Specialty Fabrics Review April 2022 - 52

[ MARKETS ] BUSINESS
I
The four crucial
habits of successful
salespeople
Success depends on both
salespeople and proactive
management.
by James Auerbach
EDITOR'S NOTE: This is Part One of a
two-part series by the author. Part Two
will appear in the June issue.
REGULARLY GET ASKED WHAT THE MOST IMPORTANT
factor is that contributes to building and managing successful
sales teams. While there are many contributing factors, the
most critical is engaged sales leaders who proactively identify the
four bad habits that impede a salesperson's ability to efficiently
manage his or her time and exceed organizational goals. Failure
to recognize these issues and quickly course correct results in
unproductive salespeople, staff turnover and missed quotas.
A formula for success
The R-S-P-F Sales Formula™
focuses on four measurable and
repeatable habits, traits and processes that all salespeople must
be proficient in, and that all sales leaders must monitor closely.
They are Research, Scheduling, Presentation and Follow-Up.
Mastering each of these is deeply intertwined with the daily
activities of top-performing salespeople.
Salespeople who are continually working to improve in these
areas will have every opportunity to flourish. Sales leaders who
are using this process to analyze their teams will experience
higher productivity and less turnover.
The goal is that you will be able to identify where your team is
excelling or struggling within these four key areas and address these
issues to improve performance. You will become acutely aware of
where you need to lean in as a leader with each sales representative.
Ground rules
All sales leaders think they are proactively managing their team.
They really do. There are weekly meetings to review a wide
variety of numbers and metrics. But often very little additional
investigating is done to understand why one salesperson
is missing his or her quota every month, while others are
consistently top performers.
Many sales leaders only see " the numbers. " They are quick to
put underperforming salespeople on performance improvement
plans (PIP) that primarily focus on an increase in phone calls,
appointments and other traditional KPIs. Unfortunately, a high
percentage of the time this just delays the eventual turnover of
the salesperson.
Just reviewing " the numbers " is never enough. We are in
one of the toughest employment markets in decades. The time
and effort it takes to source, onboard and train new employees
is substantial and costly. Understanding how you can positively
train and develop each member of your team into a successful
contributor is paramount to the long-term health of a business.
Habit One: Research
Don't hope. Attack. Think about clothing stores at your local
mall. Each day they open their doors and " hope " people will
52 SPECIALTY FABRICS REVIEW / April 2022

Specialty Fabrics Review April 2022

Table of Contents for the Digital Edition of Specialty Fabrics Review April 2022

Specialty Fabrics Review April 2022 - Cover1
Specialty Fabrics Review April 2022 - Cover2
Specialty Fabrics Review April 2022 - 1
Specialty Fabrics Review April 2022 - 2
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Specialty Fabrics Review April 2022 - Cover3
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