10 Commandments to Turn Your Salespeople into Record Breakers
“Isn’t there a quick fix?”
He was frustrated. As the CEO of a growing medical device company, he hadn’t seen the results from his sales team that he saw as possible—he was searching for a quick fix that would help his sales team get back on track.
Wouldn’t it be great if we heard about a “quick fix” that worked every time! However, as with anything worthwhile achieving, there’s never one easy answer, but rather a set of requirements that we can tap into.
And so it goes with inspiring salespeople to overachieve.
As you’re planning for 2008, I thought you’d be interested in the 10 Commandments for record-breaking results that have been identified by Dave Kurlan,
founder and CEO of The Objective Management Group: SGS Overachievement Factors.
Of the 10, the commandments that I often find are difficult for sales leaders to really understand and implement effectively are as follows:
Motivation—Keeping salespeople focused on their personal goals (big dreams) and encouraging the desire & commitment needed to reach them.
Goals—Raising expectations (out of the comfort zone) to gain superior performance. A forecast and plan come from the goals, not the other way around. And personal goals are based on the cost of the salesperson’s obligations and desires.
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Thanks for your positive comments about my article
"Dig Deep into Sales When Analyzing Merger/Acquisition"
in the September edition of the Minnesota Business Strategy column
One colleague mentioned that it is
valuable reading for assessing existing sales forces as well.
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Accountability—Holding each salesperson accountable for something measurable (# of conversations required to book the number of sales calls required to identify those 20 new opportunities) every day. And maintaining the resolve to follow through with consequences for failure to meet those requirements.
Coaching and Training—Helping salespeople overcome their weaknesses and mastering the selling process. Pre-call strategizing and post-call debriefing with every salesperson, every day is a must.
Managing the Pipeline—Translating critical ratios—monthly goal, closing percentage, average sale and length of the sell cycle—into reality.
You’ll find more details about each commandment in the SGS Overachievement Factors document
(certain parts of the document are ©http://www.objectivemanagement.com).
And, if you need help transforming your salespeople into overachievers, call me, 612-267-3320, or email Danita@SalesGrowthSpecialists.com.
