The Impact of Unhealthy Relationships on Your Salsepeople
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Free PDF Download Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan |
Our five-year old son, a frequent subject on this Blog, has two girlfriends. This is one area in which he does not take after his dad! While he loves being with both of them, Mary drives him nuts while Sally simply causes him to float on air. He isn't really aware of how each girl impacts his behavior after he being with her, but we sure are! He can be moody after being with Mary while he tends to behave like an angel after spending time with Sally.
I know adults who are affected this way too, the difference being that they usually possess an acute awareness of who makes them feel the way they feel. But what happens when one of your salespeople has a Mary (or a Bob) in his life? His moods can be unpredictable, his self-esteem so low that he bails out at the first sign of resistence, and his ability to focus is inconsistent. He may spend time in his office being unproductive and you will see very inconsistent results at best. You may even be aware of the problem, able to understand the cause and effect of it all, although unable to help.
So what can you do if you have a salesperson whose unhealthy relationship is impacting his performance?
Make the office his safe place, where he can get away from it all. Make it the place where he has the ability to perform in such a way that he can feel good about himself. Encourage him to throw himself into his work. Give him recognition when he earns it. Be the person he can share his problems with. But don't, under any circumstances ignore the situation. Make sure he fully understands the impact of the relationship on his performance and get him to agree to leaving his hurt feelings outside the office door.
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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. Visual Pipeline Salesperson Selection Predict Sales Turnover |
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