By Nick Kane (Janek Performance Group)
Imagine you decided to go on road trip—woo hoo!—only you didn’t pack a stitch of clothing, you didn’t bother with a map or GPS, you didn’t fuel up the car, you didn’t put in a vacation request at work, and you had no destination in mind. Mentally, you’d be 99 pennies short of a dollar, and you’d get about as far as the end of your driveway before having to stop the car, go back into the house, and get a grip.
Continue reading The Importance of a Good Sales Compensation Plan
By Scott Edinger (Pipeliner CRM Blog)
Did you make it your goal to spend more time coaching and mentoring your sales reps this year? Then make sure you’re focusing your efforts on the right things. Learn what sales activities you should focus on that will have the greatest impact for your sales reps.
Sales Leaders, Are You Micromanaging the Wrong Metrics?
By Matt G (The Sales Corner)
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!
By Richard Ruff (Sales Training Connection)
In a wide variety of industries, companies are experiencing transformational changes. These changes are driven by global competition, technological changes, government regulations and the dynamics of an unstable economy. As a result companies’ expectations concerning their suppliers are changing – what they buy, how they buy, and what they are willing to pay for it are all in a state of flux.
Viewed from the other side of the fence, it means vendors are unlikely to prosper if they view improvement simply as doing a better job doing what they are doing – innovation is required.
The subject of innovation dominates the technology sphere. Articles on “wearable technology” like Apple’s much-hyped iWatch are easy to find. Likewise in sales most of discussion related to innovation is about technology. Lots of interest and dialogue on empowering your sales force through technology or the ten new mobile apps for igniting sales.
However, if companies are going to take innovation seriously and do more than just manipulate the status quo, then new technologies are just part of the solution – not the entire story.
People who lead teams often get so busy that they lose focus and struggle with the dynamics of the personalities and talents they manage. David Dye’s book, The Seven Things is a well-written, SMART, and genuinely helpful resource.
– Mary C. Kelly
Productive, energized, and innovative teams are critical to your success. In The Seven Things Your Team Needs to Hear You Say, author David M. Dye shares practical and encouraging tools you can use to cultivate engaged, responsible, and results-oriented teams. Whether you’re a new frontline leader, a small business owner, or a veteran manager, The Seven Things Your Team Needs to Hear You Say will inspire you to inspire your team. You don’t need buckets of charisma – they just need to hear you say these seven things.
Buy It Now!
By S. Anthony Iannarino on The Sales Blog
We all tell ourselves lies to make us feel better or even avoid a problem. But it becomes a bigger issue when sales leaders tell themselves lies about their team’s process or coaching issues. Keep reading to learn about 4 lies sales leaders sometimes tell themselves.
What lies do you tell yourself as a sales leader?
Lies Sales Leaders Tell Themselves
By Colleen Stanley (SalesLeadership, Inc.)
Sales organizations are always looking for ways to grow their top and bottom line. They install the latest and greatest CRM tool, dollars are invested in customer surveys and their marketing department is tweeting, hooting and blogging. With this proactive approach towards growth, what is the reason many sales organizations still struggle to achieve quota?
Maybe the problem isn’t in technology or marketing. Perhaps the problem is your sales culture. Webster’s Dictionary defines culture as a set of shared attitudes, values, goals and practices. A culture determines how you treat your employees, your customers and how you contribute to the community at large.
Sales cultures scoring low in emotional intelligence are filled with old sales dogs that refuse to learn new tricks. They sit on the porch of denial, refusing to adapt new approaches to selling. Many have sales lone rangers that care only about their quota and their commission check. They are not real interested in how their specific actions or inactions affect the company. Lone rangers seldom contribute at a sales meeting because helping others isn’t in their DNA.
Just the opposite, emotionally intelligent sales cultures share three common traits. They are learning organizations, collaborative and generous. Let’s examine each area as it relates to sales success.