Will Your Salespeople Change Behaviors to Improve Their Effectiveness?

Guest post by: Dave Kurlan
Become an Author

Free PDF Download
Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan

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?

Why Corporate Sales Training Often Fails to Deliver Results

When Sales Goals Change but Behavior and Results Don't

Manage Your Salespeople by Working Smart, More Stack Rankings

Allow Yourself Genuine Sales Success

How Many Salespeople Shouldn't Be in Sales

Set High Standards For Your Sales Force

Salespeople are Like Children

Are You Where You Want To Be?

What Really Creates Sales Excellence?

Ten Ways to Drive Sales

Top 10 Reasons Why Salespeople Let Price Drive the Sale

Sales Big Picture - Top Salespeople Combine the Art and the Skill

How to Achieve Consistency on the Sales Force

Scare Yourself Successful

Salespeople Aren't Made of Glass

Sales Leaders Must Accept Change

Sales Coaching Tip: Change Your Role to Increase Sales

Right Salespeople in the Right Roles and the Right Seats

Quality is Not an Action, It is A Habit

How to Sharpen Your Edge Using Fear

Home > Sales > Dave Kurlan > Will Your Salespeople Change Behaviors to Improve Their Effectiveness > Google +

Free PDF Download
Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan

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.

More from Dave Kurlan
Visual Pipeline
Predict Sales Turnover
Salesperson Selection

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Will Your Salespeople Change Behaviors to Improve Their Effectiveness?

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: