Thursday, February 4, 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/CEOToolKit
to 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
Serious Growth Symptoms that indicate Business Owners need a directional Change.
Often it begins with a Business Owner having a feeling that things are not good.
Because of the consistency in problems they become conditioned and often consciously unaware of what is happening. However the feeling remains.
It is analogous to a parent who becomes conditioned to a badly behaved child you simply refuses to clean his or her room. What is imperative is that Business Owners actually come to the realization that these problems are real, and do not go away on their own. Certain incremental actions can and will brings these problems under control. However failure to recognize and acknowledge these issues creates a downward spiral that can become unmanagable.
· Constant Managerial Frustration based on relying on a Wing it Approach to Sales as opposed to a Consistent, Effective, Productive and Duplicatable Sales Process
· Built up Resentment based on numerous attempts to motivate de-motivated sales people who lack initiative, direction and effective follow up
For the full tip text and balance of these serious problematic indicators please visit http://peakperformancesalestraining.com/content/serious-growth-symptoms-indicate-business-owners-need-directional-change
Complimentary CEO Growth Barrier Information Package
Business Owners, Presidents and CEO's: You invest more money into hiring and training more reps, invest in additional advertising and marketing, conduct more sales meetings— Are you achieving more productivity?
Regardless of how many rounds of golf your sales people play with prospects, or how many sale meetings or attempts you make to motivate your team, sales are simply not good. Now what?
Many Business Owners adversely impact their margins by dipping into the corporate pocketbook to implement a new bonus plan. At best this may elevate performance temporarily, only to have sales people fall back into their regular non-productive routine.
Some CEO's fall prey to the complaints and bad attitudes of sales people who say they have no leads, or no one to call. Opposed to dealing with the actual problem, poor closing skills, they again adversely impact their margins by investing into more advertising and marketing campaigns. They simple want you to spend more money for them to get more leads, to have more opportunity to close LESS business!
Business Owners: Request Your Complimentary CEO Growth Barrier Information Package
Uncover the Top Sales & Growth Obstacles facing Business Owners
Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKitThe Negative Impact of failure to change............
To read the balance of this Tip and others please visit http://www.peakperformancesalestraining.com/conten/confronting-sales-ineffectiveness-you-are-going-have-do-it-sooner-or-later%E2%80%94what-cost-doing
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