Specialty Fabrics Review June 2022 - 42

[ MARKETS ] BUSINESS
T
The four crucial
habits of successful
salespeople (part 2)
Success depends on both
salespeople and proactive
management.
by James Auerbach
EDITOR'S NOTE: This is Part Two of
a two-part series by the author.
Part One appeared in the April issue.
Visit: bit.ly/3LNhP0T
HE 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. Part One of this series outlined
the first two crucial habits: Research and Scheduling. But that is
only part of the equation that differentiates salespeople who are
consistently exceeding goals from everyone else.
Equally important is mastering the final two habits:
Presentation and Follow-Up.
Ground rules reminder
Many sales leaders focus only on " the numbers. " They never
look beyond a few key performance indicators (KPIs) to identify
where salespeople are struggling and how to help them improve.
Unfortunately, this often leads to salespeople being replaced or
put on performance improvement plans (PIPs) based solely on
sales metrics reports. While quotas are important, they present
only a partial picture of why a salesperson is successful or
underperforming.
The long-term health of your business depends on
understanding how to train and develop each member of your
team into a successful contributor.
Habit Three: Presentation
I regularly ask sales leaders when they last went out on sales
calls with their veteran team members. The response is often
" not recently " or worse, " never. " How can this be? What could
take precedence over ongoing field training that coaches sales
teams how to present in the most efficient way possible to
increase positive results?
The answer: sales leaders are too busy onboarding new
salespeople to get them producing quickly to focus on anything
else. But neglecting ongoing coaching only leads to an endless
loop of replacing underperforming salespeople (and missed
sales goals for the organization).
Pandemic-related restrictions in the past two years drove
substantial revenue drops in industries like special events,
hospitality and others. This resulted in high employee turnover
for many employers. Top-performing salespeople left to find
stable sources of income elsewhere, and new employees became
" veterans " overnight. Sales leaders had no choice but to put all
their efforts into sourcing and training new hires.
Adapt and change
Social distancing and lingering concerns about the pandemic
will remain for many years. The consequences of the pandemic
have forced many sales leaders to reevaluate how they train
their salespeople to work with potential customers who expect
42 SPECIALTY FABRICS REVIEW / June 2022
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Specialty Fabrics Review June 2022

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

Specialty Fabrics Review June 2022 - Cover1
Specialty Fabrics Review June 2022 - Cover2
Specialty Fabrics Review June 2022 - 1
Specialty Fabrics Review June 2022 - 2
Specialty Fabrics Review June 2022 - 3
Specialty Fabrics Review June 2022 - 4
Specialty Fabrics Review June 2022 - 5
Specialty Fabrics Review June 2022 - 6
Specialty Fabrics Review June 2022 - 7
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Specialty Fabrics Review June 2022 - 17
Specialty Fabrics Review June 2022 - 18
Specialty Fabrics Review June 2022 - 19
Specialty Fabrics Review June 2022 - 20
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Specialty Fabrics Review June 2022 - 35
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Specialty Fabrics Review June 2022 - Cover3
Specialty Fabrics Review June 2022 - Cover4
Specialty Fabrics Review June 2022 - Expo Brochure 1
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Specialty Fabrics Review June 2022 - Expo Brochure 4
Specialty Fabrics Review June 2022 - Expo Brochure 5
Specialty Fabrics Review June 2022 - Expo Brochure 6
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