How are you ensuring continual growth and improvement for both you and your team?<\/p>\n
Good performance can sometimes keep people from aggressively pursuing even higher levels of improvement and contribution to their companies, their customers, and even to themselves.<\/p>\n
Good becomes the habit. Great becomes unnecessary. Or in other words, \u2018Good becomes the NATURAL enemy of Great\u2019 as Jim Collins says in his landmark 2001 book named aptly \u201cGood to Great\u201d <\/em><\/p>\n This is the problem, but why does it happen?<\/strong><\/span><\/p>\n We all want to be good<\/span> in sales; this<\/em> is also my concern. We form habits that will keep us merely<\/em> good.\u00a0 We have to push past what we are currently doing if we want to reach the GREAT. The question is HOW and for some of us WHY.<\/p>\n First the How<\/strong><\/p>\n We must CONTINUALLY lead our sales team to stretch their talents both in sales production and sales education. Bottom-line is if you aren\u2019t stretching you aren\u2019t leading. The good news is the top 7% of reps will be salivating at a chance to grow their skills and will welcome this formal opportunity.<\/p>\n The \u201cgood\u201d to \u201caverage\u201d reps might need some encouragement. The only way to do that is to KNOW your team and what are they capable of. You must know what motivates them, what will make them jump through fire to achieve. Then give them the nudge they need to go past their comfort zone by developing goals and business skill development tasks that will nurture the qualities leading to their personal growth and future success.<\/p>\n Remember you need to be their leader not just their manager. Get out in front of this effort by setting your own stretch goals and business development tasks. Sales people and people in general abhor those who don\u2019t \u201cwalk the talk\u201d. There is nothing more common than a salesperson \u201coutgrowing\u201d their sales manager because he simply stopped developing as a professional and can no longer keep up with them.<\/p>\n The best part of this initiative is its natural byproduct, improving the bottom line<\/strong>. And seriously, unless we improve what we are doing and how we are doing it we will remain \u201ceffectively stuck in neutral\u201d and I promise, somebody or everybody will catch up and we will start to lose business, market share and maybe our career.<\/p>\n Now let\u2019s talk about the WHY<\/strong><\/p>\n We all go into sales for different reasons. For some it\u2019s the ability to be compensated based on our performance. Others like the autonomy and still others see it as a fast track to management and beyond. But the bottom line is we all want to make more money than a simple base salary and that can\u2019t happen unless we improve daily what we are doing and how we are doing it. I also don\u2019t believe for a minute anybody who is TRULY<\/strong> a salesperson wants to stay status quo. That\u2019s why you see so many athletes in sales, the competition to be the best, to keep their edge, can be the \u201cjuice\u201d<\/strong> as well!<\/p>\n You see it\u2019s been my experience that across the board REAL<\/strong>, TRUE<\/strong> salespeople are exactly the same. They are the richest, have the most connections and are the best in their respective \u201csales circle\u201d. Here\u2019s the twist though, in my classes I teach this caveat, \u201cCustomers don\u2019t buy features, they don\u2019t buy what the features do; they buy what the features will give them\u201d. Or as Charles Revlon famously said \u201cIn the factories we make cosmetics and in the stores we sell hope\u201d. So I don\u2019t believe it\u2019s JUST the accumulation of MORE money, it\u2019s what the money will provide us. New car, boat, house payments, tuition and the peace of mind that we can PAY for all those things comfortably, that\u2019s what money gets us.<\/p>\n The bigger reason I think is this; REAL<\/em><\/strong> TRUE<\/em><\/strong> salespeople are ULTRA competitive, they want to be acknowledged as the BEST but what they also want, if for only once in their life, they want to be part of something GREAT<\/strong>. They want to know that if not for their efforts that GREATNESS<\/strong> would not have been achieved. They want to be a difference maker, a game changer; the person that pushes whatever their endeavor to new heights.<\/p>\n \u00a0You see, GREATNESS<\/strong> stays with a person. It changes a person in every tangible and intangible way; how they talk, make decisions, heck, even live their life because they know they were an integral part of something GREAT<\/strong>. You\u2019ll never go back to how things were before because now you know how things can be<\/span><\/strong>, and isn\u2019t that what we all want?<\/p>\n That\u2019s it for now and remember you can either make sales or make excuses but you can\u2019t do both!<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":" How are you ensuring continual growth and improvement for both you and your team? Good performance can sometimes keep people from aggressively pursuing even higher levels of improvement and contribution to their companies, their customers, and even to themselves. Good becomes the habit. Great becomes unnecessary. 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