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IBM took another tact and built a highly successful sales strategy upon the principle, "Success builds success." They set small attainable goals for their sales force, which were easily obtainable. The sense of success achieved by the obtainment of each step made the next and subsequent steps easier to attain.
Implications to the Sales Person
Sales people are often overwhelmed by the expectations placed upon them by their managers and customers alike. Goals that are too ambitious can prove to be stressful and unattainable. This leads to frustration, failure and a lack of motivation.
Many sales people are so focused on their
responsibilities they don
Timothy F. Bednarz, PhD is the Principal Partner of the American Management Development Group. He can be reached at 800.654-4935 or firstname.lastname@example.org. Find out more at www.LetsTalkSelling.com.
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