When the sales cycle is greater than ninety (90) days and begins to move toward six (6) months or greater, the closing rate is an unimportant way to manage sales performance. In these longer sales cycles, it is more important to manage the funnel size and to focus on strategies not activities (please reference Neil Rackman’s research in his...Keep Reading
What’s the “it factor” in leadership? As sales managers and coaches, how do we extract, lift up, and teach “it?”
Let’s start with what the “it factor” is in leadership. That’s easy. It’s the common and most important factor in GREAT leaders - great leaders being defined as someone having a positive and lasting impact on the welfare and...Keep Reading
What specific things do you do to increase the sales of your team (Or yourself if you are a salesperson.)
Here’s a thought ...
To increase sales performance, LEADERSHIP must help individual and team motivation to increase by inspiring a (new) desire to achieve sales beyond current levels. Leadership must create a new environment in which...
Great coaching involves three (3) stages of progress. The first one, “Knowing People” begins in the recruiting phase as you compile information about each candidate. Behavior-based, personality assessments, and aptitude testing provide as much as 20-50% of validated input toward predicting which candidate will do best. And, they provide a...Keep Reading
What would the sales equivalent of a no-hitter look like?
Batters step to the plate and one by one they leave the game without a hit.
So, in sales, for an entire game ... let’s say one year, each time my competition comes to the plate he leaves without a hit - without a sale. He might get on base. He might make some progress around the...Keep Reading
After twenty+ years of working with sales teams in banking, financial services, and other BtoB companies, I’ve discovered a foundational problem to exist in Retail Financial and Wireless Services ... And, it’s the word “Retail.”
While the banking industry has transformed itself in many ways, especially with terms like “sales,” it still has...Keep Reading
Shakespeare knew the answer ... “Where for art thou?” (Romeo: “Romeo and Juliet”) Romeo, while making the sale of his life knew that his true love needed wooing - She needed to know that she was a princess in Romeo’s mind and heart and so He did woo her.
And yet, while Romeo did understand that climbing the ladder, giving attention, and...Keep Reading
When researching all the subject experts in recruiting, a best practice recruitment funnel emerges. After sourcing well to develop five or more recruiting channels, the three stages of recruiting are: - Screening - Profiling - Interviewing. (Note: This recruiting funnel also presumes that you have analyzed the sales position well enough to...Keep Reading
Motivation! As a sales professional ... What motivates and drives someone to achieve success? Some are motivated by survival - the lights going out in the house. For others it’s recognition, achievement, money, family, or just plain ole duty - doing what others expect.
Still, as in ages past, the best motivation is inspired. It happens...Keep Reading
I was thinking, “What’s the difference between a professional salesperson and a salesperson?” Well ... the whole question is semantical or oxymoronic.
Why, because a salesperson does not need the word professional to define his or her role. A good salesperson is a professional. A bad salesperson is not a professional. It would be like...Keep Reading
People read more about motivation in management schools than inspiration. Many sales managers strive to learn how to motivate salespeople. They sincerely want to learn how to motivate them to reach sales goals, to fill out paperwork, to follow a sales process, etc. Good managers spend much of their time on motivational actions. Often, they...Keep Reading
Coaching highly spirited teams requires three well-developed areas of action, thought, and attitude. First, fathers, sales managers, CEOs, and other leaders communicate compelling reasons to reach important GOALS. These goals, when communicated, create an emotionally charged atmosphere for the people they lead. They inspire. And, they...Keep Reading
A sales manager’s beliefs and attitudes create 85% or more of a team’s success. They make up the substance of sales team culture. And, this culture produces salesperson turnover or retention. It creates teams or individualism – sacrifice or anarchy. People lie or they tell the truth. Character strength is more important than sales or...Keep Reading