JUN
11
0

These Questions Will Help Your Sales Reps Reach Quota

Achieving quota requires having the right people aligned with sales objectives and the right processes to get your desired results. On the other hand, distractions, time wasting activities, and zero time scheduled for training and development leads to a variety of unintended consequences. A voice from outside your sales organization can ask critical questions to keep performers focused on the important tasks that are aligned with sales goals. When working with your organization I would ask the following of each of your producers… What are you trying to accomplish in the next 6 months? One year? Two years? This requires understanding personal aspirations. Have a consistent, two-way dialogue based on trust. This impacts sales retention. What part of your job is most challenging, and why? Sales is an ego driven business, yet all salespeople have blind spots in addition to their strengths. Rate yourself on a scale of 1-10 (1...
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  457 Hits
457 Hits
MAR
12
0

10 Part Series - Must Have Sales Skills in 2018, Skill #2 Question Your Way to the Sale

“ My focus is not on selling…I simply help clients buy what they need. I am always in problem solving mode, and that puts me on the client’s side of the table .” – Don Ray, management consultant The buying/selling process begins with an introduction and an exchange of information about the buyer’s business and the seller’s product or service. It’s more informal than formal as each side assesses whether there is a level of trust and credibility to engage in a deeper conversation. A warm referral can speed up this process, otherwise you can take something from your education based marketing materials (blog post, relevant article about their business) to move the process forward. What happens next is often the place where sales are won and lost. In this series of blog posts about Must Have Sales Skills in 2018 the ability to question your way to the sale...
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  652 Hits
652 Hits
JAN
25
2

Are You Focused On Client Needs, or Sales Quotas?

Ask a salesperson to describe the problem they solve. You may get a puzzled look, a client focused solution, or something in between. The stereotypical sales person, or worse “order taker” doesn’t know or care about the problems clients are facing. They are interested in generating transactions and hitting quota. “ Nobody is going to buy from you because you need the money ,” bestselling author and speaker Bob Burg says. “ They’re not even going to buy from you because you’re a really nice person who believes in your product and thinks they should have it .” The current trend in sales is to develop subject matter experts (SME’s). This new version of a sales professional uses expertise and influence to “coach” decisions based on understanding client needs. Establishing trust and credibility at the outset of a relationship is paramount to having success. SME’s don’t have quick fixes. Your...
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1
  649 Hits
649 Hits