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Having trouble with your salespeople missing targets? Maybe THIS is why!

The issues surrounding sales people all come down to one key factor: they are almost exclusively rewarded for success.

“Quite right”, you may think. “What’s wrong with that?”

The flaw in offering commission-based wages based on achieving sales targets means that over-eager salespeople are likely to exaggerate potential opportunities in order to make it look like they are doing a good job, when in fact this costs you more time and money chasing a dead lead.

It also means in order to justify their pay they will make sideways deals (the prospect hasn’t actually signed on the dotted line yet but the salesperson includes the sale in THIS month’s totals) OR they send loads of spammy messages in hopes of looking like they’re chasing leads OR in some other way, do not represent your company in a good light.

Basically, they’re afraid of getting a ‘No’ because they may feel that the opposite of being rewarded for success is to be (financially) penalised for failure.

This is why I believe that a ‘No’ is as good as a ‘Yes’ as it means you don’t waste more time chasing a dead lead. In an industry like yours, people either will need your service or they won’t and disqualification is as important as qualification. 

Also, “No” doesn’t necessarily mean “Never”; it can mean “not yet” in which case a follow-up may be appropriate.

 

P.S. If you enjoyed this article, you might also enjoy

Spooky coincidence?

https://www.linkedin.com/pulse/choo-cheating-spooky-coincidence-philip-gwynne?published=t

Tagged with: converting sales

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