quote:2f894q6j] That probably depends on what the "majority" are trying to accomplish. I have word set to alert me about misspellings and grammatical problems, so I fix most as I go. But I also add names etc to the dictionary because I get tired of seeing the red and green squiggles when I know the info is right. If you're only going to click "Change" or "Ignore" then why bother to take the time to use spell check????? Business people that I work for want the info compiled in a timely manner and they want it right - which is fine because that's the way I strive to do any project. Sending out a memo, letter, report etc with obvious spelling and grammatical mistakes makes the person and the company look bad as far as I'm concerned. Shri
Re: e-Commerce and e-Payment providers - Hi GT It is only fairly recently that people in South Africa have been able to get full use of Paypal as we were only able at one time to make payments but not receive them. Fortunately this has now changed. I have received money through Global X Change for one of the affiliate programs that I promote and have found them pretty good as the money is normally transferred directly into my bank account within 2-3 days and I have not had any problems with them. MichelleJ
Re: Obama Wants Social Security for Illegals - [quote="Alan Mater":3kaa8sg4] Obama WILL make changes... but they're not the changes we as a country need or should look forward to.[/quote:3kaa8sg4] Sad but this is exactly how I feel about it. Change is coming - but unless I'm really wrong, it is not a change this country needs. Amazing how much a good speaker with a good speech writer can do. If you paid attention to the things he said "off script" - much of it is frightening. Chris
Are you an Opportunity Addict? - 1) if you find yourself saying yes without thinking about how it will affect your other priorities 2) you have over 10 projects/inventions going on at the same time and this seems normal to you 3) you have spent hundreds and thousands of dollars on manufacturing, prototypes, etc. not to mention thousands of hours of your time....but you havent followed through on any of it 4) most of your projects are falling behind or have completely fallen off your radar....which is fueling your frustration The first step in recovery is to recognize this as a pattern of self sabotage. If you are clear in what your overall goals and objectives are, you should be able to create a lens through which you measure opportunities. You create your life, and your to do list. Change, Add, Remove, Adjust time-lines - whatever you like. But remember that every piece of unfinished business - stays that way J
You are too young - I don't really believe (I've been into web designing for 7 years now... I started in 2000) there is any web design laws. Besides the fact that you can't use copyrighted images on web design without permission from the original author. Also, any web designs you do you may want to have it copyrighted so other's can't steal your idea's or whatever... of course, you can offer a "Copyright Change" option for a bit more money that will allow you to be able to transfer the copyrights and give exclusive rights to the purchaser. All in all, don't worry about the laws... you should be fine, just remember that if your in the U.S. that if your making over $400 (or maybe its $600) in revenue, you'll have to pay taxes to the government... and please get a LLC, although its not a big thing with web designs, you could get into legal trouble somewhere in the business. Lastly, use contracts for when your selling or use agreements to clear the air so that you can have a safe business and you'll have some backing up if you ever are taken to court.


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