Salespeople Aren't Made of Glass
Salespeople Aren't Made of Glass
Many executives take the same approach with their sales forces. The problems that prevent salespeople from achieving the desired results, are on the underside of the salespeople - under the skin. Executives may see symptoms, like failing to hit quota, not enough new appointments, or low conversion rates. They may even see more subtle symptoms, like too much talking and not enough listening and asking questions. But they don't see The Mess, the underside, the reasons for that behavior. And if they don't see it, it must not exist.
That's where the uncertain economy comes in. As more companies are affected by the economy and more salespeople struggle to get business closed, executives begin to realize that there is a mess underneath; they just can't see it because their salespeople aren't made of glass. But there are fingerprints under there, the DNA of sales effectiveness, and there will never be a better time to get that mess cleaned up. Have your sales force evaluated, discover what's underneath, clean up your mess, and watch sales soar, even in an uncertain economy.
Salespeople Arent Made of Glass - To learn more about this author, visit Dave Kurlan's Website.
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I suspect that most parents with young kids have kitchen tables with wooden tops, not the glass tabletop that we have. Our six-year old son and his friends manage to get more of a mess on the underside of the tabletop than on the top side. So, if the parents with wooden tabletops don't see the mess, does that mean it isn't there?
Many executives take the same approach with their sales forces. The problems that prevent salespeople from achieving the desired results, are on the underside of the salespeople - under the skin. Executives may see symptoms, like failing to hit quota, not enough new appointments, or low conversion rates. They may even see more subtle symptoms, like too much talking and not enough listening and asking questions. But they don't see The Mess, the underside, the reasons for that behavior. And if they don't see it, it must not exist.
That's where the uncertain economy comes in. As more companies are affected by the economy and more salespeople struggle to get business closed, executives begin to realize that there is a mess underneath; they just can't see it because their salespeople aren't made of glass. But there are fingerprints under there, the DNA of sales effectiveness, and there will never be a better time to get that mess cleaned up. Have your sales force evaluated, discover what's underneath, clean up your mess, and watch sales soar, even in an uncertain economy.
Salespeople Arent Made of Glass - To learn more about this author, visit Dave Kurlan'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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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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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva'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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