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 2,000 Articles published by Dave

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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  

Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

2020-07-20_14-45-52

 

2020-Bronze-BlogIndi

Top 50 most innovative sales bloggers

Top100SalesInfluencersOnTwitter

Hubspot Top 25 Blogs

 

2020_Top20_Web_Large_assessment_eval