A Sales Management position has opened up in your organization. You want to promote from within and you have a choice between two people:

• One is a Sales Rep who has been with you for three years and consistently performed at or above quota every year.
• The other is a Sales Rep with the same tenure who has never exceeded quota but has contributed enough not to get fired

Chances are you are going to select the first candidate. After all, this person has been successful, knows how to sell and has earned the position. The other candidate has not achieved the consistent revenue performance to warrant the position.

Next question. Which candidate would be more successful in the new position? The answer?

Neither – their chances for success are equal.

Selling is the least managed and least developed business discipline. It would be difficult to find a College or University that teaches Sales Management. For most people it is strictly on the job training. And most new sales managers adopt a “sell like me” approach. It’s what they know and it’s how they do their job.

And it doesn’t work…which is why our two candidates – have an equal chance for success as a Sales Manager.

The “sell like me” approach forces Reps to comply with a process that is not their own.

Whether the approach is from a formerly successful Rep or unsuccessful Rep…the result is the same – the Sales Team will do the minimum to avoid the negative consequences associated with non-compliance.

To be successful, the Sales Rep must clearly see a “win” for them. They will only take ownership of a sales process if they believe it is in their best interest.

Identifying a successful process and structure for all your sales reps is the sole focus of AXIOM Sales Force Development. The core of our program is sales process development and behavioral change. Your Sales Reps take ownership because they have a clearly defined process where they can see a win.