Is your sales team selling out of bounds or on the trail?
When skiing some people look to the other side of that fencing, see untracked snow and go out of bounds. Believing they’re skilled enough… the rules don’t apply to them…
Sound like anyone on your sales team?
The funny thing is – beautiful tracks in almost unblemished snow, draw other skiers and riders attention; they too decide to go under the rope and out of bounds. Well if someone already did it, it’s obviously ok for me!
Sound like anyone on your sales team?
In sales situations it might be:
- selling outside of their account base
- not paying attention to the vertical market structure you’ve put in place
- promising things that are beyond what you do
- under pricing deals
- somehow going beyond their authority level
The worst is – when the deal is won and that salesperson not only gets paid, but is praised for the result. Now everyone believes the rules don’t apply.
Instead – if you’re caught selling out of bounds, it needs to be like getting caught skiing out of bounds: your pass is revoked. That is a loss not only of the money spent, but your ability to ski at all.
Make sure the boarders you put in place are ones you want to enforce, every time someone ducks the rope or rounds the fencing.
You also need to make keeping to the trail fun, profitable, and praise worthy for your team.