Fear and Productivity Among Salespeople
Thursday, April 15th, 2010A New Research Study of Fear and Productivity Among Salespeople
Herb Kessner, Ph.D.
Those of us who are engaged in selling services and products, or are attempting to attract grant-funds, loans or equity capital in this economy know how challenging it is. We have our work cut out for us.
Our financial markets are stabilizing and business in general is staging a comeback from the recent sharp downturn. But this is not happening uniformly. While some organizations are well underway with new strategies and competencies, some are still catching up.
Whether we are “officially” salespeople, entrepreneurs, non-profit directors or work for a firm engaged in any form of customer contact, when we are communicating the advantages and benefits of our services; we are selling.
A New White Paper with Implications
Individual salespeople react to fear and anxiety differently. The research study upon which this white paper is based shows some surprising conclusions, with implications for both individuals and sales and marketing leadership.
The goal was to find out, scientifically, how anxiety and fear affected the day-to-day sales calls, contacts and success of the professional salesperson.
The Sales Leader’s Dilemma
It is a given that a sales team’s productivity metrics fit a bell-shaped curve. Some are outstanding, some not so successful, and many falling into the middle. The job of the sales leader (or for ourselves) is to somehow skew the curve to the right. The sales training dollars spent on resulting revolving-door policies extend into the $Billions in the US alone.
It is our hope that this study will help save money and increase the level of success and self-esteem among salespeople and all of us that connect with the client.
Take a look at the Paper on the Value Staging Website, let us know what you think, and most importantly, tell us your own experiences.