When hiring a new sales representative, it’s important to find someone that will fit into your organization and be successful. A resume will only tell you so much about a person, but sometimes you need to know more about their behaviors to make sure they’re a fit. Keep reading to learn about three predictors for future sales success to avoid hiring the wrong person.
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- Scott Tapp, PGi
- Ralf VonSosen, LinkedIn
- Colleen Stanley, Sales Leadership, Inc.
- Tamara Schenk, Miller Heiman Research Institute
- Brendan Cournoyer, Brainshark
- Nita Shah, Hubspot
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By Chris Joseph (Chron.com)
Getting the most out of your sales force is essential for gaining a competitive edge. However, if you don’t have mechanisms in place to measure the performance of your salespeople, you may not know for sure if they are operating at peak efficiency.
There’s one search happening on Google that seems to bring a fair amount of traffic to The Sales Corner. The search is “Sales Probing Questions.” The people searching these terms are generally looking for information on how to establish the correct questions to ask their customers. They are looking for magic tools to help them decide what are the right questions or not. I wish I could tell you what questions always work, but the truth is that you have to deal with a lot of trial and error in any sales environment.
The goal is to increase sales or marketing visibility. In order to do this effectively you need to remain in constant production. The problem is that a lot of sales people, don’t know how to go about this in a way that’s beneficial, and doesn’t waste their time, or the customers time. Often times they get burned out.
Here are five Sales Probing Questions below that you can use to immediately start to impact your customer relationships. As a sales rep I pride myself on knowing my customers and what their problems are, and what makes them happy. You’ll find benefit in the same!
One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline.
The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with.
By Cameron Graham (TechnologyAdvice)
Big data has become the buzzword of this decade, with more and more companies openly admitting to collecting information about customers. Most consumers can handle parting with their personal information if they receive a relevant and personalized experience in return. This means companies who gather data and use it wisely experience better sales and higher revenue. Well, if they do their research correctly, that is.
Not sure if you’re using your internal data correctly? Here are a few ways to tell.
In his classic book, “Think and Grow Rich“, Napoleon Hill discussed the eleven secrets of leadership. Recently, as I was reading the book, it occurred to me that the attributes of strong leadership and effective selling have a tremendous amount in common. After all, to be really successful in sales, you need to be a leader, both within your own organization, as well as to your clients and customers.
To paraphrase management guru Peter Drucker, a leader is someone who not only does things right, but who also does the right things, while helping others do the same. The same holds true in sales: how better to serve your clients than to really know and understand what they do, and to truly help them do it better?