Tag Archives: Growth

40 Qualities of Successful Sales People

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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!

1. Prompt
2. Hard working
3. Ethical
4. Always listening
5. Asking the right questions
6. Sincere
7. Creative
8. Full of empathy
9. Positive
10. Organized
11. Attentive to detail
12. Thoroughly prepared
13. Good humored
14. Focused
15. Resourceful

[...Read all 40...]

Looking over this list, …is it possible for a person to excel in all these things? Are some of them mutually exclusive? For instance, can one person be a great strategist and a great tactician?

Which are the most important qualities?

On Boarding New Sales Reps

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by Richard Ruff

TODAY A SALES TEAM must not only be able to sell a competitive advantage; they must imagesbe 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.

The Art and Science of On-boarding …[ Continue Reading...]

12 Key Steps to Improve Your Sales Team | Executive Street

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12 Key Steps to Improve Your Sales Team | Executive Street.

Sales Leadership Tips

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?

Read the entire article here

How to Create Good Sales Habits | Inc.com

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How to Create Good Sales Habits | Inc.com.

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.

Sales Habits

Read more and then share your thoughts on Tom’s suggestions or add your own!

Social Nurturing: 7 Keys to Acquire Contacts through LinkedIn, Twitter, Facebook and Google+

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Is Social Nurturing just for prospecting or sales? No.

SJ Daily Blog Picture
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.

Planning for and Surviving Sales Slumps

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By , About.com Guide SJ Daily Blog Picture

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. [...]

The Five Stories Credible Leaders Tell: New Speechworks White Paper

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The best leaders build credibility with stories. SJ Daily Blog Picture

There are five stories you should be able to deliver that will build your credibility as a leader. Learn how in Jan McKenzie’s White Paper “The Five Stories Credible Leaders Tell.”

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.

Who Said Referrals Were Six Degrees of Separation?

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America’s leading authority on referral selling, and author of No More Cold SJ Daily Blog PictureCalling, 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.

Read the entire article here.

Senior Level Decision Maker Selling

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Here are seven questions to consider: SJ Daily Blog Pix

  1. Are your salespeople prospecting/selling at the right level?
  2. Where do your salespeople currently and comfortably enter accounts?
  3. Are they getting in front of the right people?
  4. 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?
  5. Do they have enough depth in their existing accounts?
  6. Are your salespeople comfortable interfacing with “head honcho” Senior Executives?
  7. 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.

Salespeople who enter an account too low, meaning they start selling to a person in an account with little or no authority, tend to do so for one or more of the following reasons, as revealed by The Brooks Group.

Fabulous FABs

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SJ Daily Blog PixThe FAB statement is one of the most effective tools in the salesperson’s set. However, this tool is often misused because salespeople fail to consider the perspective and needs of the customer, focusing instead on the product or service being sold. Baker Communications President and CEO James A. Baker explains why FAB is a useful framework for getting the customer’s attention, building value, and gaining agreement on a solution. 

What is a FAB?
FABs have three parts:
Feature: What it is.
Advantage: What it does.
Benefit: What it means for the customer.

How can using the FAB tool most benefit your sales process?