Farquharson | on Business Development: Fire Up ‘Lazy’ Salespeople
• Their work hours resemble more of a banker than a sales rep;
• Every day, they tell themselves two lies: “My clients love me!” and “It will always be like this!”
As it turns out, denial is not a river in Egypt and one day it is likely to all come crashing down on them, but that’s a column for another day. Let’s talk next about how to get the complacent sales rep moving forward in the same direction as the company.
1. Do nothing — You might feel it’s not worth the effort, the aggravation or the risk that the salesperson might depart if pushed too hard. Or, if every attempt is made to get a sales rep on board and he/she just doesn’t buy-in, you can always come back to this option. If you choose this path, growth will need to come from the salespeople who are still hungry;
2. Attempt to motivate — Given that salespeople love shiny stuff, perhaps you attempt to create a contest, an award system or even special short-term compensation. This is a good choice when you are trying to build volume on a new piece of equipment;
3. Scare them — Turn off the lights during a sales meeting and tell them stories of salespeople who have lost their anchor accounts due to no fault of their own (like when Conglomerate A buys Company B, the latter being one of their anchor accounts and poof, reality sets in and all of the things that you told them would happen are happening. Their business and pride are in shambles and they need to take the walk of shame into your office for confession);
4. Threaten them — Remind them that until their name goes on the front of the check and not the back, they are employees and, if growth is needed, it’s expected that they will comply;