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Can We Really Get Salespeople to Change?



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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

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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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Free PDF Download
Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

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About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development.  He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.
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