Habits and Self-Image of Salespeople

by Dave Kahle

Why is it so difficult for us to do what we want to do? I believe there are two primary forces: Habit and Self-Image.

Q. My salespeople all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to actually do what they know is the right strategy?

A. You are up against a problem that goes back to the beginning of history and continues to plague us today. How do we, or in this case, get someone else to, do those things that we know are the best things to do?

Perspective

For a little perspective, the Apostle Paul, writing in the New Testament book of Romans said this: “I do not understand what I do. For what I want to do I do not do, but what I hate I do.”

He could be one of your salespeople! He just doesn’t do what he wants to do, and, if fact, he does that which he doesn’t want to do!

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So, welcome to a problem that generations of people, in all sorts of situations, have recognized and confronted. However, just because the problem is age-old doesn’t mean that we have to woefully accept it as unavoidable or unsolvable. There are some things you can do.

First, let’s try to understand what you are up against. Why is it so difficult for us to do what we want to do? I believe there are two primary forces:

Habit and Self-Image

Habit is a powerful force in the life of a salesperson (or for anyone else, for that matter). A field salesperson has the responsibility of making decisions, continually in the course of the day, as to where to go and what to do. This is a constant pressure that often wears out even the salespeople with... READ THE FULL ARTICLE HERE.