I’ve recently been researching how to get salespeople to change what they’re doing, and here are some resources you may like.
My favorite tip of these below is to reward the questions the salespeople are asking.
- Salespeople are Like Children – I really like this article because a lot of “how to change salespeople” articles talk about giving them rewards for behaviors that you want to encourage. Well, this three-paragraph post says to reward the questions the salespeople ask. I think a lot of change is about questions. So it might be interesting to figure out a way to reward questions.
- Salespeople are Like Children – The Series – A delightful! series about how salespeople are like children and how to incite them to change using similar techniques as with children. All the articles are super-short and just fun. Thanks, Dave Kurlan!
- Beyond Passive Resistance: Motivating Salespeople to Adopt Change – There are a few fun, useful, and concrete tips in here such as increasing your communication of your vision by a factor of 10 and creating short-term wins, something I believe in incredibly strongly.
- Why Sales Managers Fail and What You Can Do About It – I think #8 is the most important (understanding how the brain works), and this tip is covered fabulously in How to Sell to VITO (Very Important Top Officer). Also tips #6 and #7 are fabulous.