Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."

Most managers have felt this way about certain employees at some point in time.

Let's face it, some employees have a very hard time consistently executing tasks that "should" be relatively simple to complete.

So what are the barriers getting in the way of their success?

Actually, there are several types of barriers - but perhaps not the typical sort of barriers that you may be thinking.

Barriers can be classified in three major categories. Each category identifies strong barriers that, if not quickly identified and corrected by the team leader, can negatively impact the progress of your team.

The Three Major Types of Barriers are: (Hint: Remember A, B, C)

A-ttitude Barriers

B-ehavioral Barriers

C-onceptual Barriers

Attitude Barriers Every employee must take ownership of his or her own attitude.

A manager is NOT in charge of anyone's attitude except her own. If an employee has a poor and non-productive attitude and is not willing to correct it, that is a personal choice and that person needs to be held accountable for that decision.

Quite simply, there are too many quality people who are willing to learn and add value to an organization, for a leader to invest time and money on anyone who makes the conscious "choice" to portray a poor attitude.

Keep in mind, if a leader does NOT hold team members accountable for non-productive attitudes, then he/she has in essence told the team "it's ok".

Employees' displaying poor attitudes is NOT ok. A leader should never allow herself to be seen as "sanctioning" this kind of behavior.

Here is a great way to communicate expectations about "owning your attitude" to your team.

Go to any hardware store and buy the largest coat hook that you can find. "The Hook" will be a visual reminder to your team members that you expect them to leave any personal issues or poor attitudes on this hook prior to beginning their day.

(Suggestion: You might want to paint The Hook a bright silver or gold color, and perhaps even mount The Hook on a nice piece of stained wood. Hang The Hook in a common area, away from customer view, where employees will see it often and be reminded throughout the day about your expectations of leaving poor attitudes on The Hook - as they do not belong anywhere in the workplace.)

When you introduce "The Hook", and your expectations relating to attitude, you might say something like:

"Rest assured, if you each will make sure to leave all your personal issues on the hook each morning when you arrive, I will take personal responsibility for guarding it on your behalf. I will watch over it for you throughout the day, and I promise that every night when you are ready to return home, it will still be there - just waiting for you to take it back home with you. That is my solemn promise to each of you." :)

Behavioral Barriers

Behavioral barriers equal actions not taken or completed, which hinder the achievement of maximum results.

Behavioral barriers refer to an employee not completing critical sales management tasks as expected - despite having mutually agreed to do so.

Managers spend most of their time coaching to behaviors - working to increase results of the mid-level and low-level producers.

Examples of behavioral barriers include techniques, strategies and skills such as:

Prospecting
Profiling
Telemarketing/scripting
Overcoming objections
Asking for the business
Closing the sale
Following up and managing the relationship

Leaders who are very successful in overcoming behavioral barriers follow this three-step approach in this sequential order:

- Managers must TEACH employees what behaviors (actions) are expected

- Managers must COACH employees to build their confidence to master sales management behaviors

- Managers must EXPECT and hold employees accountable for completing the desired behaviors on a consistent basis

Conceptual Barriers

Conceptual barriers are the absolute most difficult barriers to overcome.

Conceptual barriers are the barriers that are right behind the eyes, DEEP within the brain. "Beliefs" which were planted at a very young age and re-enforced over a long period of time - which is why they are so hard to "dislodge".

Here are a few quick examples of conceptual barriers:

(Think back to your own childhood. Were you ever taught any of the following rules?)

- Don't talk to strangers
- It is impolite to talk about money
- Never interrupt important people
- Wait to be asked

Now think about what you are asking your sales people to do.

- Telemarket (cold call)
- Profile/Prequalify based on ability to buy
- Create new relationships

Do you see how many of the things we were taught as children fly directly in the face of today's daily sales management expectations?

It is no wonder why some folks have such a difficult time adopting certain routine sales management practices. They are quite literally "handicapped" by a belief system that limits their potential for success.

As a leader it's your responsibility to approach performance issues with a clear understanding of these predetermined belief systems. Armed with this knowledge you can more quickly address issues in a way that can help both the sales rep and your entire organization.

Richard Gorham is the founder and President of Leadership-Tools, Inc. His web site, http://www.leadership-tools.com is dedicated to providing free tools and resources for today's aspiring leaders. Offering high-quality tools in the areas of Business Planning, Leadership Development, Customer Service, Sales Management and Team Building.

---

Successful Selling in 21 Steps

1. Dependability was chosen as the most important.2. Integrity was... Read More

Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted

If you've driven yourself crazy trying to figure out why... Read More

How To Win Business By Networking

In sales we do tend to become focused upon our... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Three Ways To Get A Prospect To Say Yes To Your Offer

Here are three proven ways that will increase your sales:1.... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

A Sale in 30 Seconds? Its all in the Greeting

It has been said that a customer makes a decision... Read More

8 Must Questions to Ask in Every Sales Situation

Solving people's and organization's problems is ultimately what business is... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More

Qualifying vs closing

The art of effective question asking (qualifying) determines the effectiveness... Read More

Unleash Your Inner Sales Superstar & Win More Business Right Now!

It's a rainy afternoon on a typical mid week afternoon... Read More

The Makings of a Salesman

Salesmanship is the force that moves business. Without it all... Read More

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales

A lot is written and talked about in regard to... Read More

Are You Deaf? Dumb? Blind at Trade Shows?

I'm constantly amazed how otherwise smart marketeers become deaf, dumb... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

How to Build Rapport in 7 Seconds!

I had my first official sales training by a man... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales... Read More

Sales and the City

It's all about relationships!Here is how a popular TV show... Read More

7 Quick and Easy Ways To Multiply Your Sales

There are always some great, fast and easy ways to... Read More

Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to... Read More

Do You Have to Be Aggressive to Make Sales?

A few weeks ago I was onsite at a company... Read More

Six Simple Steps to Increase Sales and Decrease Stress

Have you ever found a lead on a scrap of... Read More

You CAN Be a Great Salesperson!

When you are in sales, you have the choice to... Read More

7 Keys to Turning Cold Calls Into Warm Calls

Let's face it when it comes to cold calling many... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things... Read More

A Stupid Question

This is a stupid question but it has to be... Read More

The ?Finding Common Ground? Sales Technique, Is A Myth!

Almost every book, manual, workshop or tape series teaching selling... Read More

Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction.... Read More

Leverage Avoidance Values for Irresistible Selling

What are values? Values are filters that everyone uses to... Read More

The ?Shocking? Sales Strategy of Saying THANKS!

I would like you to begin thinking of mailboxes in... Read More

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced... Read More