de•vel•op

1. to bring out the capabilities or possibilities of; bring to a more advanced or effective state: to develop natural resources; to develop one's talent.
2. to cause to grow or expand: to develop one's muscles.

About 10 years ago or so I took my oldest son, Joe Lockerd, to the gym with me, he wanted to learn how to lift, workout and “develop” his body. At the time Joe was about 5’10 and weighed maybe 145-150 pounds. He got on the flat bench, I stood over him and lowered just the bar, which weighs 45 pounds, into his hands; he could barely press it 5 times. I was about 50 at the time and although flat bench has never been one of my strong points proceeded to do 150 pounds 10 times. My son, now based on seeing me do what he wanted to do became motivated to “Expand by Demand.”

Fast forward 10 years later and based on commitment, hard work, focus and the demands he put on his muscles, by lifting heavier and heavier weights, they have expanded to the point where at 5’10” 205 pounds and 6% body fat he can bench 365, squat 405, leg press 1000 and curl 155 pounds!

What does any of this have to do with Developing Top Performing Sales Superstars, other than bragging about my son, you may be asking yourself?

First he needed to find his “why”, why did he want to change his body, feel better, look better

[girls] be more confident in all areas of his life. After hiring a green pea, we need to find out their “why” first and why that why is a must, rather than just a should. I hear it all the time, I should do this, I should do that and pretty soon we end up "shoulding" all over ourselves! Let’s truly find out what our salespeople want, and I’m not talking about the money necessarily but what is the money for. Whatever that money will buy, a second car, money saved for their children’s education, retirement, a new roof on their house etc., that then will be their why.

After we have found out their real “why” we now need to change their “state” and show them what is possible, what can be done… how? Show them, they will copy and mirror what you do, show them what you want done and how to do it and they will see that it’s possible and all they need to do is what you do.

Going back to my son for a moment, what if he had just lifted the same weight 10 times? 50 times? 1000 times? He would not have gotten any bigger because he wouldn’t have been expanding his size based on putting basically the same demand on himself, so when he “peaked” he would move up in weight to expand further.

We see it all the time, Green pea comes out of initial training sells a fair amount of cars and then……stops growing based on less demand put on him by himself and worst of all by management. I’m not talking about yelling or threats. I’m talking about advancing that salesperson’s talent and natural resources constantly, demanding they expand who they are as a salesperson…..yes make them so strong they threaten taking your job!!!!!

Want to really develop a superstar sales team… work them out!

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