|
|
Like this article? PLEASE +1 it! |  |
|
Three Proven Methods To Turn Around Your Sales Underachievers
| Guest post by: Ralph Burns |
Article Overview: Something’s got to be done – and fast. These guys are killing your company’s sales performance. When dealing with underperforming sales people, you can’t delay.
 |
Free Download - How to Motivate Your Most Difficult Salesperson, Part 1 By Ralph Burns |
Three Proven Methods To Turn Around Your Sales Underachievers
You got ‘em. We all have ‘em.
They're the reps who no matter how hard they try, they just can't make quota.
Something's got to be done - and fast. These guys are killing your company's sales performance. When dealing with underperforming sales people, you can't delay.
When it comes to sales underachievers, your sales managers need to stop fighting the war and focus on the battle.
In this sales training we give you three ways to take the first steps to turning around your sales underachievers:
1. Focus on rewarding the "smaller" things. Highlight the small steps that might lead to a sale. If the sales manager waits until the actual sale is in the door before they start acknowledging any positive efforts, then this is a missed opportunity.
For example, the sales manager could praise the sales person for showing good probing techniques, for preparing a commendable opening statement, maintaining a solid rapport with other office staff, making good use of sales data, etc.
2. Praise specifically. With an underperforming sales rep, praise all the basic stuff at first. A simple "Good job" is okay...but the more specific, the better.
The sales manager should tell them: "I really loved the say you started that last sales call - you asked very specific, non-threatening probing questions and they just opened right up and told you what their issues are - excellent job".
3. "Approximately right" is alright. The sales rep may not have reached the real goal yet, but by praising them all along the way to "exactly right" by praising them for doing things "approximately right", this works wonders in enhancing confidence and instilling optimism in a sales rep who being an underacheiver, may be lacking both.
If the sales manager withholds praise for only when they do things exactly right, then the opportunity is lost. The point is to simply get the underperforming salesperson moving in the direction of success. And the sales manager can do this by
Getting underperforming salespeople on the track to success sometimes is just that simple - when small techniques like this are used consistently, the results will start to come.
Focus on the small everyday battles and your sales managers will start to win the war.
How to Find Global Wealth Creating Strategies
Can Concentration Really Improve Memory?
The "Use Seasoned Sales Professionals As Trainers" Myth
Fundamentals and Change Equal Success
Two Must Have Tools To Dramatically Increase Sales
How Do You Improve Memory and Prevent Traveling Down Long Lost, Dreary Roads?
How To Turn Your Online Money Making Ideas Into A Reality
Does Your Business Have What it Takes To Be A Successful Franchise?
Using Attraction Marketing to Succeed in your MLM Business
TRADITIONAL SALES TRAINING LEADS TO DECLINE IN SALES
A \"Closing Sript\" Is A Sales Myth
Are Business Networking Referrals Critical Business Strategies Within Your Strategic Plan?
Sales Training Courses that Bring Lead Generations to Life
\"Canned Sales Presentations\" Just Dont Work Today
What to consider before franchising your business
Internet Marketing Strategies To Make Your Business Successful
Making Money Online – An Introduction
Sales Training Is Much More About Great Attitudes than Superior Sales Skills
Proven home business intellectually ingenious
How to Increase Your Sales Performance
|
About the Author: Ralph Burns RSS for Ralph's articles - Visit Ralph's website Ralph Burns is a sales management consultant who operates the Sales Management Mastery at http://www.salesmanagementmastery.com To get immediate FREE access to your choice of sales management training at The Sales Management Mastery Academy. Get your own free sales manager training course – you can actually choose which one you want. Free courses include: “How to Motivate Your Sales Reps to Peak Performance”, “How to Turn Around Your Underperformers in 30 Days” and “How To Hire A Sales Superstar”…plus you’ll get dozens of free tools and resources to turn sales managers into top-performing sales managers. Get it today.Click here to visit Ralph's website   The REAL Secrets to Sales Management Motivation Why Sales Managers Need to Make Regular Deposits in The Trust Account Sales Management | 5 Proven Methods To Screen Out A Bad Sales Hire Why Money Doesnt Motivate Salespeople How to Motivate Your Most Difficult Salesperson Part 1 |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
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
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
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]
I second the request...
Re: Ways to Boost Productivity
- 1. Give Employees More Than a Paycheck
2. Provide Better eSupport Channels to Promote Self-Service
3. Complete your most dreaded tasks first thing in the morning.
4. Outsource as much as possible
5. . Turn off the TV.
General Guidelines to sale
- Without knowing more about your market, company, products, etc. all I can do is provide a general answer.
Determine who is your ideal prospects, craft an offer or two that you believe, based on information you have about your market, company, prospects, etc., these ideal prospects will respond favorably to and then deliver the message.
Methods of message delivery might include telephone calls, in-person visits, mail/email, advertising, etc.
Does that help?
On Escalade
- I've seen the ad for "Turn you on" on TV here in Toronto but not the others.
Yeah my girlfriend liked that ad too and started telling me wouldn't it be great to have one, I had to quickly remind her that one of the reasons we moved downtown was so that we could get rid of the car and plus we don't have a parking space for it.
Honestly, I was seriously considering it.
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: 
Build Your List with Joint Venture Giveaway Events
May 2012 Top 100 Social Media Experts to Follow on Twitter
What to measure to be phenomenally successful in business
10 mistakes of media relations
Making Money Blogging Can Be Tons Of Fun 
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
How To Master The Ins and Outs of Google+
Selling On Ebay The Good The Bad And The Ugly
Are You Fulfilled
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.