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How Long Does it Take for Salespeople to Get it?
Written by: Dave KurlanArticle Overview: How to get salespeople to enjoy overnight success!
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How Long Does it Take for Salespeople to Get it?
Our five-year-old son, a frequent subject in this Blog over the past two years, surprised us again this weekend. First, he "accidentally" slipped into our pond, as he explained how he got so wet and dirty. Then he appeared with fresh clothes on and told us he put his clothes into the wash. What? We had to check this out.
Sure enough, he put his dirties into the washing machine, used the correct amount of detergent and fabric softener, put them into the proper openings, pushed the right buttons and it was running. Later, he even transferred those clothes into the dryer, pushed the right buttons there too, and completed the wash.
He has observed both of us putting laundry into the wash. He has even assisted on occasion. Yet neither of us believed that, on his own, he could correctly execute all the steps required for success even with supervision.
We read anywhere from one (Daddy as reader) to five (Mommy as reader) books to him at bed-time nearly every night. Last night he read four books to us. Whoa - on this same weekend he actually sounded out the words and read to us!!
So for two hundred and seventy one weeks he can't do this stuff and then in one day he can. Overnight sensation? Hardly. He has been preparing for these events for his entire life. It's the same with salespeople. Continue to tell them, show them, expose them, demonstrate to them, question them, coach them, and motivate them and one day, when you least expect it, they will surprise you with the deal you never thought they could close. Of all those words I just chose, the key word is motivate. If they aren't motivated it just won't happen. Oh sure, they'll close the easy ones, those that would have closed regardless of who showed up. But if they are motivated and you continue to work with them, daily, without fail, they will get the hard ones too.
Article Tags: bed time, blog, clothes, detergent, fabric softener, four books, frequent subject, key word, laundry, mommy, reader books, salespeople, sensation, seventy one, supervision, washing machine
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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 Visual Pipeline Predict Sales Turnover Salesperson Selection |
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