By Dan McDade (SMM Sales & Marketing Management)
Sales forecasts impact much more than sales management – they have a direct bearing on overall performance, marketing and sales budgets, and planning for service and product delivery, to name a few.
Too often, flimsy sales forecasts increase risk in all those areas. In this context, forecasts are flimsy when they are inaccurate, lack visibility or fail to deliver the right number of correctly qualified leads needed to support target numbers.
Fortunately, there are four clear fixes that make sales forecasts more accurate and robust. […Continue Reading…]
By Lee B. Salz (The Sales Management Minute)
Wondering if investing in sales onboarding is worth it? Learn the 9 results of sales onboarding in this episode of the Sales Management Minute and the answer is clear.
There’s a lot of buzz today around sales onboarding and sales enablement. You may be wondering if sales onboarding should be on your executive team’s priority list of corporate initiatives. Here are nine reasons why it belongs high on your list.
By Scott Gruher (Sales Benchmark Index)
Your Sales Leaders talk to their people on a regular basis. They hold forecasting calls every other week. Pipeline reviews. One-on-ones. But something’s missing. Why are good sales people leaving? This post explores how sales coaching can improve retention.
Do You Really Know Why Good People Leave?
Top reps leave for greener pastures more now than ever in the past. Your competitors and recruiters are on the prowl. Here are some common excuses Sales Managers make when an ‘A’ player leaves:
- Our comp plan is broken – comp isn’t always the issue. It is an enabler, but typically not a solution. 3rd party exit interviews rarely list compensation as the reason for leaving.
- We hired the wrong person – Why…what happened? Was it truly a hiring mistake, or did you not invest in them?
- Expectations aren’t realistic – if this is the case, why hasn’t everyone left? Why are you still there?
- I am too busy to coach – busy doing what? Nothing is more important than coaching your team to a higher level
Good Coaching Will Make A Difference – […Continue Reading…]
Dana Manciagli , Contributing Writer (The Business Journals)
Have you played competitive sports? Yes, winning takes a little bit of luck, but it mostly requires skill.
In this new era of job search, you need to be the best. To win a job today, you can have no unforced errors, you need practice and preparation, and you must be “on your game” at all times.
Most job seekers forget the feeling, the emotion and the discipline required to compete for employment. While there are jobs available in the market today, more people are applying per job than ever before. It’s really competitive out there!
As an ex-nationally-ranked tennis player and 30-year veteran of the job search process, I’ve been there! Here are three things I recommend you do to insure you are ready to win.
By Mari Anne Vanella (vanellagroup.com)
“Thoughts are Things” – Napoleon Hill
How you think of yourself as a sales rep will translate into how you communicate to your prospect. That is a universal truth for all things, if you believe something will happen it probably will, i.e., the self fulfilling prophecy. If you see prospects being annoyed at your calls, they will be. Example: if you believe your cold call is a nuisance, you will project that through your voice gestures, your choice of words, and your overall interaction with your prospect. Reps that assume their call is unwanted, often open up with statements like “am I calling at a bad time?” or “is it okay to talk for a minute?” Or end their introduction with a question inflection–like “Hi Barbara, this is Bill Smitherton over at Imagintech?” Sending that subconscious message of “do you know who we are? you don’t huh?” Those kinds of statements immediately create a class distinction of “you don’t know me, you are better than me, your time is worth more, will you please talk to me….” They will also say to themselves “execs never call back, no reason to leave a voice-mail.” Or, “execs don’t take cold calls, I never call without a warm intro.”
I do a lot of troubleshooting for sales teams, and one thing I continually see is the biggest obstacle to success is the belief systems reps have about engaging with prospects. How we think about things forms the way we DO them, so sometimes what is needed is not coaching but changing a mindset.
What are some mindsets to examine? […Continue Reading…]
By Michael Pedone (Inside Sales Buzz Blog)
“Other than improving what I say, when I say it etc, what else can I do to improve my chances of hitting my sales quota?”
Here are a few things that have helped Michael personally.
This eBook is a collection of little ideas to help you realize your sales potential. As one of B2B Sales Connections’ subscribers stated, “… if sales folks would follow your ‘sales tip of the month’ every day…their life would change”.
Whether you are an entrepreneur marketing your own products and services, or a direct sales representative servicing your assigned sales territory, this eBook will improve your skills so you will sell more. They are in no particular order, just a random collection of over 100 tips to help you achieve your sales potential.
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