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The Down and Dirty Dozen: How to Increase Sales Team Effectiveness, Part IV

Note: We offer an audio CD with tips for implementing the Down and Dirty Dozen for only $14.95, which you can order here

Our theme this week has been sales, and this is the final installment of a four-part series. Every business needs customers, so we’re examining the “Down and Dirty Dozen” – twelve guiding principles for keeping energy in your sales team:

10.Focus on what to do. Although sales people need to know what not to do, you will come out ahead when you focus on the activities you want them to do. This keeps your sales team focused on achievable actions, not trying to avoid something.

11.Reward the “no’s.” Too many “no’s” can bring a sales person down, especially when pressured for sales. Knowing that lots of no’s lead to a “yes,” providing a reward for working the whole system is motivation to keep working the system. No’s are always part of the system.

12.Create a “baseball” mindset. A top-rated slugger goes to the plate expecting to get a hit. Two out of three times it isn’t going to happen, but he still expects it. In the same way, salespeople need to expect a sale with every presentation, but understand that it won’t always happen.

Read Part I / Read Part IIRead Part III / Read the full newspaper column
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