Moving a Mountain or Hoping to Meet Quota?

When you hire a new sales person they come on board with the mindset that will allow them to meet quota.

When sales people become more reactive, they no longer are pro-active. When sales people become more defensive, they are no longer offensive in their business development approach. As business owners and sales managers, we all know that sales people come to the interview looking to move mountains. However, it isn't as much as six months later where they simply hope to meet quota!

• Self-Esteem depletes 
• Levels of expectation drops 
• Level of performance drops 
• Levels of productivity drops 

Now this creates a side effect, and that is that when sales become flat, or decline, it creates an extreme condition within the company. You must understand that extreme conditions create extreme behavior. 

What happens is that the business owner or sales manager becomes extreme in their own behavior? They go after the sales people and work on the wrong end of the problem.

They tell the sales people:

• "Put in more time" 
• "Put in more energy" 
• "Make more phone calls" 
• "See more people" 

What often occurs is that opposed to changing what isn't working we force our sales people into extreme behavior. We ask them to do more of what isn't working. What we are doing is forcing them into more of the negativity or sales stimuli that started the cycle resulting in this downward cycle. Click here to Contact Peak Performance today or direct by phone at 1-866-515-0794 to discuss your options regarding complacency and lackluster sales performance.