Why Sales People Go from Wanting to Move Mountains to Hoping to Meet Quota
Why Sales People Go from Wanting to Move Mountains to Hoping to Meet Quota What changes their mindset negatively impacts your bottom line! Free Sales Seminar: Converting the Lackluster Sales Person/How to hire top Producers Are you having difficulty in getting your sales team to continually increase sales? - Is your sales team unmotivated to strive to meet the goals you set for them? - Are you looking to find that sales superstar? - Then your attendance at this free sales seminar is a must. Seating is Limited. Visit http://www.peakperformancellc.com/workshops.htm for more information on Date and Locations This tip is for those business owners, Presidents and sales managers who participate in the hiring process. When hiring sales people their optimism and initial burst of energy is often misconstrued as a key indicator for future success. This misconception is the first mistake management makes. The second mistake happens when management falls into a comfort zone based on the new hire’s initial burst of energy. You breath a sigh of relief and think, “finally, someone who may actually produce!” How many times have you experienced this sensation over a new hire only to be disappointed down the road? What happened? To participate in our Sales Management Workshop on Hiring the top Sales Candidate Visit http://www.peakperformancellc.com/workshops.htm COMMON FLAWS IN THE HIRING PROCESS 1. Using the resume as a deciding factor in hiring the candidate First rewind the tape to the point when you were interviewing. Sales people all come into the interview with one thing in common—their resume. However, a resume is nothing more than a compilation of features, benefits and attributes. The resume does not the candidate’s weaknesses that inevitably surface on the job, at your expense! Now before moving forward I just want to make sure we are all on the same page. Have you ever seen the resume that comes with Addendum A. The addendum clearly spells out: ü The quota he claimed to have met on his resume was successively revised downwards on a quarterly basis when his manager concluded he wasn’t going to meet initial expectations. ü That great revenue number disclosed on his resume was a result of managing another sales person’s sold accounts ü That his initial positive attitude turned sour and negatively impacted other sales people when management started holding him accountable for his low production For assistance in recruiting a top sales candidate visit: http://www.peakperformancellc.com/recruit.htm 2. Relying on your gut instinct when hiring a sales candidate. During the interview you hear yourself saying “I like this guy!” Quite often we make a decision to hire someone because we think we like them based on our gut reaction to their communication method. However, this appeal is not because you like them, but because you are like them, resulting in a sales team with similar strengths and weaknesses. 3. Relying solely on Product Knowledge Training. At the point that we pull the emotional hiring trigger the next logical and often counter productive step is to subject them to product knowledge training. That’s the trick! Let’s make experts out of them! So the new hire becomes an expert about: Ø Who you are Ø What you do Ø And what you have done for others But they fail to develop expertise in: · Why the prospect will buy · Why the prospect will buy from you · Why the prospect will buy from us sooner rather than later. Remember the last time you made a substantial purchase. Did you buy for the sales person’s reason or did you buy for your reasons? To learn more on how product knowledge training can be counter productive visit: http://www.peakperformancellc.com 4. The Final Straw: Sales Stimuli Once you have armed them with their intellectual weapons known as Features and Benefits, you send them out into the field. It is at this point that something crucial happens. It happens to all sales people everyday—they hit a wall! Each and every one of them are subjected to a bombardment of what we at Peak Performance refer to as Sales Stimuli. Sales stimuli are the obstacles, objections, lies, excuses and reason for not buying! Ahhh, this is the way that it is in our world, therefore: Ø This is the way that I must respond! Ø This is the way that I must react! Ø This is the way that I must defend myself! This is the beginning of the downward spiral. When sales people become more reactive, they no longer are proactive in their business development approach. When sales people become more defensive, they are no longer offensive in their business development approach. As business owners and sales managers we all know that sales people start a job looking to move mountains. However it isn’t usually more than six months later that they are simply hope to meet quota! To learn how to overcome this and other sales obstacles visit: http://www.peakperformancellc.com/workshops.htm What is it that we do that creates this transformation where their: Ø Self-Esteem is depleted Ø Level of expectation drops Ø Performance declines Ø Productivity plummets Now this transformation results in a management side-effect. When sales are flat or they decline, it creates an extreme condition within the company that subsequently creates extreme behavior within management. So the business owner or sales manager becomes extreme in their own behavior. They go after the sales people and work on the wrong end of the problem telling them to: Ø “Put in more time” Ø “Put in more energy” Ø “Make more phone calls” Ø “See more people” When the sales person engages in the extreme behavior he is subjected to more of the sales stimuli therefore increasing the rate of the downward cycle causing faster turnover. The key to unlocking this dilemma is handling the root cause of the problem to prevent the metamorphosis from taking place. To learn more about the root cause of sales problems and how to overcome them visit: http://www.peakperformancellc.com/workshops.htm For Business Owners and Sales Managers - Are your sales people suffering from self-limiting beliefs that impede their ability to consistently generate sales? - Do your sales people tell you that their poor sales results are a result of the poor economy? - Do you want to give your sales people the tools to maximize their potential and as such increase your bottom line? Visit http://www.peakperformancellc.com/forowners.htm to discover Peak Performance Sales Solutions PEAK PERFORMANCE SALES TRAINING, LLC 630 Freedom Business Center, King of Prussia, PA 19406 (610) 878 9400 www.peakperformancellc.com information@peakperformancellc.com © 2006 Peak Performance Sales Training, LLC Authorized use granted by express permission only. Unauthorized Distribution, Duplication, Appropriation or Reproduction in Whole or in Part Strictly Prohibited. To unsubscribe go to http://69.13.54.150/mailmailer/others/unsubscribe.3z?liid=5038035&cid=3178&lid=716 powered by MailMailer