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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Quick. Qualify your prospects. Make sure they have the budget for your product or service. And, if not, move on. Your time is precious and you can’t waste it with prospects who aren’t ready for change.

Heard those words before? Traditional sales wisdom says that focusing on the low-hanging fruit is the fastest way to get business. Look for the “ready now” buyers and ignore the rest – that’s the key to success.
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