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July 29, 2010 - ISSN# 1545-2646
In the spirit of the summer road trip, I just had to follow up on the infamous question shouted from the back seat of the station wagon – Are we there yet?
5 months of sales opportunity remain in 2010 and some sales managers are starting to hear the cries from their sales reps – are we there yet? If you happen to be the fortunate business owners that has sales reps already at quota then be happy but now is the time for them to really kick it into high gear. Enable them to capitalize on their personal efforts and set up a bonus for even higher performance.
For the whining sales kids that are just tired of sitting in the back seat of the sales program, it is time for them to shut up and get to work. These are adults and the complaining went out the door with puberty.
If you as the sales leader have not sat down with each of your reps and reviewed their 6 month performance then it is not to late. Sales as we all know is a numbers effort. The first 6 months performance results are surely available and a plan to get reps back on track (if they have strayed) is of critical importance to the organizations bottom line.
Leadership is not about hoping it is about leading. The kid in the back seat of the station wagon is hoping the ride is almost over and the parent must take charge and work with the child to get them through the next segment of time. Sales management is sometimes very similar. Sales leadership must mentor and coach their sales reps through the tough times to help them build self confidence and greater productivity for success.
This week put your ear to the ground to listen for the kids in the back of the sales program. What steps do you need to take to lead them to results in 2010? What plan of action will be followed to make it happen? What changes will you make to upgrade under performers? Are you building a bench of future talent?
Need help engaging your sales resources? Give JKL Associates a call – 313-527-7945
Questions or comments - email us at partners@jklassociates.com or call our Office at (313) 527-7945
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Copyright - JKL Associates 2010
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