Every sales team has its regular team meeting, whether it’s weekly or monthly, face to face or virtual. Bringing together the full team, even for an hour, has a considerable cost associated with it in terms of time and lost selling opportunity – unless these meetings are designed to be catalysts for new and faster business generation. Last month I was invited to participate in a couple of meetings and was horrified to observe the tremendous brain capacity in the room squandered. Add to this the common gripe from training participants that their meetings have become habitual “roundtable updates” that lack inspiration … well let’s just say it’s time to put some “meat” in your meetings. […Continue Reading…]
By Dave Brock
It’s human nature to categorize things and people. It enables us to build models and constructs. It enables us to more easily deal with ambiguity, abstractions, and other things. Somehow things seem easier and clearer when everything has a box and everything is in its box.
We characterize and categorize sales people–putting the different types into boxes–hunters/farmers, lone wolves, consultative, connectors, challengers, relationship builders, conductors, builders, transactors, and so forth. Each has it’s own characteristics. Depending on the fashion of the times, or one’s biases, one is perceived as better than the other. Need to acquire new customers, an executive will say, “We need a sales force of hunters.” Launching a new company, we treasure the lone wolf. In driving insight we want to build sales organizations of Challengers.
The problem with categorization, many models or constructs is they represent an approximation of the real world at a point in time. But reality changes things, everything isn’t as clean, we can’t put everything into a box and construct the ideal sales person or ideal sales organization. Build an organization of challengers in a transaction focused buying environment, and you will drive customers (and your own company) crazy. Look at a complex buying cycle and you may need a “challenger” to get the customer committed to change, but then you may need a “hard worker” to work with the customer in the myriad of details of planning, risk assessment, evaluation through other parts of the sales cycle, and then in implementation, you may need someone who is more empathetic or “relationship” oriented to keep the customer moving forward. Have an unhappy customer and a “problem solver” approach might be most appropriate. (I’ll use the Challenger categories for many of the examples in this post). […Continue Reading…]
“Get the most from your sales team through coaching, real-time feedback, and goal setting.”
From the maker of Salesforce CRM:Learn how Salesforce Work.com helps teams drive better performance and forecast consistency through coaching, real-time feedback, and goal setting.
This short video will introduce you to Work.com, Salesforce.com solution for Sales Performance Management. Work.com (formerly Rypple) is Salesforce.com’s solution for driving sales performance.
Managing your employees is not a popularity contest. When you remain focused on real goals so will they.
As the leader of my online marketing company VerticalResponse, I wear a lot of hats and do many things. The one thing I’m not down with is being in a popularity contest because this isn’t high school, it’s my business and my No. 1 priority is to serve my customers and my investors. But, this doesn’t mean I’m not in service to my team, because I’ll be the first one to tell you, I work for them and I’m here to help them be more effective.
By: Bill Caskey
As sales trainers, we are guilty of making the sales process much more complex than it needs to be. There are a limitless number of options and objections that a prospect can give to you throughout the sales process, and so we make an effort to understand and counteract each one.
But that is a mistake. Instead, we should be focused on one thing: The First Call.
Because if the first call doesn’t go right, then the third call won’t go right. Consequently, in an effort to make to the first call correct, then you need to ask these three very simple questions of the prospect in whatever format you choose to ask them.
Truly happy and successful people get that way by becoming the best, most genuine version of themselves they can be. Not on the outside–on the inside. It’s not about a brand, a reputation, a persona. It’s about reality. Who you really are.
Nothing worth doing in life is ever easy. If you want to do great work, it’s going to take a lot of hard work to do it. And you’re going to have to break out of your comfort zone and take some chances that will scare the crap out of you.
But you know, I can’t think of a better way to spend your life. I mean, what’s life for if not finding yourself and trying to become the best, most genuine version of you that you can be?
“Should sales reps be paid even more than you?” My friend, Kenneth Manesse Sr. asked this question in response to Inc.’s article. “4 Things Every Entrepreneur Should Know About Sales.”
Before sharing two perspectives with you, let me tell you a short sad riches to rags story.