Top Sales Leaders Get Their Salespeople to Eat Broccoli

Last night, Sharon walked toward the dinner table with a bowl of steamed broccoli. Jamie, Steven and David looked at her in horror. "Broccoli is nasty,” Jamie squealed. Typical parents, we quickly responded, "It’s good for you. It helps you grow.” Eventually cajoling and game playing led to each of them finishing every last bit of broccoli.

The "broccoli experience” got me to thinking of the challenge that sales leaders face with their salespeople. There are certain things that salespeople hate to do, but if they don’t do it, they will not have a healthy sales pipeline.

Find a salesperson who loves to prospect. It’s a rarity. Prospecting is the first thing to fall off a salesperson’s "to-do” list when she gets busy. Yet, sales leaders know that if they allow the "broccoli” to be cast aside, their salespeople will pay a hefty price for it…failure!

As parents, we have a responsibility to our children to ensure they learn the right habits that will make them healthy and happy. I’ve always looked at my sales teams in much the same way. My salespeople have entrusted me to help them to be successful. Accepting that trust, I have a responsibility to ensure every single one of them is successful which means a having a healthy sales pipeline. That obligation includes getting salespeople to eat their broccoli.

See you next time on the Sales Management Minute.