Ken Krogue

There are tips and tricks in the inside sales industry that can be classified as science. There are others that are definitely classed as art.

Some books on sales are science, “The Challenger Sale” by Matthew Dixon and Brent Adamson, others are fine art “Snap Selling” by Jill Konrath (both of these I’m writing summaries on currently, watch the blog.)

Science is when you can prove it with research, and others can follow right behind you and prove it as well. Art is when you try it and it seems to work really well and everyone else tries it and they all agree with it because it “feels” right.

This tip is art, not science.

I have noticed that when a sales rep buys a house, their sales go up 20%. When they buy a car, sales go up. When they have children, sales go up.

One of our best sales reps had twins lately… and yup, you guessed it. Sales went up, and stayed up.

Can I prove it? Probably.

How do you use this tip?

Push your reps to higher levels of personal and professional commitment. Spouses, kids, houses, cars, whatever.  They will step up. And sales go up as a byproduct.

In your performance reviews, find out what makes your reps tic. Help them set goals in these big areas that require a commitment.

Has anyone else out there noticed the same thing? I welcome your comments. – Ken

The question is: Do we work harder? Or are we blessed more? Hmmmm… I have my own thoughts on this one.