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Common Questions and Answers
Do you need a new recipe?
Have you ever tried to make a curry with only one spice, or a fruit cake with only one fruit? How about a paella with only rice? It doesn’t work does it?
That’s because you need the blend of ingredients to create the magic deliciousness that makes your mouth water. They all work harmoniously together to create the perfect curry, fruit cake or paella.
So why do we attempt to make the perfect sales team using only one approach?
Or why do we expect each sales person to achieve their individual target in their given territory or sector?
Sales isn’t black and white
One approach isn’t the only right way, making all other approaches wrong.
What I’ve observed over the years is that left to their own devices, sales people have their own route to success. When we jump in, we interfere with the magical element…the unconscious ingredients that create success!
How can you start loosening the reins?
Maybe you could create a small team that work on a specific account to strengthen the relationship and increase what they spend with you, to instil team collaboration.
How about buddying people up to develop their weaker skills.
You could even hand over the sales meeting…or at least a part of it…to a couple of your sales people each month to increase engagement, a sense of value and contribution. They could take it in turns and you get a fresh approach each month.
It doesn’t really matter what you change…as long as you keep testing new ideas.
You would of course have to stop yourself jumping in to get them to do it your way.
Did I just hear a sharp intake of breath? 🙂
If you want a proactive sales team that think for themselves and step out of their comfort zone into the growth zone…you have to do that too!
How willing are you to do that? To let go and let them rise or scuff their knees?
If you can’t do that, you’re part of the problem!
The next time you complain about poor performance, lack of proactivity, reasons and excuses on pipelines or sales…then take a long hard look at yourself and ask…
What am I doing that contributes to this situation?
The most important part of this exercise is to take the time to look inwards so that you can own your part…then to do something about it.
It’s confronting but totally liberating at the same time.
Until next time,
About the author
Hi I’m Leigh Ashton of The Sales Consultancy
Whether you’re a small business or a leading brand, an area manager or a Chief Executive, whether you’re new to sales or an experienced sales professional. Even if you’re not in sales at all but want to understand it, you’ve come to the right place.
The World of Sales is changing.
Today’s conventional sales training doesn’t address the psychological barriers that get in their way.
My approach takes your sales team through a process that:
* Helps them identify their psychological barriers and gives them the tools to overcome them
* Teaches them how the mind works so they can keep motivated and stay focused
* Gives them the ability to identify the psychological patterns of their clients and prospects so they connect with them at a deeper level and close more sales
And at a higher level…
* It creates more success in other areas of their lives so they are happier generally…and happier sales people generate more sales
Wherever you are on your personal sales journey what’s the best course of action for YOU.
– Sales Training – that actually gets results
– Leadership and Management
– Personal Coaching and Mentoring
– Sales Mentoring Programme
– NLP (Neuro Linguistic Programming) and how it can help you accelerate your success
– Keynote Speaking