Farquharson | on Business Development: Fire Up ‘Lazy’ Salespeople
5. Generate leads — Most salespeople would agree that finding the right person to talk to and coming up with a valuable approach are the two most difficult parts of selling. Take these challenges away by providing leads and identifying needs, as well as contact names, and now all you’re asking for is the sales rep to make the calls, make the calls, make the calls.
6. Provide outside resources — Have you ever noticed that no matter how many times you give your kids the same advice, it’s only when they hear those same words come from someone else that they buy-in? Investing in outside training can have the same effect;
7. As a last resort, appeal to their sense of “team” — the salespeople cannot accept the rewards and glory for keeping the presses running and people employed without also accepting the responsibility that comes with it. This is a corporate culture that needs to be embedded early on as a way of avoiding this type of situation. But there’s no bad time to play this card.
In the end, it could very well come down to a conversation that sounds like this: “Our company needs to grow andI need you to participate. To assist you, I’m willing to provide internal and external resources, as well as all the support you need. If you choose not to be a part of this plan, fine. But I’d like to know what your plan is for growth.”
Remember, this is simply another sale to be made. You can get what you want when you figure out what they want and help them to get it. Play to their ego, their empathy and their sense of community. Understand that the junior salespeople are watching your behavior and their reaction.
This is not the first time, nor will it be the last time, you’ll need more from an unwilling sales force. Handle this with great care. PI