SOAR TO SUCCESS / Business Acceleration Strategies However, there are those few who enter a dark, anxious, and fearful place, The Domain of losses. Studies show people make poor decisions when under goal in this zone. They desire to see those chips (commissions) grow rapidly again, and they start making irrational long shot bets to get whole again. As the losses continue to increase, the aggressive, foolish strategies increase, and the losses grow exponentially. If any of your salespeople are in this fearful and irrational place after missing their quota for the quarter, you must pull them away you receive a strategy that is doubling down. Their entire year hangs on the thread of landing that new account they promised they would close for the last six months. 5 . You catch them lying to you about meetings they had with accounts How about your team? Do you have any teammembers in the domain of losses? Is your entire team in the Domain if losses? If you need help resetting your salespeople not meeting quota, let’s schedule a call. from the table for coaching and training, or it could cost you years. What signs indicate a salesperson is in The Domain of losses? 1. Every sale has a price concession 2. Customers pay their invoice short due to un-communicated “deals” your salesperson gave them to get the sale. 3. The salesperson’s Accounts Receivable exceeds other regions 4. When asked to create a plan to correct their performance,
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