As a Business owner you are held accountable everyday for everything. Rent, leases, advertising, salaries and commission. Whether sales come in…………..or Not!

1. Peak Performance Training and Development
A Leader in CEO/Executive, Sales and Sales Management Training
www.peakperformancesalestraining.com
As a Business owner you are held accountable everyday for everything. Rent, leases,
advertising, salaries and commission. Whether sales come in…………..or Not!

2. Business Owners; How quickly would a sales person fire you
if your were inconsistent with their pay…….…or slow to pay?
As a Business owner you are held accountable everyday for everything. Rent,
leases, advertising, salaries and commission. Whether sales come
in…………..or Not!
How quickly would a sales person fire you if your were consistently inaccurate
with their pay…or slow to pay?
Call Peak Performance today to discuss how to get back on track…and stay on
track. Call us direct at 866-816-0991
At Peak Performance Training & Development we find that one of the most
difficult tasks for us as Sales Management Trainers is to actually get Business
Owners, CEO’s and Presidents to stop and step outside the box in order to
identify and uncover the root cause of their sales problems.
Symptoms are easily identified and are typically what most Business Owners and
Sales Managers spend most of their time on. However, unless the root cause of
the symptoms is discovered—what you see, is what you get.

3. Traditional sales training organizations—those in the field of sales performance,
those selling you technique based books, tapes, CDs and Seminar seats—focus
solely on the symptoms. These symptoms include the failure to close, the inability
to effectively prospect, the inability to differentiate your company from the
competition, the failure to hold margins and so on. For those of you who have
bought the books, tapes or CDs, or have attended sales seminars, motivational
programs and even boot camps, known as Impact Training in the past, you may
agree with the following.
If you utilize hindsight and analyze the sales obstacles that existed in the past, the
sales obstacles that you tried to overcome by purchasing those products or
attending those events, and you add an ounce of honesty into this equation, you
may agree with the following: Those sales obstacles that lead you to attend in the
past, are exactly the same, obstacles that have you frustrated in the here and now!
Training towards the symptoms simply does not work. The behaviors, mindsets
and routines sales people establish over years of doing what they do will not
change through reading a book or attending a one-day seminar. They read the
book, listen to the CD or attend the seminar; they subsequently experience a
temporary motivational boost, which in turn is followed by falling back into their old
unproductive routines and mindsets.

4. Our belief is that unless someone in the sales performance arena actually gets
around to digging down deep, in order to uncover the root cause of the
symptoms, the very obstacles that impede your organization’s ability to get from
where you are to where you know you deserve to be, sales seminars, books and
tapes will continue to be a waste of your time and energy. After all, if a Doctor
decided to operate on you without first determining the root cause of your
symptoms would you hire him or her?
Once we here at Peak Performance actually assist the Business Owners, CEO
or President to identify the root cause of their sales problems, and even bigger
problem rises to the surface. And this problem has a side effect. This side effect
is the biggest problem in the world of sales.

5. The problem is that decision makers, when faced with the most uncomfortable decisions, don’t
make decisions at all, instead they procrastinate.
First let’s examine the word uncomfortable or discomfort. We as human beings all work and
live in a comfort zone. A comfort zone essentially is what we are comfortable doing. As such
we often neglect to do the things we are uncomfortable doing.
Let’s look at this in context of the world of selling. Sales people also work and live in a comfort
zone. They also neglect to perform those tasks that are uncomfortable for them. Some do not
challenge objections, some do not call at the top, and some don’t call at all! Sales people
discard vital components of sales success.
Ok, so now you think you’ve got it right. You are telling yourself that you now are going to go
back and hold your people accountable to higher levels of sales productivity, right. Wrong!
Sales productivity is down because sales behavior is down!
Now your job is to hold your sales people to sales behavior they are naturally uncomfortable
doing, uncomfortable for them, uncomfortable for you, hope is at your front door and
procrastination is slamming at your back door, you find yourself 18 months down the road no
further along than when you identified the problem to begin with!

6. When management fails to hold sales people accountable to the behavior required to reach or
exceed sales goals, sales people in turn fail to hold the prospect accountable!
Let us first define prospect.
In the profession of traditional selling, sales people spend their careers trying to get to the
decision makers, right? Not exactly!
Although sales candidates’ resumes attempt to reflect that they are most effective at closing
deals, obtaining appointments, getting to the decision makers, or holding margins, they are in
fact actually most effective at what we here at Peak Performance refer to as the Effective
Conversion. They effectively convert decision makers into procrastinators! They fail to hold
decision makers accountable to making a decision. Unfortunately, decision-makers when in
the presence of sales people, defer making decisions. Sales people accept excuses,
objections and reasons for this deferment because they are not held accountable. After all,
you the decision maker are held accountable everyday to those you pay rent to, automobile
leasing companies, telephone, marketing and advertising expense.
Once in your career try the following. Tell your landlord that you had a bad month. You’ll have
to make it up to them in the future. You’re good for it. You’ll try harder! See if they accept your
excuse.
Call Peak Performance today to discuss how to get back on track…and stay on track.
866-816-0991

7. How often have you begun the sales hiring process with high expectations only to be met
with low productivity? Why is it that sales people come into the interview with a mindset of
"wanting to move a mountain" however a month or two down the road they are simply
"Hoping to meet quota"? Is sales recruiting your missing component to growth?
Some Sales people quit and leave...others quit and stay!
Most Business Owners, Presidents and Sales Managers are frustrated with:
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The Difficulty in determining who looks good from those who will produce!
Sales People who fail to proactively develop new business
Sales People who manage accounts yet fail to develop new business
Sales People who come on board excited but fail to get out of the box
Their Inability to locate top-producing sales professionals.
Sales People that talk their way into the job, yet fail to produce!
For specific information on Sales Recruiting Click here for our Recruiting Diagnostic
http://peakperformancesalestraining.com/Recruiting/ProcessOrientedRecruiting