Tom Peters Top 9 Items for the Sales Force

Posted by Dave Kurlan on Mon, May 10, 2010 @ 22:05 PM

Tom Peters' newest book, the Little BIG Things, is well worth reading.  Recently, on his blog, he posted a more complete version of the Credo he included in the book.  Several of the items which, if not sales or sales force competencies, are certainly crucial sales requirements (they are abbreviated here - follow the link to Tom's article for his complete descriptions):

  • Excellent Listeners
  • Unwavering Commitment 
  • Development
  • Positive Evaluation Process
  • Mastery
  • Encourage Failures
  • Accept Blame
  • Celebrate Successes
  • Excellence as a Principal Benchmark

Tom had dozens of items on the list and an argument can be made to include more of them as staples of the sales force but these are a really good start.  If you were to pick just one to work on first, which one would you choose?  Answer using this poll.

 

 

I'll let you know which one mine would be.....

 

You thought I would pick Evaluation, didn't you!  Nope.  Unwavering Commitment (whatever it takes).  That results in Mastery - and excellence.  Then we knock off the rest of them and we're celebrating successes everywhere we look!

Topics: sales competencies, Dave Kurlan, Sales Force, Tom Peters, credo

Tom Peters - Sales Excellence

Posted by Dave Kurlan on Wed, Oct 22, 2008 @ 06:10 AM

My team was watching Tom Peters at the Fortune/Gazelles Growth Summit yesterday.  Tom always has a lot to say, some of it new, some not, but always good.  Even though he is a scientist type, I belive he is a sales & marketing guy at heart.  Try some of these one liners on for size:

"Life is not a journey to the grave with the intention of arriving safely in one pretty and well preserved piece, but to skid across the line broadside, thoroughly used up, worn out, leaking oil, shouting ‘GERONIMO!' "-Bill McKenna, professional motorcycle racer

Tom applied it to business but think of the implications if you can drive this message home to your sales force! My comments follow each one of his one liners.

"Across the Board Cuts are Dumb"

Amen!

"Minimize Cuts in Training Costs"

That's right -it's more important than ever to focus on your salespeople and customer service people!

"Beware of such things as sales travel cuts and ad cuts"

Go Tom!

"Excellence now, more than ever"

If you become excellent in this economy, you'll blow the doors off of your competition when companies and people start spending money again.

"Women are better salespersons than men"

Objective Management Group has data on almost 400,000 salespeople that we have assessed.  About 80% of them are male. Our data shows that a greater percentage of the females are good salespeople compared with the percentage of males that are good salespeople.

"How can a high-level leader like _____ be so out of touch with the truth about himself? It's more common than you would imagine. In fact, the higher up the ladder a leader climbs, the less accurate his self-assessment is likely to be. The problem is an acute lack of feedback [especially on people issues]." -Daniel Goleman (et al.), The New Leader 

I see this all the time.  Presidents lamenting over their sales force when, so often, the Presidents are the problem!

"Being aware of yourself and how you affect everyone around you is what distinguishes a superior leader." -Edie Seashore (Strategy + Business #45) 

"Do something scary every day"

Reminds me of the comment I've so often written - the biggest difference between sales winners and everyone else is that winners choose to do what they don't want to do.

So today, have a greater sense of how you either positively or negatively impact your sales force, get each of them to do something they don't want to do, have them return to the office all beat up and increase your emphasis on sales training to assure continued, consistent sales excellence.

 (c) Copyright 2008 Dave Kurlan

 

 


Topics: sales competencies, Salesforce, Sales Force, sales excellence, sales personality, Tom Peters, Economy

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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.

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