The A – B – C’s of Sales Management

One of the greatest things I have learned in managing sales people is it’s all in the A – B – C’s.

• A = Actions
• B = Behavior
• C = Consequences

As Managers, we spend 80% of our time on actions – training, motivating, counseling, coaching, running around picking up dung. Unfortunately, it is consequences that have the 80% impact on changing behavior.

What consequences do we have to offer?

• Positive: commissions, recognition, incentives, benefits allowances, prizes, trips, bonuses

• Negative: no commissions, termination, TIME in the penalty box

I’m sure there are more, both positive and negative, but I don’t know what else we have to offer on the positive side. On the negative side, the what are the possibilities for spending time in the penalty box.

Here’s an example of a conversation between Manager Todd and Salesperson Roberto:

• Roberto, let me ask you something. Do you want to succeed here?

• Yes, Todd. I absolutely do.

• Great. Are you willing to do whatever it takes to succeed here?

• Yes, Todd. I really am.

• Great. Here’s our new program:

-          Starting Monday, you and I will meet at the Starbucks at the corner of xxx and xxx at 7:30AM

-          We’ll spend 15 minutes going over your game plan. We will do this every single day.

-          Then you will proceed to execute your morning plan

-          At exactly Noon, we’ll get on a conference call and review what you did, what you learned and your plan for the afternoon

-          We will reassemble at Starbucks at 5pm. We’ll stay until we’re done.

-          We’ll review your day and work on the things you must get better at. Then we’ll develop your plan for tomorrow.

-          When you get home, you’ll update everything in the CRM

-          In the morning, I’ll review what you entered in the CRM

-          Then we’ll get together at 7:30AM again.

-          We’ll do this every day until your results are where they need to be.

-          By the way, if you miss any of our three daily meetings, or are late, I will terminate your agreement immediately.

-          Are you still willing to do whatever it takes, Roberto?

• Yes, Todd. I really am.

Are you be willing to do whatever takes to make your potential winners successful? It’s all in the A – B – C’s!