Making it Easier for Your Salespeople to Succeed
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Free PDF Download Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan |
Our four-year old son asked me to play baseball with him today, a beautiful, calm, but chilly fall day. He couldn't find the oversized whiffle ball that I used to pitch to him all summer so we used a significantly smaller, regulation size rubber ball. I told him it might take a little while to get used to the smaller ball and he would have to watch it very closely.
He swung, connected and clobbered the first 4 pitches I threw, hitting them farther than ever. He was more effective with the more difficult smaller ball. Wow!
Let's make this a Baseline Selling story.
When salespeople are struggling, management often changes the strategy in an attempt to make it easier on the salesperson. I'm guilty of having tried and failed at this strategy too. Let's have him call on smaller companies. Let's have her call lower in the organization. Let's have him sell something smaller to begin with. Let's give her the flexibility to sell it at whatever price she needs. You already know that these strategies don't work.
Why not give your salespeople a smaller ball? Make it more difficult. Increase the expectations. Demand more. Raise the price. Aim higher in the organization. This serves to improve their focus, understand that their job is on the line and get the job done where they were unable to before.
Play small ball.
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Free PDF Download Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan |
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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. Salesperson Selection Predict Sales Turnover Visual Pipeline |
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