How To Turn Sales Duds Into Sales Stars | Rule #3
The thing with underperformers is that because of their failures to hit quota, they start to have a hard time picturing themselves on top. They know they’re performing way below their peers and like a baseball slugger in a slump, they start to lose confidence.
The real challenge for the sales manager is to help underperforming salespeople stop this destructive thought process. Not easy. But a salesperson whose lost confidence in their abilities cannot possibly perform at the level that’s expected of them.
And this is where the third rule comes in.
Rule #3: Set Small Goals and Achieve Them.
Confidence begets confidence. Use this rule to your advantage.
All is not lost. Small goals are the key.
By setting small realistic goals,then achieving those goals, the underperforming salesperson will begin to feel the exhilaration of actually achieving something.
The goal can be ridiculously small..but it doesn’t matter. The point is to gain some wins under their belt.
After confronting underperforming salespeople as we described in step2 – part of the technique discussed the importance of talking about the sales reps personal goals and motivations. The trick now is to divide these goals into smaller servings and supervise the sales person so he, or she, focuses on only one goal at a time. And then start achieving them one step at a time.
With the successful completion of EACH small small task, the sales rep’s confidence starts to grow…and this is a powerful step to gettin them on the path to turning them around.
Baby steps at first. Then bigger and bigger steps as they gain more and more confidence in thier newfound ability.
Here’s an example of what a “small goals” strategy would look like on paper. Each one would need to be achieved in order, one building on the next:
- Good pre-call plan
- Good pre-call preparation
- Good part of a sales call
- Good total sales call
- Good sales day
- Good sales week
- Good sales month
- Good sales quarter
- Good sales year
OK, the first ffew steps are kind of lame, I know.
But the point is that they accomplish something small (and easy) first, then build on those successful accomplishments, one at a time.
If you your sales managers help your sales people achieve their goals over the course of one month or two, a sales quarter, a year and so on, etc., instead of forcing them to change right away, you should notice a considerable change in their performance.
But take note: only confident and talented underperforming sales people can make this change.
An important point here:
“To be successful, you have to first believe that you CAN be successful.”
The role of the sales manager is to see them through the process. Observe them, take notes, and don’t forget to praise them accordingly along the way.
When the time is ripe, your sales manager will reap what they sow.
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What can you say about the three rules of turning underperformers into sales superstars? Tell me what you think by leaving a comment below.
