Salespeople Become More Effective Part 2

Posted by Dave Kurlan on Fri, Sep 10, 2010 @ 08:09 AM

baseline selling process Yesterday's article discussed the possibility for salespeople to develop weaknesses AFTER being assessed and during the period of comprehensive sales training, coaching and development.  Today, we'll discuss some of the areas where you should see fairly early improvement, as well as the areas where you need to see it but may not.

The first problem that you must take care of is the elimination of Excuse Making so we should see Excuse Making as one of the first weaknesses to become a strength.  That should be followed by issues like being Too Trusting of Prospects, Not Being Goal Oriented, Not Asking Enough Questions, Ineffective Listening, Assuming and Failure to Uncover Real Budgets.

Some of the issues that take longer to resolve are Consistently Following the Sales Process, overcoming Need for Approval and changing the way your salespeople buy things (Non Supportive Buy Cycle).  Unfortunately, these three issues are perhaps the most important of all.  So how do we handle the challenge of knowing that these three take longer, yet needing these three to resolve more quickly than normal?

The key is Sales Process.  You must talk about Sales Process and, assuming it's been formally developed, structured, optimized and introduced, include it in every daily coaching and development call so that the backdrop for your conversations is "Where in the process are you?"  In Baseline Selling, that would sound like "Which Base are you on?"

By making the Sales Process the backdrop for each conversation, it won't take as long to get your salespeople consistently following the process.  The next challenge is for them to effectively execute each of the steps in the process.  These conversations will expose the sales challenges that develop as a result of their Need for Approval and Non Supportive Buy Cycle.  The more chances you have to demonstrate how those weaknesses sabotage their efforts and lead to undesirable results, the more attention those weaknesses will get from your salespeople and awareness and attention leads to overcoming those weaknesses.

Topics: Dave Kurlan, Need for Approval, Sales Coaching, Sales Force, sales management functions, sales weaknesses, sales assessments, non supportive buy cycle

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six 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.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader