- April 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I wrote an article for my Baseline Selling Tips Newsletter. It was about What Sleep Apnea and Sales Improvement Have in Common. If you don’t get my Newsletter, you’ll need to read that article in order for the rest of this post to make sense.
OK. So now you have the gist of the process that your salespeople go through when they are being developed, trained coached and mentored. And you’ll go through that process too as it relates to what sales management must be able to do, sales management systems and processes, metrics, pipeline management, accountability, coaching, motivating, selection and recruiting, sales plans, incentives and compensation, trade shows, etc.
Rush Burkhardt, a sales development expert in Baltimore, sent this comment to me in response to the Sleep Apnea post:
“So, much like the situation regarding sleep apnea, the doctor (sales manager) had to make you believe that if you didn’t use the mask (sales process), you’d die (fail to close business ergo lose your job). Fortunately, the doctor was able to convince you about the consequences you’d face if you didn’t adhere to his recommendation, and you held yourself accountable! The Sales Manager must convince the Salesperson that there are consequences for lack of adherence, and, more often than not, hold the Salesperson accountable!”
Thanks Rush. In holding salespeople accountable for change like this, it’s important that management is leading by example, demonstrating their commitment, coaching to the process on a daily basis, holding salespeople accountable for application each day and evangelizing the successes of the change. When companies fail to include these steps in development, it is inevitable that they lose momentum and revert back to their old ways.
© Copyright 2009 Dave Kurlan