Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
The Boston Red Sox were 5 1/2 games behind the division leading Tampa Bay Rays but in a week's time had closed the gap to just 1 1/2 games. To make things even better, they were to play a three game series against the Rays, giving them control over their own destiny. The Red Sox won the first game, closing to with a 1/2 game. They had the lead in the top of the 9th inning of game 2 but their great closer, Jonathan Papelbon, coughed up the lead and they lost. Then, last night, in a 14 inning marathon, they lost again, falling 2 1/2 games behind the Rays. They'll likely get into the playoffs, but it may be as the wild card team rather than as Division winners.
What happens to your salespeople when a big deal or account they were hoping to close, counting on to close,doesn't? What happens to them psychologically, emotionally and even physically?
The best salespeople have plenty of other irons in the fire and immediately after debriefing their loss (what went wrong and what could I have done better?) get to work on those other opportunities.
Mediocre salespeople have a few irons in the fire and without much urgency, and after their debrief (rationalization and excuse making) and moderate recovery time (discouragement) begin to rebuild their pipeline.
Your worst salespeople lost the only opportunity they had. Devestation, depression, excuse making and inaction. They fail to rebuild their pipeline.
Who do you have playing for you?
(c) Copyright 2008 Dave Kurlan
