Sales is simple. Success is simple. Life can be simple. It is people who make it complicated. When I speak at conferences or work with individuals in coaching sessions, they often ask for the “advanced” stuff, explaining that they are good at what they do and that they already know the simple stuff. They are not interested in looking at the basics and checking that they are not missing any tricks.
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…
Recently, I went out with a few people for a meal. It turned out that one of them was in sales. He had no idea that I am a motivational speaker and during the meal we talked about various things but towards the end of the meal this chap (let’s call him Pete) mentioned that he was a bit bored of his job because he has to do the same things over and over.
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.
Do you ever finish a phone call or leave your client’s premises and think that they just weren’t listening to you? If you’re a manager or leader, do you ever think that you are talking to yourself? As a parent, do you sometimes wish that your children would just hear what you were saying?
As a speaker, coach and human being I hear these kind of comments and frustrations regularly. People feel that when they talk, the other party just isn’t listening. And this translates into unwanted situations whether lost sales, unsatisfactory team performance, or unruly teenagers.
If only you could be more persuasive, more influential or more impactful. If only, then people would listen to you…
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.