How to Eliminate the Need for Sales Motivation, Accountability and More!

Posted by Dave Kurlan on Mon, Apr 10, 2017 @ 14:04 PM

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Sales Management is challenging.  With coaching accounting for 50% of the role, it doesn't leave much time for anything else.  Yet pipeline management, along with the ability to motivate, recruit and hold salespeople accountable are also required.  For many sales managers, those four activities simply aren't much fun.  But what if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable?  There is and I'm going to share it with you!

When 100% of your sales force is comprised of salespeople from the top 23% of the sales population, you won't have to motivate them because they are all self-motivated.  You won't have to hold them accountable either because they'll hold themselves to a higher standard than you would.  And because they will all perform, they will meet and exceed quota, goals and expectations so they won't need to be replaced.  That means you won't have to spend any time recruiting.

So how do you develop a sales force made up of only the top 23 percent?

Coaching.  Very easy for me to say but siginificantly more difficult to execute.

In this article I wrote about why sales coaching is so scary.

In this article I discussed why sales coaching is so difficult.

And this article explains why great salespeople struggle with becoming great sales managers.

Please read read those three articles.

Done? Then you probably know how you compare in the area of being able to utilize role-playing as a primary means to effective coaching salespeople.  Fewer than 10% of sales leaders can do this effectively.

If you want to get better at coaching salespeople, utilizing role play to positively impact deals, grow revenue by 28%, develop your salespeople, and create a sales force of 23%'ers, then join me on May 17-18.  I'll be hosting and leading my annual Sales Leadership Intensive.  It's limited to only 24 sales leaders and you'll get lots of attention from me and my team.  Learn more here. If you want to attend, please use discount code DKSLIMAY17 to receive a $100 discount on your registration.

Topics: Dave Kurlan, sales recruiting, Sales Coaching, sales motivation, sales management training, sales leadership training, Sales Accountability

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned a medal for the Top Sales & Marketing Blog award for six consecutive years.  Dave's Blog earned a Bronze Medal in 2016 and this article earned a Bronze Medal for Top Sales Blog post in 2016. Read more about Dave.

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