Salespeople Should be More Like Children
Our son wrote a book today. He illlustrated it too. No big deal? He just turned 7.
He loves to read and apparently, he must have felt that there weren't enough new books arriving in his room so he decided to create a Pokeman book to read instead.
I can't wait until he's old enough to sell something because this behavior translates! When there aren't enough new leads coming in he will simply create his own.
Don't you wish all of your salespeople made it that simple?
Don't you wish all of your salespeople understood the urgency of new opportunities?
Don't you wish all of your salespeople would simply generate their own without giving it a second thought?
Don't you wish they would do that without you having to set expectations for them, without having to tell them how many, show them how, remind them, remind them again, tell them you're not happy, remind them again, show them how again, reset expectations, make calls with them, coach them, remind them again, reprimand them, etc.?
Wouldn't it be nice if all of your salespeople simply made it their number one priority to find the opportunities required to keep their pipeline stuffed with quality opportunities?
If they had a stuffed pipeline, would the deals that have been put on hold due to spending freezes be such a huge disappointment? No way. Those delayed deals are only big disappointments when there aren't enough opportunities in the pipeline to make up for them.
It really is simple. It's like the 70's again. Just roll your own.
Salespeople Should be More Like Children - To learn more about this author, visit Dave Kurlan's Website.
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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 |
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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 |
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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