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The Search for Perfection - How it Can Ruin Your Sales Efforts
| Guest post by: Dave Kurlan |
Article Overview: Sometimes perfection is good but sometimes there is a strange dark side. First the good and then, in the fifth paragraph, I'll share the frightening dark side with you.
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Free Download - Sales Courage and Resilience By Dave Kurlan |
The Search for Perfection - How it Can Ruin Your Sales Efforts
Sometimes
perfection is good but sometimes there is a strange dark side. First
the good and then, in the fifth paragraph, I'll share the frightening
dark side with you.
First the good: After months of planning and design, Jonathan Farrington, his design team and the Sales Council
(I am one of the Sales Council members along with 23 others including
Jill Konrath, Linda Richardson, Keith Rosen, and Tony Alessandra) have
finally launched Sales World" href="http://www.topsalesworld.com/" target="_blank">Top Sales World,
a site with hopes of becoming the top web site for sales on the
planet! Stop by and let me know what you think. Over the coming weeks
and months you will find the best expertise, advice, videos, podcasts,
articles and resources on sales and sales leadership. More good: Lee
Salz has been working on his Sales Management Minute
for quite some time and it too strives for perfection. Visit him and
let him know what you think. And as my regular readers know, I've been
working with my teamat Objective Management Group
for more than 20 years to perfect the Sales Force Evaluation, the Sales
Candidate Assessment and the Leadership Team Evaluation and as always,
we are THIS CLOSE to perfection.
That's the good side of perfection - you work hard, diligently and
creatively to develop something and it comes out, well, almost perfect.
But as I mentioned earlier, there is a dark side to perfection and
I'll share the gory details with you here. You have salespeople who are
perfectionists and while this is a good when it comes to attention to
detail and getting things right, it's bad when it comes to selling. Bad
things have names - usually Greek or Latin, so I named it Perfection
Adversis - Perverse for short - when your salespeople can't, or more
specifically, won't, do what they need to do until they're sure they can
do it...perfectly. As you know, it's simply not possible to
consistently sell with a perfect approach.
Let's take prospecting for example. You have some people who are
prospecting monsters - no problem. You have others with call reluctance
- too many weaknesses to even think about using the phone to make cold
calls and you understand their fears and have them in account management
roles. Still others must be directed to call and then held
accountable. Finally, there are your perfectionists who, because they
are unable to achieve cold calling perfection, don't even make the
attempt. These salespeople, in a hopeless search for perfection, are
chronic procrastinators.
Is there hope? Yes, of course. And all you have to do is....
Give them permission to do it badly! Do it with them. Help them
fail! Make sure they have fun with it. Make it a game. Give them
points just for doing it. In time, they'll strive to improve but they
can't improve until they start and they can't start until you find a way
to make it safe for them.
It's not a perfect solution, but it's better than what they're doing now!
The Perfect Summer - Sales and Marketing Training
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The Perfect Mistake - the impact of perfectionism on peak performance
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••••••>For Best in Class SEO You Need to See Things They Way a Search Engine Spider Does
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LEADERS NEVER EFFORT TO LOSE IT……
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Value, Value Stream, Flow, Pull, Perfection
On Page SEO Basics: How to do Internal Site Optimization Even if You are Beginner?
Lesson #5: “Success seems to be connected to action.”
The Value of Effective Leadership
Excellence vs. Perfection
Longtail of Search Engine Optimization
What’s Wrong with Sore Losers?
Exactly What the Heck is POWER?
How Keywords Selection Can Literally Make Or Break Your Online Business
Search Engine Marketing - Why You Should Write Search Engine Friendly Copy?
|
About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Click here to visit Dave's website   Predict Sales Turnover Visual Pipeline Salesperson Selection |
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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]
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