I\u2019ve been assessing many existing salespeople over the past couple weeks and have seen many different levels of abilities.\u00a0 The ones that stick in my mind are the salespeople who are presently struggling with their revenue production.\u00a0 Sales is one of, if not the most stressful positions within any company.\u00a0 The overt issue with a lack of sales performance is that everyone in the company can see it.\u00a0 The numbers are very visible.<\/p>\n
One underperforming salesperson I talked to recently has hit a true low point.\u00a0 He\u2019s not certain where to start.\u00a0 I thought about that discussion for quite some time afterwards.<\/p>\n
The lack of performance becomes a spiraling nose dive like those old WWII videos of planes with one wing shot up.\u00a0 The salesperson senses the spiral and over adjusts.\u00a0 This is the pattern I have seen \u2013 the salesperson starts attempting to be someone they are not.<\/p>\n
Generally, here is what I have seen in these salespeople:<\/p>\n
-Less aggressive
\n-Less empathetic
\n-More data-driven
\n-More pessimistic
\n-More uncertain<\/p>\n
These salespeople become unsure to the point where they do not move like they used to when qualifying prospects.\u00a0 Instead, the salesperson requires larger amounts of data to make decisions.\u00a0 They become uncertain in areas where they used to be decisive.\u00a0 They tend to be less empathetic \u2013 they switch off their ability to read others as they become more robotic in attempting to close quickly.\u00a0 They lose the natural aggressiveness that comes from being successful.<\/p>\n
The key here is to get the salesperson back to their natural state.\u00a0 This activity is supported by assessments.\u00a0 In each of the instances I encountered recently, the salesperson\u2019s assessments revealed a highly stressed state.\u00a0 None of them were operating in their natural state.\u00a0 This overshift was causing large amounts of stress and gross underperformance.<\/p>\n
Each of the salespeople are operating well outside of their natural style which is neutralizing their abilities.\u00a0 They are using energy to be someone they are not in an attempt to preserve their job.\u00a0 Unfortunately, that approach is counterproductive to success in most cases.\u00a0 My recommendation to each of these salespeople was specific actions to move them back to their natural style.\u00a0 This has to be the first step in rejuvenating an ailing salesperson.<\/p>\n","protected":false},"excerpt":{"rendered":"
I\u2019ve been assessing many existing salespeople over the past couple weeks and have seen many different levels of abilities.\u00a0 The ones that stick in my mind are the salespeople who are presently struggling with their revenue production.\u00a0 Sales is one of, if not the most stressful positions within any company.\u00a0 The overt issue with a lack of sales performance is that everyone in the company can see it.\u00a0 The numbers are very visible. One underperforming salesperson I talked to recently has hit a true low point.\u00a0 He\u2019s not certain where to start.\u00a0 I thought about that discussion for quite some time afterwards. The lack of performance becomes a spiraling nose… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","enabled":false},"version":2}},"categories":[6,4],"tags":[1381,1585,267,1586,209,836,1750,213,141],"jetpack_publicize_connections":[],"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-BO","jetpack-related-posts":[],"_links":{"self":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2344"}],"collection":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=2344"}],"version-history":[{"count":1,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2344\/revisions"}],"predecessor-version":[{"id":2345,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/2344\/revisions\/2345"}],"wp:attachment":[{"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=2344"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=2344"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=2344"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}