Improving Sales Performance Often Requires Changing Focus
Have you ever had a ticket to this movie as a B2B sales consultant?
You’ve been working with a sales organization for a year or so and installed the following systems:
- Account list management
- Talent recruitment and development
- Sales training and related revenue development initiatives
And nothing is happening… sales performance remains the same!
As B2B sales training consultants we often overlook the concept of focus and control when helping struggling sales organizations. Simply put, two things exist in the world of salespeople: Things they control and things they do not control.
Here’s a list of things salespeople do not control:
- Pricing
- Inventory
- The economy
- RFPs
- The competition
- The attitudes of their customers
- Other departments in their company
- Account assignments
- Sales quotas
Here’s a list of things salespeople control:
- Their attitude
- How hard they work
- The number of face-to-face sales calls they make
- New business prospecting and selection
- Building relationship bridges
Salespeople waste a great deal of time and energy when they focus on things they do not control. This could be the missing link that is standing in the way of improving sales performance in an organization!
Tip: An Idea for a One-hour Workshop
If you are looking to add a workshop to your sales training resources perhaps creating and conducting a one-hour workshop on the topic of control and non-control might be a good idea! Download this step-by-step guide to the Control & Non-control Workshop might be a better idea!
