Tip 4: The ‘rubber band’ effect
Salespeople are a stubborn bunch. Change is not in their vocabulary.
So, how do you change someone that doesn’t want to change?
Although they are all awesome ideas, the reality is that you need to use the ‘rubber band’ effect.
The reason this happens is that it takes five weeks for a salesperson to change their approach. After that, most salespeople revert back to their previous behavior.
You need to reinforce and discipline the new behavior for 16 weeks to ensure permanent change.
As a manager, it’s your job to reinforce and discipline the new behavior to your team.
“If the team thinks that doing nothing is an option, that’s exactly what you’ll get.”
We’re nearly there, only tip 5 to go. Click here for reverse planning of your sales activity.