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Will Your Salespeople Change Behaviors to Improve Their Effectiveness?
Written by: Dave KurlanArticle Overview: "I have changed", a belief and a statement of fact, versus "I will change", a belief and a statement of hope, perhaps even a promise. [Read More]
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Will Your Salespeople Change Behaviors to Improve Their Effectiveness?
This morning our six-year old son asked if he could dress downstairs in front of the TV instead of upstairs in his bedroom. I said that whenever we bring his clothes downstairs he never seems to gets dressed, and then we're running late, and everyone gets stressed so, in light of that, he should dress upstairs. To my amazement, he said, "I've changed!" He went downstairs, and to my astonishment, got himself dressed before he turned on the TV.
Yesterday, an employee was asked whether she would change and what that might look like. She said she would change and discussed what, specifically, those changes would be.
"I have changed", a belief and a statement of fact, versus "I will change", a belief and a statement of hope, perhaps even a promise.
All of your salespeople must change too, some much more than others. Whether you are looking for new behaviors, more consistency, greater toughness in the face of adversity, or simply more hunting, it is ultimately change that you are after. So which of the two options would you prefer? "I have changed" or "I will change"?
"I have changed", while positive in that change has already taken place, is somewhat limiting because there is an assumption that no further change will take place.
"I will change", where no change has yet occurred, is somewhat more open-ended with regards to how much can change.
There are pros and cons to both and neither is as good an option as "I have changed, will change some more, and will continue to change because I am committed to being the best that I can be.
Can your salespeople change? Will your salespeople change? Do you have to change in order for any of this change to take place?
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Article Tags: adversity, amazement, assumption, astonishment, belief, clothes, consistency, downstairs, hunting, pros and cons, salespeople, statement of fact, toughness, tv yesterday, upstairs
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Salesperson Selection Visual Pipeline Predict Sales Turnover |
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- [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.
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