The goal to increase sales faces many obstacles. Salespersons
must overcome everything from the "Status Quo" to being able to clearly
articulate the value they bring along with their products or series.
I recently read a story (author unknown) about how a sales department was invited to attend the wake of a fellow employee who had kept the team from reaching its quotas. Everyone was invited to the cafeteria right before lunch for this somber event. As the morning progressed, there was a building of anticipation to see who this individual actually was.
Finally, it was time and the selling force walked single file by the casket and was actually shocked when they looked inside and found their reflections looking back at them from a mirror placed inside the casket. For the employee keeping the sales force from his or her goal was that employee.
The noted philosopher Pogo has been quoted as "I met the enemy and he is me." How true this is in sales (or for any personal or professional role) and it is supported by research.
With only 10% of all salespersons making four or more calls and 90% of all sales happening between the fourth and twelfth contact, then what is keeping any individual from success is that reflection in the mirror. So this leads to the question, do selling professionals need more knowledge about how to sell or do they actually need something else?
Most sales training is based upon the K-16 educational learning experience of:
One great learning strategy to increase revenue is to integrate Gordon's Learning Ladder or what some may call The Law of Process in your sales training programs. As your team members work through each of the four levels or rungs, they must face the major obstacles keeping them where they currently are.
If your sales training program is not delivering the results, then consider holding a wake for that employee standing in the way of your team. After this awakening experience, begin to discuss the beliefs holding your sales force back. Provide the necessary knowledge and support (this may include individual coaching) if you truly wish to increase sales.
I recently read a story (author unknown) about how a sales department was invited to attend the wake of a fellow employee who had kept the team from reaching its quotas. Everyone was invited to the cafeteria right before lunch for this somber event. As the morning progressed, there was a building of anticipation to see who this individual actually was.
Finally, it was time and the selling force walked single file by the casket and was actually shocked when they looked inside and found their reflections looking back at them from a mirror placed inside the casket. For the employee keeping the sales force from his or her goal was that employee.
The noted philosopher Pogo has been quoted as "I met the enemy and he is me." How true this is in sales (or for any personal or professional role) and it is supported by research.
With only 10% of all salespersons making four or more calls and 90% of all sales happening between the fourth and twelfth contact, then what is keeping any individual from success is that reflection in the mirror. So this leads to the question, do selling professionals need more knowledge about how to sell or do they actually need something else?
Most sales training is based upon the K-16 educational learning experience of:
- Read it
- Learn it
- Test it
- Forget it
One great learning strategy to increase revenue is to integrate Gordon's Learning Ladder or what some may call The Law of Process in your sales training programs. As your team members work through each of the four levels or rungs, they must face the major obstacles keeping them where they currently are.
If your sales training program is not delivering the results, then consider holding a wake for that employee standing in the way of your team. After this awakening experience, begin to discuss the beliefs holding your sales force back. Provide the necessary knowledge and support (this may include individual coaching) if you truly wish to increase sales.
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