Last night, Sharon walked toward the dinner table with a bowl of steamed broccoli. Jamie, Steven and David looked at her in horror. "Broccoli is nasty,” Jamie squealed. Typical parents, we quickly responded, "It’s good for you. It helps you grow.” Eventually cajoling and game playing led to each of them finishing every last bit of broccoli.
The "broccoli experience” got me to thinking of the challenge that sales leaders face with their salespeople. There are certain things that salespeople hate to do, but if they don’t do it, they will not have a healthy sales pipeline.
Find a salesperson who loves to prospect. It’s a rarity. Prospecting is the first thing to fall off a salesperson’s "to-do” list when she gets busy. Yet, sales leaders know that if they allow the "broccoli” to be cast aside, their salespeople will pay a hefty price for it…failure!
As parents, we have a responsibility to our children to ensure they learn the right habits that will make them healthy and happy. I’ve always looked at my sales teams in much the same way. My salespeople have entrusted me to help them to be successful. Accepting that trust, I have a responsibility to ensure every single one of them is successful which means a having a healthy sales pipeline. That obligation includes getting salespeople to eat their broccoli.
By Lee B. Salz
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right sales people, onboarding them effectively and efficiently, and aligning their sales activities with business objectives using his sales architecture® methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and author of the award-winning book Soar Despite Your Dodo Sales Manager. Lee is also the host of the Sales Management Minute and creator of The Revenue Accelerator. He is a results-driven sales management consultant and a passionate, dynamic speaker. Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.