Will Your Salespeople Change Behaviors to Improve Their Effectiveness?
Will Your Salespeople Change Behaviors to Improve Their Effectiveness?
Yesterday, an employee was asked whether she would change and what that might look like. She said she would change and discussed what, specifically, those changes would be.
"I have changed", a belief and a statement of fact, versus "I will change", a belief and a statement of hope, perhaps even a promise.
All of your salespeople must change too, some much more than others. Whether you are looking for new behaviors, more consistency, greater toughness in the face of adversity, or simply more hunting, it is ultimately change that you are after. So which of the two options would you prefer? "I have changed" or "I will change"?
"I have changed", while positive in that change has already taken place, is somewhat limiting because there is an assumption that no further change will take place.
"I will change", where no change has yet occurred, is somewhat more open-ended with regards to how much can change.
There are pros and cons to both and neither is as good an option as "I have changed, will change some more, and will continue to change because I am committed to being the best that I can be.
Can your salespeople change? Will your salespeople change? Do you have to change in order for any of this change to take place?
Will Your Salespeople Change Behaviors to Improve Their Effectiveness - To learn more about this author, visit Dave Kurlan's Website.
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This morning our six-year old son asked if he could dress downstairs in front of the TV instead of upstairs in his bedroom. I said that whenever we bring his clothes downstairs he never seems to gets dressed, and then we're running late, and everyone gets stressed so, in light of that, he should dress upstairs. To my amazement, he said, "I've changed!" He went downstairs, and to my astonishment, got himself dressed before he turned on the TV.
Yesterday, an employee was asked whether she would change and what that might look like. She said she would change and discussed what, specifically, those changes would be.
"I have changed", a belief and a statement of fact, versus "I will change", a belief and a statement of hope, perhaps even a promise.
All of your salespeople must change too, some much more than others. Whether you are looking for new behaviors, more consistency, greater toughness in the face of adversity, or simply more hunting, it is ultimately change that you are after. So which of the two options would you prefer? "I have changed" or "I will change"?
"I have changed", while positive in that change has already taken place, is somewhat limiting because there is an assumption that no further change will take place.
"I will change", where no change has yet occurred, is somewhat more open-ended with regards to how much can change.
There are pros and cons to both and neither is as good an option as "I have changed, will change some more, and will continue to change because I am committed to being the best that I can be.
Can your salespeople change? Will your salespeople change? Do you have to change in order for any of this change to take place?
Will Your Salespeople Change Behaviors to Improve Their Effectiveness - To learn more about this author, 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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Dianne CramptonDianne Crampton is an executive leadership coach, team culture consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. Dianne's contribution to the 2010 Pfeiffer Consulting Journal (an imprint of John Wiley and Sons Publishers) entitled TIGERS Hearted Teams is available in November 2009. Her new book TIGERS Among Us: 5 Winning Business Team Cultures And Why, Three Creeks Publishing will release in March 2010. To receive publishing discounts, subscribe to the free TigerTracks Newsletter here. - Visit Dianne Crampton'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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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 |
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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 |
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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 |
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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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