We all know about the marvelous power Luke Sky Walker used to vanquish the Dark Side. “May the Force be with you" became an iconic mantra for generations of movie goers.
Was the force a genetics gift, a quirk of nature or a learned skill? From the trilogy it appeared to be at least a refinement process of some innate tendency with copious help from Yoda.
A sales manager once asked me how do you train these sales people, in frustration he stated they seem to have it or they don't no matter what I do!
He implied that sales people either had the skills or they didn't and no amount of training or coaching could change that fact. He was certain if he searched hard enough through the galaxy he would find those blessed with the force, thus leading his sales performance to astronomical levels.
The reality is that many people have the makings of fine sales professionals; however they need the wisdom and seasoned hand of a dedicated sales manager (Yoda) to refine and coach their raw tendencies and skills.
Additionally searching for the savor of your sales effort is a fruitless task.
We continually find in our work training and developing sales professionals that there is invariably a great coach (sales manager) behind the scenes using a specific sales structure to guide and optimize performance.
If you are trying to build a world class sales team you need to start with a sales manager who is truly committed to a sales process and dedicated to helping the sales team succeed.
With this essential person in place and a chosen process in hand any sales team's performance can be elevated.
Let the “process be with you” happy selling!
Copyright © 2014 Dave Neal
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