JAN
16
0

Want my advice about sales? Here are some tips you can take to the bank!

Stumble. Fall. Get up. Repeat. This is the way we learn valuable lessons in life. A career in sales is no different. My sales career has spanned the pre-internet era to present day. Change is constant. Increased transparency has brought sunlight to the buyer-seller relationship. Knowledge, creativity, and collaborative skills are in demand.     To my friends, clients, professional peers, college graduates, and people transitioning in their career I offer this advice about the sales profession; The best sales jobs are the ones that have high quality people in sales management positions. Let's discuss what you should look for when considering a position in sales, customer service or a call center.  If the most attractive part of a new sales job offer is the income potential, you are using the wrong metric. People, purpose, professional development, and culture must be factored in. If you have gone more than six months...
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  603 Hits
603 Hits
JAN
01
0

Measure This Metric To Guarantee Explosive Sales Growth

I had a conversation recently with a business owner about the challenges of finding good sales people. His frustration was obvious. He talked about the time and resources he has invested to find, hire, and train salespeople only to have them leave within the first year or two. Has this happened to you? The cause of this problem is related to the change in how our economy values talent. During the industrial economy the salesperson was trained to know the features, functions, and benefits of their product. Armed with this information the goal was to get in front of as many buyers as possible to, in essence, show up and throw up . There was no understanding of the needs or critical issues in the prospect’s mind. You had value if you could study, retain, blurt out…repeat.    Related: Why "Show Up and Throw Up" Doesnt Work in Sales We...
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  922 Hits
922 Hits
DEC
14
2

5 Things You Must Include in Your Annual Sales Plan

Year end in the sales department is a time for evaluation. What successes did you have? What can be improved in the future? There are a variety of metrics to conclude whether it has been a good year, or not. The ones I see most often are: Revenue , which is arguably the most important. Average sale size. Conversion rate , the percentage of leads/opportunities that were converted into sales. Percentage of team hitting quota . New business, retention, and attrition . How many new customers were attained, how many renewed, and how many walked away? When I see organizations that didn’t have a great year I look at their metrics and begin pulling on that thread. Pulling the thread is a diagnostic process that should uncover a weak link in the sales process. I can’t help but think about Stephen Covey and his 7 Habits of Highly Successful People...
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  902 Hits
902 Hits
NOV
30
2

"Let me think it over." Turn this stall into a sale

There are 3 guarantees in the life of a salesperson: Death Taxes Having a prospect say; “ Let me think it over ” It’s the grey area of the decision making process that frustrates the hell out of salespeople. It feels worse than getting a NO . A NO will allow you to move on even if you are frustrated and feel you have earned the business. There is closure. You can focus on to the next prospect. Let me think it over . Now what? What’s missing in most sales conversations is an agreement at the beginning about expectations and possible outcomes of your meeting.  When you are in position to sell you can become consumed with the steps you need to take to close the sale. You are in control, or so it seems. In order to have a conversation there needs to be two willing partners. There...
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  736 Hits
736 Hits
NOV
21
0

7 Steps to Creating and Achieving Meaningful Goals

What is the elusive quality that separates the superstars from the masses? It is their ability to set and achieve personal and professional goals. Goals keep you focused on your desired outcomes, rewards, and vision. A goal-oriented salesperson operates with purpose, and purpose is a powerful motivating force. Note the word “purpose.” Your sales organization has a purpose, and each individual producer has a purpose. It’s important to understand this link to goal achievement. The American Society of Training and Development (ASTD) did a study on accountability and found the following statistics about goal achievement: The probability of completing a goal if: You  have  an idea or a goal:  10% You  consciously decide  you will do it:  25% You decide  when  you will do it:  40% You  plan how  you will do it:  50% You  commit to someone  you will do it:  65% You have a  specific accountability appointment  with...
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  932 Hits
932 Hits