I love to meet with Action Selling clients. It’s not just that I want to stay in touch. It’s because they have so much to teach me – for example, Commitment Objectives and my own system.
Take Todd Eber, for instance. Eber is president of W.A. Roosevelt Co., a Midwestern wholesaler of electrical and plumbing products based in La Crosse, Wis. W.A. Roosevelt has been in business since 1868. It adopted Action Selling in 2012.
When a recent talk with Eber turned to the subject of Commitment Objectives, he surprised me. The concept of the Commitment Objective, he said, “is something that’s been missing from this company for 144 years.”
Eber backed up to explain that he is using Action Selling as a lever to achieve fundamental change at Roosevelt. The role of salespeople has changed; they now are responsible for managing their territories as if they were distinct business units. Also, their compensation structure is different. Compensation now is based on generating profit on a territory-by-territory basis.
“That causes them to think more like business owners than like salespeople,” Eber said…
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).