A lot of sales kick off planning for next year will focus on ways to develop the sales team and motivate them to improve results for the upcoming year. Unfortunately, much of this effort will be wasted as the likelihood of desired behaviors gets diminished once the sales team returns to the field. Typically the sales kick off environment has a structure to reinforce desired behaviors, while there is little change to the day-to-day infrastructure in the field. And, in fact, the infrastructure in the field may make it easier for the sales team to fall back on less effective but familiar behaviors. Based on my experience working with sales managers, I have included tips for implementing behavior change in the field: http://www.thenarogroup.com/tngwps/wp-content/uploads/2012/07/TNG_New-Selling-Behaviors-Compete-with-Familiar-Selling-Behaviors5.pdf

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