Upcoming CEO Power Breakfast: Break through the Barriers that Impede the Growth of your Business
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Are you having difficulty in getting your sales team to continually increase sales?
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Is your sales team unmotivated to strive to meet the goals you set for them?
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Are you looking to find that sales superstar?
Then your attendance at this event is a must.
Seating is Limited so register early.
Find out more....
For Presidents, CEO's and Business Owners: Discover the CEO Solution
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- Are your sales people suffering from self-limiting beliefs that impede their ability to consistently generate sales?
- Do your sales people tell you that their poor sales results are a result of the poor economy?
- Do you want to give your sales people the tools to maximize their potential and as such increase your bottom line?
- Do you want to measure where you are compared to where you should be?
Overwhelmed with the Hiring Process?
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The so-called sales superstar often makes their biggest sale (and sometimes, only sale), when selling himself/herself into the sales position you have available.
More often than not your expectation levels are high yet six months later their productivity levels are low. What happened?
Read how to find sales producers for your company»
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address: 630 Freedom Business Center
King of Prussia, PA 19406
voice: (610) 878 9400
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CEO’s and Presidents that are dissatisfied with their existing sales levels often describe their sales teams as “complacent”. Ironically, none of these business leaders made their sales hiring decisions because the candidates listed complacency as their top attribute. Complacency was the accidental destination of a long journey that the sales team embarked upon with an ambitious and results-oriented attitude. They didn’t get there overnight—it took a long time that involved several unexpected detours.
Visit: http://www.peakperformancellc.com/ceo.htm to discover the potential capabilities of your business.
The big question is not how to fix the complacent sales team but why you end up with a complacent sales team time and time again. Why do sales people go from having high levels of self confidence to having every excuse in the book for their poor performance?
If you are a CEO faced with this management problem what options do you have? Simply put you have three options.
![]() Course of Action 1: Grin and bear it. Problem: You are accepting mediocrity and converting your sales problem into a management problem.
Course of Action 2: Fix them. Problem: Business leaders, especially those not actively involved in the day to day sales activities of the company, often engage in an extremely costly trial and error approach that becomes exponentially more expensive with each sales person on board when you consider your opportunity cost of deal that should be yours falling into your competitor’s hands.
Course of Action 3: Fire them. Problem: When you replace those complacent members of your sales team you do so by relying on the same hiring criteria and process that led to hiring these under-producing complacent sales people to begin with. Now your compounding your management problem because you have the knowledge hurdle to overcome with your new hires who will most likely a render similar performance to their predecessors.
The big question is not how to fix the complacent sales team but why you end up with a complacent sales team time and time again. Why do sales people go from having high levels of self confidence to having every excuse in the book for their poor performance?
To discover a proven external support system visit: http://www.peakperformancellc.com
...the Manager crosses his or her fingers hoping that the positive attitudes present in these sales people during the interviewing process will resurface.
What are the most Common Approaches to Dealing with the Complacent Sales Team?
![]() Instead of identifying and resolving the attitudinal obstacles that impede sales effectiveness, management tries to motivate the team. To motivate the sales team management increases bonuses, increases commissions, invests in additional advertising, invests in motivational speaking engagements or boot-camps—in other words, management runs around changing everything but the sales person’s mind. Once the motivation has been implemented the Manager crosses his or her fingers hoping that the positive attitudes present in these sales people during the interviewing process will resurface. This approach is analogous to putting a band aid on a gaping wound—the root cause of t
he problem gets worse, and is infectious to your bottom line.
In order to change corporate revenue/sales results, you first must change their routines. In order to change those routines that were developed over years, first you must change their minds!
Opposed to implementing additional motivating strategies it is essential that you identify the fact that the root cause of the problem in your sales team as this condition is contagious! Most responsible for managing sales people often fail to realize what motives to action (motivations) are already in place:
Motive # 1: The draw or salary you pay your sales people in order to motivate them to come to work and sell—the salary or draw motivates a sales person to exhibit the daily behavior and activity that leads to sales.
Motive # 2: You provide a commission and/or bonus in order to motivate them to perform and deliver results (the commission or bonus motivates/rewards them for the result)
Motive # 3: You hold the power of termination—If your sales team performs and sells consistently they can keep their jobs! If that won’t motivate them nothing will.
To learn more about the root cause of sales problems and how to overcome them visit: http://www.peakperformancellc.com/workshops.htm
What's behind this demise in production?
![]() Now let’s address external factors that impact your sales team. What happens when the economy suffers a downturn, what happens when there’s a drop in consumer confidence, what happens when your competition comes out with a more effective product or service, what happens when members of your sales team fall victim to prospect rejection? How do these external issues impact the morale and confidence of your sales team? More importantly how does this drop in your sales team’s morale and confidence impact your bottom line? And most important of all, what should you do about it?
As a manager you will resort to an extreme version of your routine—You won’t ask your sales people to change anything. You will simply ask them to do more of what isn’t working, accelerating this self-destructive cycle!
![]() Let’s start by explaining how why the drop in self esteem occurs. The routine utilized by most people in the sales profession rarely changes regardless of how long they have been selling. As humans beings we are habitual—we create habits that transform into routines which in turn deliver a certain level of productivity.
- When we remain stuck in our routines while external factors change all around us we fall victim to increased levels of negativity and rejection. This in turn depletes our self esteem.
- As our self esteem depletes so does our Level of Expectation for success. This transformation is most obvious when you compare an individual sales person’s initial “I can move mountains” attitude with their six months down the road attitude of “I hope I meet quota”! This transformation is evidence that their mindset has changed and the downward spiral is about to occur.
- When the individual’s level of expectation drops, there is an inevitable impact on performance! They dramatically reduce putting in the time necessary for success, they stop diplomatically confronting objections, they stop making the calls or seeing the necessary number of qualified candidates
- When their performance levels drop your revenue numbers drop.
If you identify that your organization has reached any of these phases it is imperative that you stop and step outside of this box. The inevitable decline in revenue will create an extreme condition within your business which in turn creates extreme behavior. Remember, we are all habitual and routine oriented. As a manager you will resort to an extreme version of your routine—You won’t ask your sales people to change anything. You will simply ask them to do more of what isn’t working, accelerating this self-destructive cycle!
For assistance in breaking the plateau visit: http://www.peakperformancellc.com/workshops.htm
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