Developing Salespeople with the OREO Model

Developing salespeople is easy when you can understand and apply three basic concepts:

1.  “Winning is fun, losing isn’t!”

2.  “Winning is different for every person!”developing salespeople

3.  “Your job as a manager is to help your people win everyday!”

When you discover what winning is for your people, then you are well on your way to helping them succeed. The quickest way to help salespeople win is to have a clear description of where they want to go or what they want. This is called an outcome. Using their outcomes to achieve business goals is an effective method of getting results and developing salespeople.

One way to organize a plan for achieving an outcome is the OREO Method developed by corporate trainer, Gerry Schmidt.

  •  Outcome: What is the desired result?
  • Reality: What is the current situation, including the resources available and the resources that are needed to change the  current situation?
  • Evidence: What evidence will be used to demonstrate that the outcome has been achieved?
  • Operations: What will the salesperson do to achieve the desired outcome?

Here are some important guidelines for Applying OREO while developing salespeople:

1.    Key to successful coaching is having a clearly stated and well-formed outcome. To discover someone’s outcome ask, “What do you want?”

To ensure that the person’s outcome is well-formed, make sure that it is:

•      Stated in the positive (describe what the person wants and not what the person doesn’t want).

•      Within the person’s control. The actions that will lead to the desired outcome must be within the person’s control.

•      Actions must be small enough and specific enough to facilitate immediate action.

•      Actions must have time frames.

•      Achieving the outcome will produce or lead to achieving a larger goal or outcome.

To determine the larger goal or outcome ask, “What will ________________ (insert desired outcome) get you or allow you to do?

2.    The next step is to assess the person’s current reality and compare it to the desired outcome. To assess a person’s reality, ask the following questions:

•      Compared to your desired outcome, where are you now?

•      What stops you from having the desired outcome now?

•      What are you doing that is keeping you from having the desired outcome?

•      What resources are available?

•      What resources are needed?

3.    Evidence defines how people will know that their outcome has been achieved. To determine a person’s evidence ask, “How will you know when you have achieved this outcome?”

To help clarify the evidence, ask the following:

•      What will other people see, hear, and feel when you achieve your outcome?

•      What will be the first indications that you’re making progress towards your outcome?

•      What other benchmarks will you use?

•      What will be the long-term impact of achieving the outcome?

•      How will achieving this outcome impact other areas of your life?

4.    Operations outline the person’s plan of attack. To discover a person’s operation, ask “What will you do to achieve this outcome?”  To make the plan as practical and effective as possible, ask the following questions:

•      How else can you achieve the outcome?

•      What are you going to do first?

•      Specifically, when are you going to do it?

•      What could get in the way of your success?

•      What support do you need to be successful?

•      How certain are you that you will carry out the agreed upon actions? (Use a scale of 1-10, with 10 being absolutely certain.) If the rating is less than an 8, find a new outcome or a new plan of action.

When salespeople do things for their reasons they are far more motivated than if they were doing things for yours.  Using the OREO model for developing salespeople helps you keep them focused on activities that produce meaningful results.

Goal Setting Success: Developing a Personal Business and Life Plan

Goal setting success is a key strategy for mastering your time, money and your life. If you’re not as success as you want simply look at your goals and plans to achieve them. Many people lose site of the ultimate purpose of setting goals and mastering their time.  When they free up time in one area of their life, they spend it in areas that aren’t fulfilling.  By setting and prioritizing goals in all areas of your life, you are laying a foundation of living your life “on purpose”.  This will allow you to spend more of your time doing things that are important and fulfilling.

Personal Business Plan

To help you start practically applying goal setting now, you should develop a Personal Business Plan. Completing the Personal Business Plan will help you set specific and realistic financial goals for yourself.  This is an important step in the time mastery process because people’s financial health often dictates the status of other areas of their lives.   In business you must manage the finances to both survive and to thrive.  Money is a tool that provides people a vehicle for living the life they want.  Most people complain about not having enough time, money, and freedom.  If you increase the money you have, you then have the option of having more time and freedom for the things you enjoy.  By managing your time and your life you give yourself the option of freedom.  If you don’t have the financial wherewithal, you don’t give yourself that option and thus your freedom is limited.

In addition to using the Personal Business Plan to set financial goals for yourself, you will want to develop a Personal Life Plan to set goals in other areas, including:

  • Family
  • Relationships
  • Career
  • Physical
  • Spiritual
  • Personal development

Personal Life Plan

The key to a successful Personal Life Plan is paying attention to what’s really important.  We pay attention to something by spending time doing it.  If being physically fit is important, a person will spend time exercising.  If one’s family is important, time is spent with the family.  Since there will always be competition for time, it is important to be clear about your priorities.  Knowing what’s really important makes it easier for people to know what to say “yes” and “no” to.

A good example of knowing what’s important is illustrated by a story told by Shelly Lazarus, President of Ogilvy Mather-North America (one of the world’s largest advertising agencies).  Shelly was scheduled to go to a team meeting for a major client on the same day as her son’s field day at school.  Shelly chose to watch her son participate in field day rather than make the meeting.  When her boss asked why she missed the meeting she replied, “We had a team of eight people at that meeting and in two weeks nobody will remember who was there and who wasn’t.  If I had missed my son’s field day, he never would have forgotten.”

When faced with conflicting priorities, do what is most important. Completing the Personal Life Plan will help you focus on what’s really important in your life.

Goal setting without plans is wishful thinking. By connecting your Personal Business Plan with your Personal Life Plan you are putting in place the foundation that will keep you focused and your business and personal life aligned. Doing so increases your chances of achieving goal setting success.