Some random thoughts from the weekend and its impact on sales teams...
We have a twenty-year old gas grill built-in to a stone wall on our back patio and this year I decided to replace all of the components. New burners, new heat plates, new briquettes, new grates, new ignitor, and new wiring. All told, it took three-hours of work, much of it with the ignitor and the wiring. When I got it all reassembled, everything worked except the ignitor despite the fact that I smartly tested it prior to reassembly. I opened it back up and discovered that the battery had become disconnected. A tweak later, it was reassembled, the ignitor was sending sparks, but it was still failing to ignite the gas. After all that work, and despite all the new components, I still must use a hand lighter to light the grill and will have to call a gas grill expert to get the sparks to ignite the gas.
My project corresponds so well with how many executives approach their sales teams.
They do nothing for years, and then, after growing frustrated with complacency and inability to grow revenue, finally decide to make changes and rebuild their sales teams. They quickly reassemble the team by terminating the obvious liabilities and hiring replacements. Then, when the new salespeople don't perform to expectations, they make additional tweaks by adding hiring criteria, and try again. Lacking a real sense of what good looks like, they continue to get it wrong and are back where they started, needing expert help to select the right salespeople to grow revenue.
We went to an outdoor garden center - outdoors means no masks if you're fully vaccinated so it should be an opportunity to shop mask free! Not. Everybody - young and old were masked up because we've learned that if you remove your mask people give you dirty looks and employees refuse to help you. So we must continue to mask up. What does this have to do with selling?
The discomfort with removing masks outdoors speaks directly to our discomfort with, resistance to, and fear of change. After 14 months you would think that people would be excited for the opportunity to go maskless but it's not close to happening in Massachusetts. You would also think that salespeople would be quick to embrace strategies, tactics and sales processes that will help them dramatically improve their effectiveness, and help them differentiate and close more business. That has great appeal, but most salespeople are typically slow to adapt for the very same reasons. Discomfort with, resistance to, and fear of change. It takes time.
Like most spring weekends, we were watching our son play baseball (2 games each day) only this year spectators aren't allowed on college campuses so we were watching live streams. We wondered how we would handle not being present and cheering for him and his team, how disconnected we might feel watching him on a computer screen, and how much we would miss it. It was especially difficult this year since it is his freshman, or as they now say, "first year" season. We adapted. We had to adapt. The seating and food were both exponentially better at home, we didn't have six hour round trips to campus and back, and the bathrooms were sparkling! That said, we still missed being there for him and can't wait until we can return to watch him play in person.
This aligns with how sales teams pivoted to virtual selling in the spring of 2020. It worked, but many of the same differences were in play. The seating, food and bathrooms were better, but we missed being with our colleagues and customers. We adapted, although in the case of virtual selling, we didn't adapt as well. I am still very frustrated with the sales teams I personally train, who week after week, have failed to upgrade their physical appearance, wardrobe, and backgrounds. I don't want to see bedrooms, closets, kitchens, dens, basements or bathrooms! The lighting sucks! You've had 14 months to upgrade how you present yourselves, so read my article on upgrading your virtual presence and get with the program. Many of you will be selling this way, from home and/or office, for the foreseeable future.
It was a great weekend for gardening and when the baseball games weren't streaming we were in the gardens. Pulling weeds, grooming the beds replacing perennial flowers and cutting down scrawny, ugly or dead trees were on the list. It's what we do in May.
This is a great time for weeding out your under-performers and negative, whiny liabilities, upgrading your sales teams, and replacing them with better salespeople who are better fits for the role. It's what we should do, not only in May but year-round. A sales force evaluation should come first so that you know who is part of your future, how to develop them, and how much more revenue they can generate. You must also know who is part of your past and whether or not to move on from them. You must understand why you get the results you get and what needs to change. You should also use an accurate and predictive, customizable, sales-specific candidate assessment to help select your new salespeople. Ask your sales consultant about Objective Management Group (OMG) for help with both issues. If you don't have a reliable, magical sales expert you can call, we can recommend one for you. If you have one, but they don't offer OMG, insist that they either become OMG certified or find one who does offer OMG. Just email me and I'll get you hooked up with someone who can help in a big way.Image Copyright: arinahabich