Ultimatums for the Salesforce - Do They Work?

Posted by Dave Kurlan on Tue, Nov 18, 2008 @ 23:11 PM

Suppose you deliver an ultimatum to a salesperson...

Suppose you deliver it to the entire sales force...

How would you expect them to react?

Is it predictable?

It is if you break it down by A's, B's and C's.

Ultimatums are embraced by A's - they thrive on the pressure, the challenge, the urgency of it all.

Ultimatums will provide the answer to the question, "can my B's become A's?"

Ultimatums will accelerate the process by which your C's leave.

One more thing about ultimatums - they don't work.  UNLESS:

  • Expectations are clear;
  • The "how" is clear;
  • You support them as needed;
  • They get the coaching they need;
  • They get the training they need;
  • They receive the development they need;
  • Accountability is tightened up;
  • They are committed to the end result;
  • You are committed to the end result.

What do you think about ultimatums?

(c) Copyright 2008 Dave Kurlan

Topics: sales training, sales management, selling, Sales Coaching, Salesforce, Sales Accountability, improve sales performance, sales expectations, sales development

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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.

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