Running a sales organization includes taking on risks on a day to day basis. Challenging sales people, holding them accountable to day to day productive sales behavior and even terminating those who do not perform, well, that IS your job. However fear of change and more importantly concerns over how sales people may accept these changes negatviely impacts business like no other obstacle.
This tip will explore three major mental barriers to Sales Success To read this tip in full visit http://www.peakperformancesalestraining.com/content/sales-stagnation-negative-impact-failing-act-uncertainty
Saturday, January 30, 2016
Effectively dealing with Resistant Sales People Part 1
The economy is changing, buyers are more skeptical and you are working harder and longer for the same or less revenue. You have concluded the necessity for or have been asked to lead a change initiative. The problem identified is that what you or your organization have been relying business development specific simply is not working to the point where you can gain the traction necessary to get to the next level. The time, energy, effort and desire are present, however real change and the results are not.
Business Owners: Are you facing Growth Obstacles, Stagnant Sales or an Inconsistent approach to Business Development that have you stuck on the Sales Plateau?
How much of a role do you play in your own level of dissatisfaction?
Request our Complimentary CEO Sales Slide Show and Tool Kit
Please visit http://peakperformancesalestraining.com/CEOSolutions/CEOToolKitto request your Tool Kit.
Change triggers fear reactions and these reactions can lead to resistance. Understanding the fears the cause resistance to change will help you to find communication strategies to reduce the amount of resistance that can impede you from achieving the results you desire.
So, you are going over the same thing with the same sales people each Monday morning, right. They nod, smile and acknowledge your advice however by Tuesday you find them exhibiting the same counterproductive behavior we were discussing the day before!
First let’s understand the cause. Sales people resist change because of a variety of reasons. For the balance of this Tip Please Visit the Peak Performance CEO Sales Blog at http://www.peakperformancesalestraining.com/content/effectively-dealing-resistant-sales-people-part-1-peak-performance-training-and-development
CEO's & Business Owners How your Sales Course of Action becomes either your Companies Anchor or Catalyst for Growth.
All CEO’s face constant forks in the road as they navigate their business through changing economic and market conditions. The problem they face is not the fact that economic conditions or market conditions are constantly changing and have dramatically changed since the late 90s. The issue does not lie in the fact that buyers are buying in a completely different way from the way they bought in the late 90’s. The problem lies in the fact that the CEO fails to change.
As human beings we are habitual, meaning that we create habits that convert into a routine. The problem with a routine is that it will only produce a certain level of productivity.
Businesses have habits and often these habits are either developed or approved by those at the top. What is a business habit? A business habit is something your business relies on and repeats eventually becoming automatic.
Sales Organizations that find themselves stuck atop a plateau generally either rely on bad habits, or they rely on habits that in the past produced good results, however longer are effective.
If you find yourself stuck atop the “sales plateau” call Peak Performance today at 866-816-0991 or request specific information online at http://www.peakperformancesalestraining.com/Contact/RequestInformation
Remember one thing. Extreme conditions create extreme behavior. This means that when sales become flat or economic conditions become extreme we become extreme in our behavior. When external factor change, so must we.
Business Owners; Request our CEO Growth Barrier Tool Kit Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
If you are not gaining the traction necessary to get to the next level or gaining the results you need it is now time to examine your business habits and re-engineer them, maybe even ask for help. This again is very difficult for the CEO, President or Business Owner as they more often than not are the ones providing help and support to others within their organization. However who do you rely on? Who do you count on for support and structure when things get tough? CEO’s take our Complimentary CEO Diagnostic to identify where you stand VS where you deserve to be.
Visit http://www.peakperformancesalestraining.com/CEOSolutions/ComplimentaryCE...
Successful Businesses Have Successful Habits...To read the balance of this Tip Please visit http://www.peakperformancesalestraining.com/content/how-your-business-habits-become-either-your-companies-anchor-or-catalyst-growth
Why you cannot find the Sales Superstar!
Business Owners, Presidents and Sales Managers often dramatically reduce their margins by making a major and common mistake—often their biggest anchor to gaining the traction necessary to get to the next level. Opposed to solidifying their core sales team by training them, changing them and providing them with the necessary tools to become more effective, they decide to compound the problem by hiring more superstars.
Often when speaking with Presidents, Business Owners and Sales Directors we hear a common theme. When asked about the overall effectiveness of their sales team with regard to new business development they typically respond with. “Well, I guess if I were to rate my team for developing new business, I would say they are not bad, they are about a 6 out of 10.”
Let’s look at this situation for a moment. Sixty percent effective! Are you paying out 60% of their salary, 60% of the auto expense, 60% of the advertising and marketing dollars, and 60% of their benefits? You are investing 100% of your time, energy and capital into an employee who is only delivering a 60% return on investment! Request your CEO Sales Barrier Growth Kit by visiting http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
To read the balance of this tip please visit http://www.peakperformancesalestraining.com/content/why-you-cannot-find-sales-superstar
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