Getting Reluctant Salespeople to Fill Their Empty Pipelines

Guest post by: Dave Kurlan
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Sales Leadership Challenges to Having a World Class Sales Force - By Dave Kurlan

Last week, I wrote this article about the best time to ask salespeople to fill their pipelines. One reader asked how to get salespeople to fill their pipelines.

It's an interesting question because your real performers don't have to be asked. They will keep it filled on their own. If you are having difficulty getting salespeople to fill their pipeline, then one of several things may be true:

They are relatively inexperienced and, while willing, aren't very effective. This is your best scenario because training and coaching will help this salesperson, but you both must put in the work!
They aren't motivated enough to do it. This describes most account managers who are happy to live off of their existing business. Unfortunately, while this might be good for them, it isn't very good for you or your business. While there could be a tremendous amount of business which they are managing, they're not setting a good example for others on the sales force. The bad significantly outweighs the good. Unless, of course, all you see is the revenue which they manage, then you'll be blind to all the bad for which they are responsible.
They aren't committed enough to do it. Bye - It was nice knowing you! There is no place for this salesperson on your sales force.
Their hidden weaknesses prevent them from doing it. This is your second best scenario, but it will take a lot of training, coaching and time to help them over their call-anxiety and some will never overcome it.

So, how do you get them to fill their pipeline? You make it a condition of continued employment. You'll provide training and coach those who don't know how; provide training and long-term coaching for those who are uncomfortable; replace those who lack commitment; and redeploy those who aren't motivated to an account management position. The rest - the real salespeople - don't have to be asked.

How do you distinguish between lack of motivation, lack of commitment, hidden weaknesses and skill gaps? A Sales Force Evaluation will provide you with all of that intelligence and more.

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Sales Leadership Challenges to Having a World Class Sales Force - By Dave Kurlan

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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