Many leaders seem reluctant to pressure their people to perform. This is a big mistake. While nobody loves constant pressure, true winners thrive under regular positive pressure to perform. Mediocre salespeople, on the other hand, detest it. But do you really want mediocre people in your company?
Winning actions, when performed in high and regular quantities, produce consistent results. For too long, some leaders have allowed their salespeople to do what they like, instead of insisting that winning actions become a part of their salespeople’s daily work rituals.
Why would leaders do this? There are two likely reasons:
- The leader is weak, and lacking in leadership skill;
- The leader is afraid the ‘salespeople’ will leave.
Unless the leader makes a conscious decision to overcome his or her weakness, the only options for such people are to learn to be comfortable with mediocrity, or close the business and do something else – preferably something that does not involve leadership.
For leaders who are afraid their people will leave if pressure to perform is applied, this can be overcome by instituting a hiring program. Have a pipeline of potential replacements and you will never be held to ransom by any team member, regardless of their present production.
Dave Anderson, in his great book, “Up Your Business” said: “Your