Sales Behavior: Have Sales Activities Dropped to Anemic Levels?

Sales Activities: Performance Standards & Metrics combined with a New Sales Course of Action Drives Sales Production.

Without performance standards and real sales metrics your sales organization is at the mercy of a “Wing-It” sales approach and negative attitudes that come with the negative economic conditions we currently face. Sales people all do what they do (sales activities) with good intent and because they believe… it is the right thing to do! However is it the most productive thing to do? We as human beings are habitual. And habits form routines. As sales people we all form a subconscious sales approach, exhibiting sales behavior or a sales routine. Parts of this sales behavior are naturally effective and parts of which are not.

The problem here looks obvious, however there is more to consider. In extreme conditions (some may say we are currently in extreme economic conditions) we as human beings do not change. Instead we become extreme in our behavior. Like a hamster we jump on the treadmill and run faster, yet we remain fat and never seem to get out of the cage!

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One major factor to consider is that sales people for example, who focus and rely on networking, become extreme in their mindset and behavior when conditions become extreme. They simply do more networking opposed to taking a multi-faceted approach which may include prospecting within their existing core client base or cold calling to open new opportunities.This in turn has management going over the same thing with the same sales people without a change in mindset, habit, routine or result! CEO’s

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The answer is NOT to continue to do more of what doesn’t work. The solution is change. Business Owners must realize that as human beings we also resort to extreme behavior when we are subjected to extreme conditions (lagging sales in a negative economy). Our natural reaction to anemic behavior and lagging sales is to DO MORE, rather do different. Your sales people have either reduced their day to day activities, in particular in this negative economy. In some cases behavior has been reduced to anemic levels or none at all.

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