I am surprised how often I get a question about accountability. The feeling that you are “babysitting” and not wanting to ‘micro-manage’ your salespeople is bogus! Holding your people accountable for results creates urgency, focus, and positive pressure to perform. Human nature shows us that having a clear picture or vision gives us a more
You have a salesperson that everyone loves! The clients, the prospects even your staff. Great right? Well yes except for the fact that they can’t actually close business. How can this be? Often times, sales people are in sales because someone along the way told them, “you’re such a ‘people-person’ you should be in
All training is not alike. To train or not to train is a common dilemma in corporations around the globe. How do you choose? What makes one better than another? That is up to you and your goals. Here are some important things to think about when considering training. Training your people keeps everyone on
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
Logan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the end of the day. Then, he got a call from Tony, a prospect who introduced himself by saying: “I’ve heard great things about your engineering
Does your sales team OWN their goals? Most likely your team falls under the 80/20 rule: 80% of the business comes from 20% of the sales people. This is the time most of you are creating goals and objectives for nest year. It is the time you crunch numbers to decide your revenues for the
Selling and Dating, It’s Not That Different Selling and Dating aren’t that different. Selling through communication is key. What does that mean? well, let me ask you this. What would you say to a friend who said he met a great girl and after 2 dates he was going to ask her to marry him.
“I’m going to try my best to do a great ‘elevator speech/benefits statement’ so the customers know exactly what we do”. We put so much time and energy into coming up with this big introduction/benefit statement and honestly, it is not as important as any of the other things that we do. This thought
It’s about the process Ryan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work that he needed to finish before the end of the day. He then got a call from Wayne, a prospect who introduced himself by saying: “I’ve
“I feel like nothing is working. Whatever I do, it doesn’t seem to matter. I thought the economy was getting better but no one is going to buy right now,” Connie said in frustration about her recent sales numbers. “I really think that, once the economy truly turns around and people are feeling more confident,