Improving Sales Performance is Inexpensive

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For Immediate Release


Michael R. Drew


Improving Sales Performance is Inexpensive

Just a Dollar a Day Can Shift Attitudes and Make a Difference says NYT Bestselling Author

San Diego, CA (PRWEB) October 27, 2003 – A single greenback could be the most powerful tool you use to improve your sales force. A peak performance expert says it’s all about how you use that dollar.

Thomas K. Connellan, PhD., says that using a dollar as a reminder to give feedback to salespeople will almost always get results.

The premise is based on the fact that the most common form of feedback is neither positive nor negative, but no feedback at all.

No feedback is called extinction. This can be even more punishing than negative feedback. It’s the least motivating response you can make to any action. And yet it’s the most common response to achievement, particularly to achieving improvement.

“Think of it this way,” Connellan says, “If you tell a joke and every laughs, that’s positive feedback. Tell a joke and everyone groans, that’s negative feedback. Tell a joke and there is no feedback, no laughter, no groans, no change in facial expression, that’s no feedback. That’s extinction. Which is worse to have happen? For most of us, no feedback, absolute silence is.

In his latest book, the New York Times Bestseller Bringing Out the Best in Others! 3 Keys for Business Leaders, Educators, Coaches, and Parents (Bard Press, Feb. 2003), Connellan says that you can use a dollar as a tool to give your salespeople better feedback. Put ten dimes in a pocket the first thing each day. Every time you reinforce someone for their effort, move one dime to another pocket. Make sure that at least five of those dimes are moved because of something you said to one of your salespeople. Also make sure that at least three of those five are for reinforcing an improvement in their efforts. Your goal is to get the ten dimes moved by the end of the day. Do that and you’ll be noticing opportunities to acknowledge others that you’ve been missing.

“Do it for thirty days,” recommends Connellan, “at that point, you will have formed a habit and you’ll be doing it naturally. And your sales team? Their sales will improve and your relationship with them will be more positive. So put those dimes in your pocket and get to work.”

Connellan is former Program Director and Research Associate on the University of Michigan Business School faculty and an advisor to FedEx, Dell, Marriott, the Air Force, GE, Sony, and Neiman Marcus.


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