Recently, I was speaking at a conference and one of the audience members approached me to ask about a sales presentation that they had recently failed to win and wanted sales tips for the future. They wanted to know what they could have done about it and how they could improve their chance of winning a similar pitch next time. The main issue in this situation was poor sales positioning…
Are you measuring a compliant Claire…Or a Rebellious Robert?
When making the choice to set KPI’s I would advise you are clear on the reason why you are setting them in the first place. To help the individual, to give direction or to check up on individuals?
Compliant Claire can be compared to Lisa Simpson: ‘nice, willing, compliant, honest and very eager to please. Having a detailed outline of what Compliant Claire needs to do could work well for her…as long the instructions are clear not open to interpretation. Someone like Compliant Claire will need specific and measurable KPI’s so she can ensure she achieves them.
Selling has changed over the last few years. Business has got tougher and although markets have picked up and business is more fluid again, things have changed.
And because things have changed, salespeople have had to change too. We have to be better. We have to be more focused. We have to add more value. We have to be professional in a way that we’ve never been professional before.
One of the hardest things to master when becoming a recruitment consultant, is being able to overcome objections. Whether these come from candidates or clients, it’s hard to not take them personally.