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I spoke to a very lively group of 130 CEO’s in Cincinnati today and the question about creating more of a sales culture came up.  There are several steps to accomplishing this:

One of the weaknesses we often identify is when salespeople become emotionally involved.  This isn’t a case of them getting too close to their prospects, customers and clients as much as it is a case of them reacting emotionally.  When salespeople become emotional, they don’t see things as objectively, react when they should respond and don’t present themselves as effectively and professionally as when they are under control.

Based on my research data of more than 300,000 salespeople, it’s evident that no more than 6% of the sales population is so motivated as to get coached, attend seminars, watch videos, read books and practice every day.

So for two hundred and seventy one weeks he can’t do this stuff and then in one day he can.  Overnight sensation?  Hardly.  He has been preparing for these events for his entire life. It’s the same with salespeople. 

The correct question should be, “How can I get good salespeople to work in a straight commission environment?”

I hear that one a lot.  The assumption here is that you were getting resumes before and you’re not now.  This is almost always a case of not understanding the need to repost your ad each week.