|
|
| Sales Training Information |
|
|
Increase Sales - Overcoming Barriers
Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan." Most managers have felt this way about certain employees at some point in time. Let's face it, some employees have a very hard time consistently executing tasks that "should" be relatively simple to complete. So what are the barriers getting in the way of their success? Actually, there are several types of barriers - but perhaps not the typical sort of barriers that you may be thinking. Barriers can be classified in three major categories. Each category identifies strong barriers that, if not quickly identified and corrected by the team leader, can negatively impact the progress of your team. The Three Major Types of Barriers are: (Hint: Remember A, B, C) A-ttitude Barriers B-ehavioral Barriers C-onceptual Barriers Attitude Barriers Every employee must take ownership of his or her own attitude. A manager is NOT in charge of anyone's attitude except her own. If an employee has a poor and non-productive attitude and is not willing to correct it, that is a personal choice and that person needs to be held accountable for that decision. Quite simply, there are too many quality people who are willing to learn and add value to an organization, for a leader to invest time and money on anyone who makes the conscious "choice" to portray a poor attitude. Keep in mind, if a leader does NOT hold team members accountable for non-productive attitudes, then he/she has in essence told the team "it's ok". Employees' displaying poor attitudes is NOT ok. A leader should never allow herself to be seen as "sanctioning" this kind of behavior. Here is a great way to communicate expectations about "owning your attitude" to your team. Go to any hardware store and buy the largest coat hook that you can find. "The Hook" will be a visual reminder to your team members that you expect them to leave any personal issues or poor attitudes on this hook prior to beginning their day. (Suggestion: You might want to paint The Hook a bright silver or gold color, and perhaps even mount The Hook on a nice piece of stained wood. Hang The Hook in a common area, away from customer view, where employees will see it often and be reminded throughout the day about your expectations of leaving poor attitudes on The Hook - as they do not belong anywhere in the workplace.) When you introduce "The Hook", and your expectations relating to attitude, you might say something like: "Rest assured, if you each will make sure to leave all your personal issues on the hook each morning when you arrive, I will take personal responsibility for guarding it on your behalf. I will watch over it for you throughout the day, and I promise that every night when you are ready to return home, it will still be there - just waiting for you to take it back home with you. That is my solemn promise to each of you." :) Behavioral Barriers Behavioral barriers equal actions not taken or completed, which hinder the achievement of maximum results. Behavioral barriers refer to an employee not completing critical sales management tasks as expected - despite having mutually agreed to do so. Managers spend most of their time coaching to behaviors - working to increase results of the mid-level and low-level producers. Examples of behavioral barriers include techniques, strategies and skills such as: Prospecting Leaders who are very successful in overcoming behavioral barriers follow this three-step approach in this sequential order: - Managers must TEACH employees what behaviors (actions) are expected - Managers must COACH employees to build their confidence to master sales management behaviors - Managers must EXPECT and hold employees accountable for completing the desired behaviors on a consistent basis Conceptual Barriers Conceptual barriers are the absolute most difficult barriers to overcome. Conceptual barriers are the barriers that are right behind the eyes, DEEP within the brain. "Beliefs" which were planted at a very young age and re-enforced over a long period of time - which is why they are so hard to "dislodge". Here are a few quick examples of conceptual barriers: (Think back to your own childhood. Were you ever taught any of the following rules?) - Don't talk to strangers Now think about what you are asking your sales people to do. - Telemarket (cold call) Do you see how many of the things we were taught as children fly directly in the face of today's daily sales management expectations? It is no wonder why some folks have such a difficult time adopting certain routine sales management practices. They are quite literally "handicapped" by a belief system that limits their potential for success. As a leader it's your responsibility to approach performance issues with a clear understanding of these predetermined belief systems. Armed with this knowledge you can more quickly address issues in a way that can help both the sales rep and your entire organization. Richard Gorham is the founder and President of Leadership-Tools, Inc. His web site, http://www.leadership-tools.com is dedicated to providing free tools and resources for today's aspiring leaders. Offering high-quality tools in the areas of Business Planning, Leadership Development, Customer Service, Sales Management and Team Building.
Google News Want to copy DVDs? Click Here!
|
|
|
|
Coaching When The Clock Strikes Twelve! I just finished reading another sales copy ending with the Deadline Marketing! The Dos and Donts of an Elevator Pitch The dreaded question: "What exactly does your company do?" It's a simple question, but do you find that every time you answer it you give a different answer? Three Fast, Short, Simple Ways to Escalate Your Sales 1. Sell an inexpensive product to sell an expensive product. If people like your inexpensive product, they will be persuaded to buy your expensive one. Nine Competencies of the Complete Sales Professional Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional? A Stupid Question This is a stupid question but it has to be asked. Unleash Your Inner Sales Superstar & Win More Business Right Now! It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below target, his call statistics are below average and he knows that winning the lottery is as likely as him turning it around before the end of the month. John the sales manager also knows that Cedric isn't performing and decides to run a coaching session with him to try and sort things out. So far so good. Make Your Referrals Count Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact. 5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results Here's a surefire method to guarantee you achieve the best results from your sales letters. Rather than make a sales pitch that your prospects will very likely ignore, instead present your products or services as the answer to their problems. Achieving Sales Goals Requires Drive & Motivation How did you do this past year on your sales goals? Three Ways To Get A Prospect To Say Yes To Your Offer Here are three proven ways that will increase your sales: Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Here are some tips that you can use to see how well you actually listen. Jump Start Your Sales In 10 Quick Steps 1. Combine a product and service together in a package deal. It could increase your sales. If you are selling a book, offer an hour of consulting with it. Survival On The Road! A Resource For The On The Road Sales Professional It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you are like the vast majority of "rocket roadsters" you drive your own car. Boost Your Sales With These Proven Responses Instant Rapport: The Key to Sales Success Did you ever meet someone with whom you just clicked? Someone who was so much like you that you practically knew what he was thinking? How comfortable did you feel with that person? Did you trust him? Chances are that you have very high rapport with that person. Why Sales People Are Creating Their Own Objections I'm about to reveal the biggest secret to growing any small business rapidly. This secret will also increase virtually all sales people's results almost instantly when you learn it and live by it. Peak Performance One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of mediocrity. Generate Sales with Lead Generation Marketing Tools One of the best projects to undertake as an online marketer is to master the art of generating sales from your warm market contacts. A warm market is simply people who have already been exposed to your business and marketing plan. It can be described as "breaking the ice" with your potential customers. The best way to generate a warm market is with lead generation marketing tools. Mortgage Leads Are Like a Box of Chocolates Mortgage leads are like a box of chocolates, you never know what you are going to get. That is why it is so important to do your research before you invest. The Myth of the Natural Born Sales Wonder When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation:
|
| home|Learn Sales Management|Learn-Telesales|Site map | 
|
© 2006 www.elearn-university.org |
