A Message from Tom

In 2010: Sales Effectiveness Trumps Raw Motivation

"A Darwinian-style recalibration (of sales skills) is underway, where individuals will play a more crucial role in their own success than ever before."

People used to think, “The best way to make salespeople more productive is to get them excited.” But, what do you suppose happens when a super-excited salesperson goes out into their territory and gets mediocre results? Most people have already figured out that enthusiasm quickly wears off if you don’t actually change the approach or underlying behavior.

So, rather than trying to “motivate” your team in the hopes that they’ll suddenly become more effective, the real opportunity to boost performance requires the exact opposite. In fact, teaching sellers “HOW” to be more effective, in ways that directly translate into increased sales productivity is (by far) the single best way to get people excited!

Entire industries have invested significant amounts of money teaching people to rely on a sales approach that no longer make sense given the new economic climate. This is actually ‘good news’ for those sellers who are open to making the necessary adjustments to recapture a competitive advantage.

Fortunately, there’s no need to reinvent the wheel. You don’t even have to make your competition worse. You simply have to put your team in a position that allows them to rise above the “noise” in the maketplace.

If you want to gain an ‘unfair’ competitive advantage in 2010, and you are “excited” about giving your sales team an immediate boost in productivity, I invite you to contact us. There’s little time to waste.