Or Overcoming Sterapodgicism
Ever noticed that most salespeople can find the most creative, most interesting reasons not to make another call, or see another prospect?
I can remember working with my first sales team when I was in my early twenties. There were five of them and all were older than me. Two were very successful, one was awful, and the other two didn’t seem to care one way or the other.
Even the two who made a lot of money for themselves and my company could always justify not working because it was too hot, cold, rainy, dry, or snowy. Then there was the concept that people wouldn’t be available on Monday morning or Friday afternoon, or tomorrow’s a holiday, and of course, flu season was tough on everyone. I was amazed that my group was so very creative.
One day I had a t-shirt made with the word ‘Sterapodgicism’ uniquely and colorfully printed on the front with the following definition on the back:
Sterapodgicism – A uniquely contagious malady known to the homo salespersonamous which causes the iron in your blood to turn to lead in your ass.
That’s what my sales team had contracted over time.
So, before I extol all the virtues of finding, hiring, training, and managing a sales force in the world of digital learning, I wanted you to know that I did have some experience with real people, some of whom you may know yourself.
There are all kinds of people who think they want to be salespeople. Look at all the home-based businesses and multi-level opportunities; just pay someone for a packet and you too can be wealthy. But then they run out of friends and family, and there goes their dreams.
Calling on people, talking to people, listening to people, being trustworthy, knowing the product, wanting to help, caring, and being able to take rejection . . . I’d say there may be one out of every 100,000 that can do all of that. I read once that only one-tenth of one percent of insurance salespeople were financially replete.
Let’s say you think you’ve found that one in one-hundred thousand. What next? Do they need a license to sell? Do they have to know the product in and out before making that first call? Or do you want them to understand exactly what they’re getting into? Now you can teach them all that on their phone. You can curate exactly what you want them to know, evaluate them as they go, get them involved with your sales team, bring the team together, and motivate them without one sales meeting . . . unless you want one.
I’m going to leave things here for now, but I will tell you more about how you can build a dynamic and successful sales force and not cost a fortune doing it. Until next time . . .