Building Commitment: Assume Less, Agree More

In past columns I have described selling behaviors that increase sales and profitability. But how do you motivate salespeople to discard old behaviors in order to adopt new ones that work better? Over the years, I've learned that those who manage by agreement—rather than expectations or assumptions—are best able to encourage others and build their business through them. One definition of the word agreement is “the reaching or sharing of the same opinion that somebody else or others hold.” This contrasts with managing by an expectation or assumption that often reflects a one-way command rather than a two-way agreement. Repeatedly, I've found that those who manage by agreement achieve greater results while experiencing fewer performance disappointments. APPRAISING THE SITUATION Answer the following questions to evaluate how well you're managing by agreement: Are
JCK PRO

This content is exclusive to JCK Pro subscribers. Subscribe now to access this and much more with discount code GOPRO21 for $199 for an entire year of access (reg. $249).

SUBSCRIBE TO CONTINUE

Already a JCK Pro? Log in

A JCK Pro subscription is your all-access pass to people and resources on the
cutting edge of the retail jewelry industry, from the industry authority you
know and trust

Learn about the Perks of JCK Pro

Log Out

Are you sure you want to log out?

CancelLog out