Ultimatums for the Sales Force - Do They Work?

Suppose you deliver an ultimatum to a salesperson...

Suppose you deliver it to the entire sales force...

How would you expect them to react?

Is it predictable?

It is if you break it down by A's, B's and C's.

Ultimatums are embraced by A's - they thrive on the pressure, the challenge, the urgency of it all.

Ultimatums will provide the answer to the question, "can my B's become A's?"

Ultimatums will accelerate the process by which your C's leave.

One more thing about ultimatums - they don't work. UNLESS:

Expectations are clear;

The "how" is clear;

You support them as needed;

They get the coaching they need;

They get the training they need;

They receive the development they need;

Accountability is tightened up;

They are committed to the end result;

You are committed to the end result.

What do you think about ultimatums?


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...

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