Helping New Salespeople Succeed
Helping New Salespeople Succeed
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.
Helping New Salespeople Succeed - To learn more about this author, visit Dave Kurlan's Website.
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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.
Helping New Salespeople Succeed - To learn more about this author, visit Dave Kurlan's Website.
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Dave KurlanDave Kurlan 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 and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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