How to Get the Entire Sales Force to Change - Now

Posted by Dave Kurlan on Mon, Jul 27, 2009 @ 13:07 PM

Let's discuss how difficult it is to change.

Let's start with a result of change:

In one week I:

  • lost 8 lbs.
  • stopped taking all of my toxic prescription medications and over the counter remedies
  • got my energy back
  • lost 3 inches around my waist
  • fit into my clothes again
  • discovered great flavor in foods that I previously didn't like
  • don't feel bloated anymore after eating

To make this even more dramatic, I was the person who, although usually quite open to ideas and criticism, was totally resistant when it came to food.  Quite simply, I loved my food, I wouldn't give up my favorites, and I couldn't imagine going without bread or ice cream.

Why and how this happened are not as important as what happened.

Most people don't change because they are:

  • afraid of it,
  • uncomfortable with it,
  • don't want to give things up, or
  • don't want to take things on.
For me it was the latter two.

But one day, inspired by my wonderful wife, in one dramatic moment, I made a decision.  And it was a decision that I intended to commit to, without exception.  You see it's the exceptions that can get you in trouble...."just this once"..."I deserved it"..."I've already blown today, this week, this month, etc."...

Anyway, the final goal may take some time to accomplish but the change takes place immediately.  And the initial results of that change provide the ongoing motivation to continue.  The food I was worried about missing?  After three days I didn't care anymore.

Now lets discuss your company and the sales organization.  What have you been afraid to change?

  • Evaluating your Sales Force?
  • implementing an Effective Recruiting Process?
  • Installing Sales Force Automation?
  • Making Your Sales Systems and Processes more effective? 
  • Developing Your Salespeople?
  • Holding Salespeople Accountable?
  • Daily Coaching?
  • Getting Salespeople to Resist Presenting?
  • Getting Salespeople to ask better questions?
  • Being tougher?
  • Overcoming weaknesses like Need for Approval and Rejection
  • Bringing in an Outside Sales Development Expert?
  • Spending Money?
  • Replacing non-performers?
  • Terminating relationships?

There really isn't a hard part. There's simply a decision and once you've made it you're already working on the good stuff so you don't have much time to think about the decision, what you've given up, what you've taken on, your fear or your discomfort.  Nike had it right all along.  Just do it.

(c) Copyright 2009 Dave Kurlan

Topics: sales assessment, Dave Kurlan, sales management, Sales Coaching, Salesforce, Sales Force, sales motivation, resistance to change, sales evaluation, Sales Accountability

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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