June 27, 2012 by Bob Hill
Posted in: In this week's e-newsletter - Sales & Marketing, Latest News & Views - Sales & Marketing, sales management
In his new book Fire Your Sales Team Today, Square 2 Marketing Founder Mike Liebermann describes the “Sales Trap” as a dynamic where a veteran sales force can’t seem to improve beyond a certain point.
A lot of this is due to the fact that the team has fallen into a routine and has little need or motivation to increase productivity.
Three ways to overcome the Sales Trap, according to Lieberman:
- Constantly monitor what competitors are doing. If possible, try to get a gauge on how their best salespeople perform. You may be able to motivate some of your best reps by showing them the results of some of their industry peers.
- Keep an eye on online forums and/or mentions of your company via social media. It’s a perfect way to find out what customers are saying about your approach, while generating high-probability leads, and engaging new prospects directly.
- Shake up the snow globe. Change up the metrics you monitor on each leaderboard, announce a month-long contest, adjust weekly benchmarks. Change is a great way to stimulate productivity, motivation and morale.
Adapted from the book Fire Your Sales Team by Mike Lieberman and Eric Keiles.