Sales Blog for Sales and Sales Management

This question was asked by Mark A. Mullican from AXA Equitable.  Mark was attending the sales conference sponsored by BISA last December in LaCosta, California.  Our topic was 5 Keys to a Winning SalesTeam.  One specific key involves 'Motivation that Works' and this question easily falls into that topic.

First, thank you, Mark, for asking the question.  Second, there isn't an easy answer to the question but here is my answer:  I don't know that simple or complex is the real issue relative to getting people to perform better.  Certainly, it contributes, but more importantly is the skill set and systems and processes you have in place that help support the message.

When we look at successful managers - those getting people to perform as expected - we see the following:

• The managers know what motivates their people
• The managers have a strong self image - no need for approval from sales people
• The managers give appropriate and consistent recognition for success
• The managers implement disciplined structure for success when someone is failing versus having punitive type discussions
• The managers, under no circumstances, accept mediocrity

My point is that, if you have a great message but fail to manage with these 5 factors in mind, your message is impotent.

Generally speaking, I would say that simple is better.  Having said that, don't let the simple message lead you to believe that performance management and coaching should be simple or easy.  It is a complex science and the skill level must be masterful to achieve the goals you seek.

Everyone is talking about the economy, and most everyone is talking about cutting and managing expenses instead of selling.  Browsing my Google reader, I found the following from Verne Harnish's post on the 6th of March: 

Drive Revenue, Eliminate Waste, Save the Team -- I've been pushing hard on tools and techniques for driving revenue.

Driving revenue through new sales is hard.  Managing expenses is easy.  You identify those items that do not contribute revenue and then methodically reduce the amount being spent or eliminate the expenditure.  It's easy to the extent that it is measureable, and in many cases, immediate.

To pull yourself out of the economic slump and put yourself in an economic and sales opportunity, do the following:

1. Pull your head out of the dark place.  My guess is that you don't own 100% market share so any decrease in your sales production has everything to do with your attitude and your effort.  Get your head straight first.
2. Think sales, think offensive strategy, and think selling to those that have already bought from you in the past.  You cannot win on defense.  You will only drive revenue if you sell and you might as well talk to those that already know you and are confident in your competence.
3. The market is the market, go to work.  When you leave the house in the morning and tell your family that you are going to work, remember that work isn't a place it is something that you do.  Effort starts the entire selling process.  Yes, it is harder now but you have to believe that your competitors are sitting back and whining about the economy while you're out talking to their clients.

It's only a tough economy if you want it to be.  There is plenty of business and plenty of opportunity to show your stuff right now.