Rules Lead to Success

I have been working on a project with a client that involves developing a sales process and training their sales team.

With this group, I developed the process, conducted the training, did follow up training and put them to work.

In the field, the new reps succeeded but then let down after a few months.

“HHMM why did that happen,” I thought.

“They have the tools, they are good at what they are doing, they have already broken company sales records; what’s the problem?”

I spoke to each one individually. Then the company CEO and I sat down for a brainstorming session.

He told me that in vertical industries, selling to the same type of clients, the companies have extremely strict rules and procedures that are followed every day.

That was the one thing we were missing. Having done higher level, B2B sales management, I have always worked with motivated people who have their eye on what it takes to succeed daily. They learned what to do and then did their job well without the need for strict rules.

But this was a different industry. These people needed firm guidelines.

So, we developed the rules.

We enforced them without exception.

Lo and behold, sales team behaviors changed.

The rules, while too stringent in my opinion, brought the team around.

The negative people left, new people are being hired now and the remaining members feel  empowered and energized. They know what to do to succeed.

Rules WILL lead to success. Try it on yourself. Then help your employees succeed with firm, unwavering boundaries.