Ask the Guru

Friday 29th Oct 2010

Question: My sales guys used to be the top performing team in NSW. Now a few of them seem reluctant to even pick up the phone to answer an enquiry let alone make cold calls! They have all been with me for at least 12 months and I can't understand why the sudden change.

Answer: It seems they may have fallen into the trap many sales professionals face at some point... the fear of rejection.

Often what we do is when we meet with our sales team, we look at yesterday's figures and discuss what went wrong, what needs improving or fixing, what we could have done different...and there lies the problem.

When we focus on the negative, so do our team and then the negativity kicks in.

Solution: Look at the Good and then Coach the Bad...Have a look at what they did do well, what did work and why it worked and keep them consciously competent  so they repeat the positive behaviour, and then coach what can be improved and watch your team start steam rolling ahead.

Look at the Good and then Coach the Bad, then watch your sales go Mad!