4 Gifts Your Sales People Need This Year
This one is for all the sales leaders and coaches out there….
Looking for that perfect little something for your salespeople this year? Look no further. And no worries, I checked this list twice.
Hands Free Gift Cards: Instead of adding more for your sales persons’ hands to do next year; take something away. Entering orders in 7 systems, 3 tracking sheets, 2 CRM’s and the partridge in the pear tree isn’t selling. That’s called data entry. Sales people need to read and think and speak and sell and then read and think and speak and sell some more. I get the efficiency and information gathering piece and you do too. But I know there are gifts out there, be they tools or support that can take some burden off the hands. More Hands Free = More Sales.
25- $5 Expired Scratch Tickets . Ah…. the joy of wishing and praying and of hoping the luck comes in will be dashed (Holiday pun intended) when you hand over these 25 expired loser tickets. It’s one of the better gifts for sales people because even though it is downright mean, it’s a great message that that kind of good luck don’t work no more in sales. Every scratched ticket does not get you closer to a winner, that’s for sure. Same for unconscious dials & smiles! Sales is not about spraying (or scratching) and praying!
A Coaching Promise. No -, a real one! Not the same old coaching you do all the time – you know that kind right? The kind where you talk about the numbers and say cool stuff like “What are you going to do to hit those numbers?” or” “I’ve noticed a decline in your performance lately, What’s up?” conversations. Heck, Siri can coach like that. I mean a coaching promise on the “How” to hit those numbers. I mean a coaching promise that has you show, preach, teach and demonstrate how it’s done. Real Specific, Real World and Real Time means Real Sales.
A Stronger Point of View: I don’t mean yours, I mean your company’s. Selling today is less and less about discovery and digging and probing and uncovering the darn needs of a prospect. It’s more and more about being attractive. Sales people need the powerful story; the powerful differentiators and the powerful point of views that attract prospects to the sales rep and into the conversations – not push them away. Boiler Room & Glengarry Glen Ross are so 90’s – it’s 2013 and the world’s a lot smarter, a lot less trusting and just plain different now.
Till next time,
Grow The Business.