BEFORE YOU TREAT, DOUBLE-CHECK YOUR DIAGNOSIS
Make sure that you have a disease that behavioral change can cure. We watch many industries start their day with a morning sales rally that includes a review of the products or services they want to move and a rousing reiteration of the incentives for the salesperson to move a featured product today.
Would it be a surprise if the salesperson then charged out to propagandize or use tension as a tool to make the sale? When sales managers insist—no, demand—that their people call on a particular-size prospect each and every week (sometimes even when the salesperson has been asked by the prospect not to call), is it any wonder that the salesperson makes a habit of contact without purpose?
Under certain ...
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