The Power Of A Tough-Minded Sales Team {Webinar 01/29/07}
By Brooks Group on 28 Jan 2007 at 07:45 am
Press the play button below to watch the webinar
This video requires Flash Player. Click here to install
IT MAY TAKE A FEW MINUTES FOR THE VIDEO TO START
(Longer if you have a Dial-Up Connection)
Discover a better way to hire salespeople — Click Here To Learn More
(No Ratings Yet)
Loading …
Subscribe via RSS
Can you be too tough-minded? If so, how do you dial it back?
Lauren:
Yes. Insensitivity, impatience, being too direct, not willing to listen, modify behavior, etc.
It’s easy:
(1) They must be aware (the hard part)
(2) They must be willing (the next hardest part)
(3) You must simply tell them to “cool it”
Hope this helps.
How to bring back de-motivated good sales person back on track?
Mike:
Understand their motives, drives, fears, strengths and restructure whatever you need to in order to re-energize them.
We are a franchising company where our sales people are fully owner operators. We have not previously done a good job of pre-qualifying for “tough-mindedness” therefore we have some key people that have the wrong personality ie: extremely analytical/detail oriented.
I have a responsibility as franchisor to support these people. Any
suggestions on how best to encourage “tough-mindedness” in someone who is not naturally bent that way?
Bill,
Can you share a few more insites on why sales people are not tough enough? or loose their toughness?
Don:
Perhaps they have never been in tough situations – physically, emotionally or financially. Perhaps they face adversity and fold. Maybe they’re burned out or mismanaged. Perhaps they just give up because they are fed up. Maybe they have too much empathy; perhaps they’re not a self-starter, etc., etc., etc.
Hope this helps.
I have seen weak minded sales people become tougher by believing in their products and listening to the needs of their customers and selling the products that fit customer needs. This builds confidence and success which becomes a snowball effect…Is toughminded more of a belief coupled with persistance (and attitude) than a state of mind?
Jim:
Surely, better skills will drive confidence – because competence builds confidence. However, there is a lot more to being tough minded then that…for example, too much empathy, lack of aggressiveness, not driven by what they’ll gain by performing, etc., etc.
Hope this helps.
A situation I am currently experiencing:
I have a solid salesman in the NE region and my managemnet is proposing of cutting back on services we offer. Yet our competion will now have a definate advantage over us in his region. How does one convince management this is not a wise decision?
Mark:
Look at the numbers. How much will you lose by not having someone in the region. For example, gross sales, market share, referrals, residual, brand extension sales, good will, etc.
However, if sales for that region are limited, not profitable, etc. you’ll have a harder time. Is the decision based on poor results? If so, is it the region or the person in it? What are trends?
Hope this helps.
P.S. Also – do you know how much share your competitors currently have in region? Can you overtake them? You certainly can’t without someone in the region, can you?
I have recently switched jobs from contruction to Real-estate sales. I am also attending the Local College to receive a degree in Management. I am looking at this as it is my business mostly because I am 100% commission. Other then the tough mindedness and odrganizational skills I possess, is there any direction you can tell me to look in a business where all there is, is competition.
Trevor:
Realize two things – if “I don’t sell I don’t eat” and there’s a direct correlation between the calls you make and those you receive.
Hope this helps.
Tough minded implies tough behaviour? Don’t you think this can be very confusing?
Julio:
Not at all. People can exhibit “tough behavior” – however, over time that will “wear thin” and true values, drive, feelings, etc. will come out. For example – do they exhibit aggressiveness yet they are too empathetic that borders on sympathy? Are they confused about their role and that leads to a sense of inner timidity, etc., etc. Hope this helps – most of people’s true drivers of action are below the surface.
As a Sales manager, what questions would be best to ask in an interview to determine who is “tough” sales minded?
Marshall:
Problem – People tell you what you want to hear. However, look for and ask about competitive situations, time when persistence had to be exhibited, biggest failures and what they did about it. Most difficult decision ever made, single biggest tragedy in life. Toughest sales, etc., etc.
Hope this helps!
I think you are correct in your view of tough-minded sales people… I see the sales people who are successful have a mission and a purpose of what they want and they will do what it takes to be successful. They take responsibility for both their successes and failures!
The trick is how do you find these people and hire them?
William Woodard
http://www.SalesAttitude.com
Robert:
You can’t…they have to decide to dig in on their own! However, you
can’t put something into someone that they don’t possess. I urge you to
take a look at:
http://www.brooksgroup.com/assessments/screening-assessments.htm for
ideas on how you can better qualify newcomers in the future.
Hope this helps.
Thanks alot.
I use the interview with my new comers by asking spesific and direct & indirect questions
what about thier qualifications and working experience and recommendations of past employers
Husain:
1. Great questions to ask: “Show me the organizational structure of
your last 3 employers/3 biggest customers.”
2. Qualifications are #1, Working Experience #2 and Recommendations
are a DISTANT #3.
William Woodard:
1. Look for people whose background leads you to believe they can
deal with adversity (military, competitive situations, etc.)
2. Find an assessment that will reveal it.
[...] Really enjoyed a webinar/taped interview offered by Bill Brooks at the click of a button at his blog, no software to install, on The Power of a Tough-Minded Sales Team. [...]