Sales Blog for Sales and Sales Management

Tony Peckich from Lincoln Financial Distributors, this is a great question.  I have an answer - it is short, but not simple.

First, my previous post about personal goals should help with the process of getting sales people to change behaviors.  But a process alone won't do it.  You do have to dig deeper and explore.  What I mean by that is:  Do the sales people in question actually have the motivation to change?

Think about the last time you were unhappy with a result that you got.  Let's start with sales results.  In a word, how would you describe your results today?  If you didn't say extraordinary, then you need to change something that you are doing to change your sales results.  But, unless those results cause you stress, you won't change.  Other areas to consider:  could be a physical check up from your doctor or a round of golf; if you are studying to get an MBA, it could be a test result.  Bottom line is this:  If the results didn't bother you enough to change, you simply won't change. In other words, let's suppose that you were expecting an 'A' in the test and you ended up with an 'A-'.  Not too bad right.  If that grade didn't bother you, then you WON'T do anything differently to get the 'A' that was your goal. But suppose you got a 'C' and your company won't reimburse the course fees if you get below a 'B'; now your motivation to change increases if you don't want to pay for the course.

So to answer your question simply:  The number 1 process to change behavior is to get people in 'severe mental anguish' over the results they are getting today.

• This starts with goal setting
• Followed by identifying the specific activity that needs to be executed on
• Followed by appropriate behavior - actual execution of the activity
• Inspect what you expect of them
• Gain insight from what you expected 
• And finally coach to the results

 Your coaching will fall into one of two categories:  Coaching to effort or coaching to execution.  If we assume for a second that they are putting in the effort but the results aren't there, then you have to coach execution - how they do what they do (behavior).  To do this you have to:

• Ask them if they are happy with the results they are getting
• Ask them if they are unhappy enough to change
• Ask them if they are sure they are willing to change
• Tell them it is going to be hard and you'll help but only if they are committed to change
• Then outline a disciplined approach of one-on-one coaching or observational coaching to help them improve the behavior that is causing the lack of results.

Old Dogs - I may or may not be talking directly to you if you don't consider yourself an 'old dog'.  I am talking to you if you've adopted the perspective of 'I've been doing this a long time' and you no longer feel the need to learn new 'sales tricks'.

Sales Tricks - this really isn't about sales tricks.  It is about learning why what you do works or it is about remembering why what you do works.

Case in point - do this exercise - connect the nine dots using four lines.  Rules - you can't back track on a line, the lines must be straight and you cannot lift your writing implement off of the paper to start a new line.  (Will provide answer below)

Second case in point hits close to home.  My long time friend and once mentor has written a book with one of his heros, Art Linkletter.  It's called How to Make the Rest of Your Life the Best of Your Life.  I just started reading so I'm not sure what to get out of the book yet, but I did read the introductions by Art and Mark. Mark reminded me why I got into this business 16 years ago and why I need to pull my head out of my butt and stop worrying about getting old and tired.  I'm sure that, if you've been in your business long enough, you know what I'm talking about.  If  you've been in business ten years or less, then your day is coming.  

The most important concept in the introduction is this:  Growing older is not the same as getting old.  Simply put:  Make sure you continue to grow as you age. This one concept caused me to pull my head out, kick myself in the butt and ask myself, 'what the hell have you been thinking?'  My last thought when I finished the introduction was, 'Once again thanks, Mark, for having such a great impact on my life.'

You see, I met Mark several years ago in Cincinnati, and for a time of 3 to 4 years, we stayed in touch and I considered him a mentor.  I was with him driving from Louisville to Cincinnati when he discussed the idea of 'Chicken Soup for the Soul'.  He couldn't get Campbell's Soup to play so he did it on his own, and well, you know the rest of the story.

The rest of my story today is this. Take time to learn new stuff or relearn the old stuff.  Bottom line is to keep yearning, learning and you'll keep earning.

Here is the solution to the puzzle that I'm sure you have seen before but have forgotten.

I've just finished reading two blog post by two very reputable authors:

Dave Kurlan from Objective Management Group and Michael Webb from Six Sigma Selling.  Here are the discussion topics as I read them. Michael is talking about the importance of having an effective sales process that meets the needs of your objectives in the current economic environment.  And Dave talks about the importance of being able to execute as a crucial element to success.  Which is more important?

My vote is for "the ability to execute."  Not because Dave is a friend of mine, but because strategy (i.e. process) is not important unless you can execute.  George Patton said that he would rather execute on a poor plan today rather than wait to execute a perfect plan (paraphrasing). Even if you had a perfect strategy- say, like hitting the ball down the fairway with a right to left draw- if you fail to execute, the strategy itself is useless.  You have to have the ability to execute. What does that take?

• Personal goals that are non-negotiable
• Desire - passion to succeed
• Commitment - willingness to do everything possible to succeed
• Accountability - inspection of what you expect
• Skill - ability

If you have these 5 key ingredients, then even your average strategy or plan will get you results.