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Sales Leadership
Change the
Habits, Skills, and Attitudes
of Salespeople Without Conflict
 It
seems regardless of how we recruit, interview, hire, and train, only 20%
to 30% of salespeople work a consistently effective schedule and reach
their sales goals. No matter how often we either scold or encourage the
ineffective performers every couple of months, improvement is short-lived
and we are back to conflict.
For the sales leader with little taste for conflict (and that’s
everyone.) the frustration leads to expensive turnover…poor performers
either quit or we fire them. Sales performance studies and historical
data clearly confirm that 80% of poor performing salespeople want to improve.
They want to succeed.
The Art of Constructive Confrontation
provides a step-by-step process for:
- Discussing how we, as leaders, can merge the wants and needs of our
salespeople with the wants and needs of our business.
- Establishing clearly defined habits, skills, and activities including
a firm schedule for reviewing progress.
- Capping the entire process with a schedule for celebration.
Let The Art of Constructive Confrontation lead you and
your sales staff through:
- Conversations that will reveal the necessary commitments from both
leader and salesperson. Both leader and salesperson can relax as mutual
commitments are written into a covenant, which is signed and reviewed
every seven days.
- The weekly review process at the Constructive Confrontation step that
separates mutually agreed upon appraisal from conflict.
- Finally each week, the most forgotten step in leadership, celebration
of even the smallest improvements.
Despite rumors to the contrary (that influence our disastrously bad hires)
successful salespeople are made not born. Scripts, schedules, prospect lists,
appointment methods, follow-up methods and timely closing are elements of professional
selling that require specific product knowledge, habits, skills and attitudes.
Is there a system in place for you and your salespeople to constructively confront
each important element?
Call or e-mail us today for a free analysis of your company’s sales
development history. Roger Di Silvestro will explain the extraordinary
impact a 5% increase in sales can have on your company’s profit
and how to achieve that 5% increase with the salespeople you have now.
Mr. Di Silvestro will share the remarkable history of Athlon Sports Communications
sales growth, a growth that was accomplished by training people with little
or no success in selling. See for yourself how a simple focus on habits
and skills propelled a stumbling $2 Million firm into a prosperous $17
Million enterprise.
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