Sales People Shouldn’t Have to Get Out to Get On!
Sales People Shouldn’t Have to Get Out to Get On!
Without meaning to, companies have signalled to sales reps that the only way to get on in business, is to get out of sales representation! In other words selling is neither a worthy or rewarding pursuit, and so the goal should be to move ‘up’ into management or ‘out’ into any role that is perceived to be more valuable. Sales people in too many organisations have been learning that it doesn’t pay to stay, and evidence of this fact is the indifferent treatment they receive from management and the uninspiring reward systems that relate to their work. As a result of sales people thinking about ‘getting out’, they automatically become part-timers in selling. With one foot in the water and one on dry land they are uncommitted to sales growth and the development of productive customer relationships. I had to solve this problem many years ago, and managers who can see this dilemma in their own companies today can reverse the situation by facing a number of challenges:
? The first step is to place a higher value on sales people. To pay people a reasonable salary along with the many associated costs, and not see this as a serious investment is a bad mistake. A serious investment should be respected, and in the case of sales people they must be treated as nothing less than professionals and key contributors.
? The salary alone will not motivate the sales force, and nor will it guarantee their work rate and thirst for results. ‘Service leadership’ is also needed by sales people, which starts with management ‘selling’ the sales force on the company’s unique service promise. This role continues with the example shown by management and the training offered and tools provided to get the job done. If reps receive a salary but no service leadership, they will be half-hearted because they are receiving only half of their due entitlement!
? The notion of paying reps a salary and then having to ‘manage’ them is absurd. Sales people need to be taught and equipped to be ‘self-managers’, analysing their customer and territory potential, and planning to gradually convert potential into results.
? To offer distinctive service and achieve revenue budgets, sales people need ‘behavioural budgets’, or selling standards, to guide their work. And never leave reps to their own devices, because they usually don’t have any! This means that sales people need professional selling tools to find needs and present solutions.
? Provide an exciting reward system that starts with an understanding that salary is paid for achieving budget, and nothing less. Commissions are then needed to invite attention and achievement at 110% or more, and an incentive scheme that offers serious rewards for a minimum of 6 months at 120% or more.
* Sales people need to be surrounded and inundated with motivational messages (not hype) about company aims and progress, and they need encouragement and ideas to assist them to achieve their company and personal goals.
Sales people should see their future in the positions they occupy, not in the positions they do not and may never occupy. As reps analyse where potential lies, plan to improve service and sales, receive help and rewards commensurate with performance, they will have neither time nor inclination to think about getting out of sales representation.
Sales People Shouldnt Have to Get Out to Get On - To learn more about this author, visit John Lees's Website.
Like this article? Share it with your friends
Years ago as a state and then national sales manager, I used to hear many sales people say ‘I don’t want to stay being a rep all my life.’ This is a terrible sentiment for people in selling to possess and express, and the consequences of such an attitude will have a negative impact on customers, the organisation and the reps themselves. Where did such a belief spring from, what could make sales people operate with such a low self-esteem about their work? If we trace all problems back to ourselves in management we will see the answer.
Without meaning to, companies have signalled to sales reps that the only way to get on in business, is to get out of sales representation! In other words selling is neither a worthy or rewarding pursuit, and so the goal should be to move ‘up’ into management or ‘out’ into any role that is perceived to be more valuable. Sales people in too many organisations have been learning that it doesn’t pay to stay, and evidence of this fact is the indifferent treatment they receive from management and the uninspiring reward systems that relate to their work. As a result of sales people thinking about ‘getting out’, they automatically become part-timers in selling. With one foot in the water and one on dry land they are uncommitted to sales growth and the development of productive customer relationships. I had to solve this problem many years ago, and managers who can see this dilemma in their own companies today can reverse the situation by facing a number of challenges:
? The first step is to place a higher value on sales people. To pay people a reasonable salary along with the many associated costs, and not see this as a serious investment is a bad mistake. A serious investment should be respected, and in the case of sales people they must be treated as nothing less than professionals and key contributors.
? The salary alone will not motivate the sales force, and nor will it guarantee their work rate and thirst for results. ‘Service leadership’ is also needed by sales people, which starts with management ‘selling’ the sales force on the company’s unique service promise. This role continues with the example shown by management and the training offered and tools provided to get the job done. If reps receive a salary but no service leadership, they will be half-hearted because they are receiving only half of their due entitlement!
? The notion of paying reps a salary and then having to ‘manage’ them is absurd. Sales people need to be taught and equipped to be ‘self-managers’, analysing their customer and territory potential, and planning to gradually convert potential into results.
? To offer distinctive service and achieve revenue budgets, sales people need ‘behavioural budgets’, or selling standards, to guide their work. And never leave reps to their own devices, because they usually don’t have any! This means that sales people need professional selling tools to find needs and present solutions.
? Provide an exciting reward system that starts with an understanding that salary is paid for achieving budget, and nothing less. Commissions are then needed to invite attention and achievement at 110% or more, and an incentive scheme that offers serious rewards for a minimum of 6 months at 120% or more.
* Sales people need to be surrounded and inundated with motivational messages (not hype) about company aims and progress, and they need encouragement and ideas to assist them to achieve their company and personal goals.
Sales people should see their future in the positions they occupy, not in the positions they do not and may never occupy. As reps analyse where potential lies, plan to improve service and sales, receive help and rewards commensurate with performance, they will have neither time nor inclination to think about getting out of sales representation.
Sales People Shouldnt Have to Get Out to Get On - To learn more about this author, visit John Lees's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
|||
David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
|||
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 |
|||
Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
|||
Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
|||
Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
|||
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 |
|||
Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
|||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
|  |
Subscribe to John's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
|
||
|
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Inspiration Business Plan CAN-Spam Checklist Business Building Check List Sale Systems Business Checkup |
|
 | ||
 |
Top 50 Business Plans
Top Business Plan Blogs | |
 |
Top 50 Niche Blogs 2009
Top 50 Niche Blogs 2009 | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
||||||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
| ||||||||||
|
| ||||||||||
|
|
||||||||||