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| Tuesday, March 03, 2009 |
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Stop lying to yourself - make the change!
By Eric Koefoot @ 10:09 PM :: 1287 Views ::
0 Comments :: Eric Koefoot Blog, Start Up World
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This may not be what you want to hear... but Make the Change!
I am always coaching entrepreneurs and consulting to CEOs about the power of the quality sales team. Yet time and time again I see people with B and C players wanting to give it more time. Their excuses are many:
"But he sold so well last year"
"But she was our first rep"
"But he is just having a dry spell"
"But...but...but..."
But Nothing!
In the world of sales, there has never been a more truthful saying than "what have you done for me lately?"
So what have all of your reps done for you lately?
If a recession gives you any gifts (and it does provide gifts - though sometimes they are presents like your dog leaves), the best gift is the no place to hide sales environment.
In good times, almost anyone can sell. Got a pulse? Close the deal! Okay, I exaggerate, but in general, even B players are hitting numbers when times are good.
These are not good times.
Now, only A players will be hitting their numbers.
So you know who the B players are now! It's time to make some changes. Start at the bottom and start replacing them with A players. It is hard work, and most hiring executives truly have no clue how to find and hire A players. But it has to be done. In my experience, an A player will bring in 2-10X the sales of a B player. Think what that would do to your revenues and your bottom line profitability!
So stop making excuses for anyone, and start making changes!
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