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How to Get the Entire Sales Force to Change - Now

Guest post by: Dave Kurlan

Article Overview: Most people don't change because they are: * afraid of it, * uncomfortable with it, * don't want to give things up, or * don't want to take things on. For me it was the latter two...

How to Get the Entire Sales Force to Change - Now

Let's discuss how difficult it is to change. Let's start with a result of change:

In one week I:

* lost 8 lbs.

* stopped taking all of my toxic prescription medications and over the counter remedies

* got my energy back

* lost 3 inches around my waist

* fit into my clothes again

* discovered great flavor in foods that I previously didn't like

* don't feel bloated anymore after eating

To make this even more dramatic, I was the person who, although usually quite open to ideas and criticism, was totally resistant when it came to food. Quite simply, I loved my food, I wouldn't give up my favorites, and I couldn't imagine going without bread or ice cream.

Why and how this happened are not as important as what happened.

Most people don't change because they are:

* afraid of it,

* uncomfortable with it,

* don't want to give things up, or

* don't want to take things on.

For me it was the latter two.

But one day, inspired by my wonderful wife, in one dramatic moment, I made a decision. And it was a decision that I intended to commit to, without exception. You see it's the exceptions that can get you in trouble...."just this once"..."I deserved it"..."I've already blown today, this week, this month, etc."...

Anyway, the final goal may take some time to accomplish but the change takes place immediately. And the initial results of that change provide the ongoing motivation to continue. The food I was worried about missing? After three days I didn't care anymore.

Now lets discuss your company and the sales organization. What have you been afraid to change?

* Evaluating your Sales Force?

* implementing an Effective Recruiting Process?

* Installing Sales Force Automation?

* Making Your Sales Systems and Processes more effective?

* Developing Your Salespeople?

* Holding Salespeople Accountable?

* Daily Coaching?

* Getting Salespeople to Resist Presenting?

* Getting Salespeople to ask better questions?

* Being tougher?

* Overcoming weaknesses like Need for Approval and Rejection

* Bringing in an Outside Sales Development Expert?

* Spending Money?

* Replacing non-performers?

* Terminating relationships?

There really isn't a hard part. There's simply a decision and once you've made it you're already working on the good stuff so you don't have much time to think about the decision, what you've given up, what you've taken on, your fear or your discomfort. Nike had it right all along. Just do it.

Related Articles
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  Getting Deals Closed - End of Quarter Sales Gone Mad
  Questions Every CEO Should Be Asking His Sales Managers
  The Sales Force with Over Achievers Who Don't
  "Everyone knows Sales Force Incentives Dramatically Increase Sales"

Article Tags: clothes, dramatic moment, exceptions, initial results, motivation, prescription medications, sales force automation, sales organization, salespeople



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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: Spellcheck? - [quote="TheAnonymousMan":2f894q6j]When discussing the majority of people I would definitely say that most people hit the "Change" or "Ignore" button without thinking too much about the correct spelling of a word. All bosses are concerned about is getting the report to the Directors meeting on time.[/quote:2f894q6j] That probably depends on what the "majority" are trying to accomplish. I have word set to alert me about misspellings and grammatical problems, so I fix most as I go. But I also add names etc to the dictionary because I get tired of seeing the red and green squiggles when I know the info is right. If you're only going to click "Change" or "Ignore" then why bother to take the time to use spell check????? Business people that I work for want the info compiled in a timely manner and they want it right - which is fine because that's the way I strive to do any project. Sending out a memo, letter, report etc with obvious spelling and grammatical mistakes makes the person and the company look bad as far as I'm concerned. Shri
Re: Does birth order influence the desire to start a business? - [quote="ideasuniversity":2rddqi21]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.[/quote:2rddqi21] Of your siblings - how many are girls and how many boys? Are girls allowed to be businesspeople, or must they stay at home?


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