For Brad Shorr’s coaching and advising program, he compiled this list of qualities that sales people should develop to the best of their ability. Here they are – please let us know if you have any to add!
2. Hard working
4. Always listening
5. Asking the right questions
8. Full of empathy
11. Attentive to detail
12. Thoroughly prepared
13. Good humored
TODAY A SALES TEAM must not only be able to sell a competitive advantage; they must be a competitive advantage. In most companies it is increasingly difficult to sustain a competitive advantage by traditional means. Traditional factors such as: superior products, scale, and innovative manufacturing technology may provide short term advantages but unfortunately they can be replicated in relatively short order by an increasing number of agile and aggressive domestic and global competitors.
Although a great sales team is difficult to create, it has the potential to provide a significant competitive advantage and, perhaps more importantly, one that is difficult for the competition to copy quickly. So optimizing sales performance matters more today than it did yesterday and it will matter more tomorrow than it does today.
Jack Daly is a sales training and coaching expert that always shares lots of practical growth ideas. I came across a posting from 2012 that is packed with useful steps to improve your sales team. I particularly liked his views on improving the talent level on your team. Which of his 12 Steps do you find most critical to driving growth in your business?
Now is the time to get rid of bad habits, especially when those bad habits are hurting your sales. Tom Searcy shares with Inc.com some common good and bad habits that have a significant impact on your results.
Read more and then share your thoughts on Tom’s suggestions or add your own!
Is Social Nurturing just for prospecting or sales? No.
At InsideSales.com they have been testing the use of LinkedIn, Twitter, Facebook, Google+ , Blogging, Klout, and many more social media platforms in a model they call ACQUIRE. Forbes contributor and entrepreneur Ken Krogue explains how to actually use the ACQUIRE model to make influential contacts using social media.
Even the best salespeople have the occasional “off” days. But when bad days turn into bad weeks or even months, you have a real problem. Weathering a long sales slump is tough but not impossible, if you take the time to prepare for it. And once you’re in a slump, you can take action to get out of your slump ASAP. [...]
Jan is an Executive Coach with Speechworks, Inc. where she teaches leaders how to create and deliver speeches that inspire confidence and move audiences to action. As a communications expert with Speechworks, Jan has taught and coached in companies such as Coca-Cola, Home Depot, Novelis, Morgan Stanley, Georgia Tech and more. In her previous role as Director of The Weather Channel Companies award-winning Learning and Development Department, Jan spent over 19 years developing leadership at every level in corporate America. She has coached executive and leadership teams, created and implemented company wide change initiatives, and partnered with executives to develop high performing sales leaders. An experienced public speaker and published author of inspirational books, Jan has been endorsed by leadership experts and NY Times Bestselling authors Stephen M.R. Covey and Dr. Ken Blanchard. Her books are available on Amazon.com.
America’s leading authority on referral selling, and author of No More Cold Calling, Joanne Black highly recommends you stay in touch with your network and rigorously build new connections. You will become closer and closer to potential clients. Your new referral network will contract your world. It will be faster and easier for you to give and receive referral introductions.
Are your salespeople prospecting/selling at the right level?
Where do your salespeople currently and comfortably enter accounts?
Are they getting in front of the right people?
Are your salespeople entering at the appropriate level within an account that matches the level of expenditure, commitment and long term value to the prospect that your product or service represent?
Do they have enough depth in their existing accounts?
Are your salespeople comfortable interfacing with “head honcho” Senior Executives?
Do they have the capacity to build relationships with a wide variety of people at varying levels in an organization? Far too many salespeople tend to enter an account at a level that is comfortable, easy and expedient.