Tweet

How to Achieve Consistency on the Sales Force

Guest post by: Dave Kurlan

Article Overview: I have always believed that in sales, the three most important attributes (not skills) are the willingness to do what it takes to succeed (commitment) the passion for being the best (desire), and the discipline to repeat the required behaviors and activities (consistency).

How to Achieve Consistency on the Sales Force





I was reconciling my Amex statement and found these charges:

55.51

57.85

57.06

58.06

55.86

56.81

I have always believed that in sales, the three most important attributes (not skills) are the willingness to do what it takes to succeed (commitment) the passion for being the best (desire), and the discipline to repeat the required behaviors and activities (consistency). Those numbers? My gasoline charges for last month. They are certainly consistent - no matter how I got there.

• I could have waited until my fuel guage reached a certain point and pulled into the nearest service station - but that wasn' t it.
• I could have stopped the pump before it approached $58.00 - but that wasn't it.
• I could have refueled whenever I passed a certain station I liked based on my schedule - but that wasn't it.
• I could have refueled on the same day and time each week - but that wasn't it.
• I could have driven a certain number of miles before refueling - but that wasn't it.
• It could have been a huge coincidence - but it wasn't.

I am a very consistent individual. Consistency simply happens because I expect it to happen. It's in my demeanor, which doesn't change much regardless of what might be taking place.

• If I am managing salespeople, that consistency applies to coaching and accountability.
• When I am coaching clients, the consistency applies to the format and outcomes of the call.
• If I am prospecting, my consistency applies to call quantity and quality.
• When I am selling, my questions are very consistent.
• I am consistent in the number of hours I work each day, as well as the time I wake up and begin work.
• If you checked, you would find that most of the articles on this Blog are posted between 5:30AM and 6:30 AM. That time indicates when they are completed, not when they are started. I usually begin them at 5:30 and some get done sooner than others.

You probably know some salespeople who are consistent too, but unfortunately, most of them are consistently bad!

Do you feel like fixing something on your sales force today? Figure out what/who could be more consistent, determine what behaviors must change, identify something measurable, set better expectations, and drive the change home!

Related Articles
  The Sales Force with Over Achievers Who Don't
  Core Desires Ignite the Conquering Force
  Consistency results in success
  What makes a winning FX trading strategy
  Home Business Expert: 3 Qualities Of Leadership
  Questions Every CEO Should Be Asking His Sales Managers
  "Everyone knows Sales Force Incentives Dramatically Increase Sales"
  How To Achieve Success With An Internet Based Business
  Optimize Your Sales Force Without Spending a Dime
  Can You Motivate Your Sales Team?
  Do you have the sales force your strategy needs?
  Sales Process - What Have You Gotten Away From?
  FREE Salesforce Grader Tool
  Motivation or Sales Process?
  Consistency is Key
  Maximize Your Sales Force
  3 Strikes and Your Out - The Need for Sales Force Consistency
  Celebrities and the Sales Force
  Management's Guide to the Top 10 Differences Between Sales Winners and Losers
  The Ignorance Factor and Achieving Your Company's Revenue Goals

Article Tags: accountability, amex, attributes, br 56, br 57, br 58, coincidence, consistency, demeanor, desire, discipline, gasoline, images, li li, passion, salespeople, ul, willingness



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: Does birth order influence the desire to start a business? - I am the eldest in a polygamous family. In Africa where I come from, we are allowed to marry many wives. My mother is the first wife among six others. I am the first born and I am into business and all my other 22 siblings are business people too apart from the second born who is in the Police Force.
Re: Drop out Billionaire - I reveived Bill Bartmann's DVD "9 Steps To Achieve Any Goal" as part of my monthly pack from Success University a few months back. It is a great presentation. I've watched it several times but not for a while so I'll view it again in the coming week. He is one of the greats. Like the best success mentors, he speaks with authority because he has come through much tribulation. His program sounds like a great bargain at $100 a year.
Anything Will Do.. - ...well, not quite anything. Personally, I like to see metappletonhors in my daily work and link what I experience to the blog topic. For example, I have a management blog. In it I might write about how today when I was out walking, I saw grass that had spilt our across the pavement where it hadn't been looked after. My link then is to how things can get out of control in a business you manage when you take you eye off things for a while - then it becomes a big job. Then I spin a bit more out of that. If I wanted to be very business focused, I would sign up to some specific RSS feeds inbound, using something like Feedreader to send me pressreleases, other people's news so that I don't have to hunt for it etc. Consistency of posting and varied, interesting thought provoking posts are what keeps a blog alive. Regards


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Convening a focus group for a niche product

Death by Micromanagement

The new marketing question. Will they follow?

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.