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RECOMMENDED BOOKS
  • Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals
    Selling BEYOND Survival: The Essential System for High-Activity Sales Professionals
    by Lance Cooper
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  • Good to Great: Why Some Companies Make the Leap... and Others Don't
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    Linchpin: Are You Indispensable?
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    Tribal Leadership: Leveraging Natural Groups to Build a Thriving Organization
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  • The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
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WELCOME SALES LEADERS

"You can coach salespeople - you can help them get better."

Coaching Sales Tweets
Selling BEYOND Survival

In Selling BEYOND Survival, I explain the attitudes, skills, and steps in a high-activity sales system - one that focuses sales time on essential activities. Please buy the book. Learn to lay down at night knowing you have an excellent chance of earning money for your needs and not your company’s budget requirements. Get better. Sharpen your saw. Chop wood, carry water, enjoy the fire. Lance.

« Part V - Recruit Character First and Shape a High-Performance Sales Culture! | Main | Part III - Coaching Salespeople to Win Today ... REQUIRES Mentoring Character Development »
Sunday
Oct162011

Part IV - 10 Youthful Performance Issues in Today's Salespeople

A breakup in the family structure, the nurturing and forming area for children, creates incalculable effects on our nation’s sales teams and new pressures on sales leadership.  Children do not mature with the character traits required for appropriate growth as a sales professional.  "The scale of marital breakdowns in the West since 1960 has no historical precedent that I know of, and seems unique," says Lawrence Stone, the noted Princeton University family historian (see "MenSight" magazine).  These changes affect the formation of values and beliefs leading to effective collaboration, service to others, and perseverance when making and fulfilling commitments.

One third of America’s children are growing up  without their biological father.  

"There has been nothing like it for the last 2,000 years, and probably longer."  Life without father leaves a  negative competency imprint upon those pursuing adulthood.  In David’s Popenoe’s book, Life Without Father, he gives compelling new evidence that “growing up without a father may be a root cause of many social ills - from crime to academic failure.”   Many studies show that the decline of fatherhood is a major force behind many of the most disturbing problems that plague American society: crime; premature sexuality and out-of-wedlock births to teenagers; deteriorating educational achievement; depression, substance abuse and alienation among adolescents; and the growing number of women and children in poverty.   The United States Center for Disease Control reports that 85% of all children that exhibit behavioral disorders come from fatherless homes.  Studies involving over 25,000 children, who lived with only one parent had lower grade point averages, lower college aspirations (ambition), poor attendance records, and higher drop out rates than students who lived with both parents.

Effect on Sales Team Performance
These changes leave a negative imprint on the character available for our nation’s sales teams. Attachment to a moral code has diminished.  Guyland has appeared.  The family structure has eroded.  Fathers are absent.   We find emotional and behavioral problems formed at childhood and carried into an extended time for children to remain boys and girls.  Sales managers work with an entitled pool of young boys and girls, ages 21-28, in need of a mentor and for the first time in American business, a dad-coach.
As they read the new books on coaching and embrace this competency, sales managers face the following 10 challenges.  We call these ...

“10 Youthful Performance Issues in Today’s Salespeople.” 

Our young sales recruits do not:

1.  Have obligations or clear emotional attachments to sales and income goals.
2.  Give consistent effort and then persevere during setbacks.  Instead they complain or quit.
3.  Display mature behavior and emotional control during customer service issues.
4.  Show up on time.
5.  Have an understanding of what it takes to reach high expectations and achieve their dreams.
6.  Possess political or interpersonal savvy necessary to lead or to gain respect and influence.
7.  Listen well and interpret the needs of teammates or those they serve.
8.  Sacrifice time and effort to win the hearts of customers and co-workers.
9.  Seek to exceed customer expectations.  They do just enough to get by and make the sale.
10. Expect that goals require hard work.  Instead they expect an easy path to riches and fun.

What should those responsible for sales performance and a company’s brand do with this information?

Recruit CHARACTER first (see upcoming post).  Use a multi-step recruiting systems, including well thought out source channels, to separate those with greater maturity and emotional competence.  Then, learn the philosophy and system for great mentoring and sales coaching.  Also, put very mature people in charge of sales teams.  (Check out this article: "Five Considerations for Selecting a Great Sales Manager")

 

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