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Helping New Salespeople Succeed
Written by: Dave KurlanArticle Overview: This article discusses the evolution of developing salespeople.
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Helping New Salespeople Succeed
Our son read 130 pages to us at bedtime when Mommy usually reads to him. He's always too tired to attempt sounding out words but tonight he read two 65 page books. And when Mommy helped him with the one word he had trouble with, he said, "It's OK, I don't need your help Mommy!" And he laughed so much harder when he heard the funny words coming out of his own mouth. He reread one funny passage five times he liked it so much. And he was so proud of himself he just wanted to keep on reading, and reading, and reading. He was still reading when we checked in on him a half hour later.
The same phenomenon takes place with salespeople. Not just new salespeople, but veteran salespeople too, who find themselves with new companies, industries, products or services, or calling into new markets.
At first, they just want to listen. Then they want you to go with them and help them do it. Finally, at some point, just when it seems like they can't do it by themselves, they successfully read the call, execute the entire process and have a great big smile on their faces, so proud of what they accomplished. Finally, they don't need your help anymore - you might screw it up!
As their manager, you must have the patience to allow this to happen, while at the same time having the urgency to push them along, coach and encourage them, provide constructive criticism, and make sure they're performing enough activity to drive results.
And then one day, when you aren't expecting it, they surprise you and read you the email they received from the client or customer they just closed.
When you are consistently hiring the right salespeople, it gives you greater confidence to demonstrate the patience required to develop them. When you play the numbers game and know that half of the people you bring on won't stick, it's difficult to differentiate between a slow bloomer and a chronic failure.
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Article Tags: bedtime, bloomer, chronic failure, coach, confidence, constructive criticism, email, faces, funny words, half hour, mommy, numbers game, page books, patience, phenomenon, salespeople, smile, sounding out words, urgency
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Visual Pipeline Predict Sales Turnover Salesperson Selection |
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Re: Quote of the Day - "No man can become rich without himself e
- I wholeheartedly agree!
Helping others is a great way to help yourself, by bringing more meaning to your life.
Re: Books for Business Owners
- Hi DougSchadle,
Thanks for sharing your favorite business book with us!
A good book I'm reading now is "Maximum Achievement: Strategies and Skills That Will Unlock Your Hidden Powers to Succeed" by Brian Tracy as it was a birthday gift from a friend. Tracy's book is helpful in identifying what's important in your life and then setting an action plan to achieve it.
Re: What to do at the first roadblock?
- GT said,
I think seeing that the glass (i.e. market or opportunity) is only half full is a good mindset to have rather than looking at the sheer number of competitors.
I would have to agree. I think this is a great thing to think about in almost any situation, whether home or business. As I mentioned, attitude is 95% of the battle. Keeping it positive is the only way to get the things you really want in life. Helping others helps, too. See the quote in my signature.
Social Media Marketing Category...
- I agree that a social media marketing category would be useful and added my vote. I would include "bookmarking" sites in the mix as well.
Such a category would be useful for several reasons:
1. Talking about SMM, its purpose and networking strategies and tips.
2. Discussion of the various SMM sites.
3. New about new sites and developments.
4. Helping to build each others SMM networks.
7 words or less for Structogram
- Some "7 words or less" (more or less) for Structogram for your comments:
Training to get your message across(6)
Secrets to get your message across (6)
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Helping you get your message across (6)
Training to learn to get your message across (8)
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