I am going to devote this Saturday to one particular question because it is involved and can possibly help a lot of people. N-Lo states she has male and female sales persons under her supervision and even though all the women are doing great the two male sales persons have a hundred excuses for not selling. Examples: There are no prospects, girls are better at sales then men…I think you get the picture. N-Lo, I think this is a management problem far more than a sales problem. There are some potential underlying issues here. For one, they may resent that they are working for a woman and coupled with perhaps some inexperience in your management, the situation is compounded.

Before I give you the solution to this and most management problems I want you to know that if these young men do harbor resentment because you are a woman, they probably will not work out. Lets run the ultimate test. There is a system I have been using since 1985 in solving sales and management problems that I will pass onto you. It is called the price system. Each letter stands for something.

The “P” is for pinpoint… pinpoint the problem with these two young sales persons.

The “R” is record the information (example: the desired result is for them to talk to x number of prospects a day, and sell x number of them). Are they not talking to enough prospects or are they not selling them after they talk to them or both? Pinpoint the problem then record the results.

The “I” is to involve them in the solution. Let them know you are recording the data for each phase of their employment. Show them what good behavior is and what unacceptable behavior is.

That brings me to the “C” in the equation. Inform them of the consequences of the desired results opposed to the consequences of the unacceptable results.

And finally you have the “E” for evaluation. Let them know that you will have a meeting with them in two weeks or whatever time frame you feel appropriate and then DO IT! Evaluate their performance. If there is an upswing in results give plenty of praise and continue forward. If the results do not get better or go backwards you can either completely start over with them or you can talk to them about a career change.

Once you put “The Price System to work you will find out that your professional approach to them eliminates the gender excuses. I hope I was of some help if you have further questions understanding the Price System don’t hesitate to ask again for help. By the way, you are this weeks winner. Don’t forget to e-mail “The Specialist” with your mailing information.

“The Specialist”