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How to Keep Your Salespeople Out of a Rut By Tom Reilly, author of Value Added Selling Did you ever think you were in a groove only to discover that you have been in a rut? This happens to salespeople as well as managers. In fact, one study estimates that one-in-four salespeople is in a rut. So, for most salespeople, it’s more of a “when” versus “if” issue. For you, the sales manager, your challenge is to keep your salespeople motivated. When salespeople get stuck in a rut, it’s because they stop doing all the things that made them successful: cold calling, studying, planning sales calls, reading, and seeking ways to add value for their customers. They drive the same way to work every day, eat the same breakfast every day, and make the same calls week after week. They lock in on the familiar and try to live in that comfort zone. As the sales manager, you must encourage your salespeople to continue to reach, grow, study, read books on their profession, call in new areas, sell product groups that they have ignored, visit customers they have not seen in a while, and mentor the newer sales reps. In short, you must encourage them to stretch and to do all those things that made them successful. Encourage them to dream again. Encourage them to blast out of that comfort zone. Hold them to a higher performance standard. There is an old saying, “If you always do what you’ve always done, you’ll always get what you’ve always got.” (Dr. Ken McFarland) About the author: Tom Reilly is a professional speaker and author of Value Added Selling. |
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