How to Make Your Salespeople’s Goals Work for You

What makes your salespeople get out of bed and come to work each morning? Is it the chance to realize your goals? Is it the opportunity to make your dreams come true? Not likely, but if you find anyone who meets this description, send him my way. Assuming he’s sane, I’ve got some work for him. I’m betting, though, that all your salespeople – and all the salespeople you’ll ever hire – show up at their desks every morning for one of two reasons: to stave off starvation (of the nutritional and/or emotional kind) or to make their dreams come true. That’s the “why” of their behavior – the first is a short term motivator, and the second is of the long term variety. Both are keys to unlocking your sales team’s potential. And both should be among your own top priorities.
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Among the most common complaints I hear from my clients is this: “I can’t seem to motivate the salespeople to call on prospects and develop them into new customers.”

There is a relatively simple, fun and cheap way to remedy this situation. It’s called a sales blitz. Unfortunately, few companies are even well aware of it, and fewer yet apply it.

Here’s the problem. Most business-to-business sales efforts are organized around a sales rep who is responsible for a particular set of accounts, or a particular geographic area. Commonly, that rep is expected to raise the business with the current customers as well as to identify and develop new customers. Clearly, most sales people are better at one part of this two-part responsibility than the other. Commonly, developing new customers takes second place in the salesperson’s priorities. Staying inside their comfort zones and centering on keeping the current customers happy becomes a higher priority on a every day basis. As a result, few new customers are developed, and sales management is continually frustrated with the company’s poor performance. Instead of continue beating a dead horse by trying to motivate the sales force to create new customers, one alternate approach is to apply a sales blitz.
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