Tag Archives: Sales Team

Sales Coaching Practices That Get Big Results

By Mike Kunkle  (LinkedIn.com)

One of the most important jobs a sales leader has is to find ways to get better results from your team.  Learn how to maximize the results of your sales team and how to avoid getting caught up in the whirlwind of daily activity.

Sales Coaching Practices That Get Big Results

sales coaching practicies

Key Performance Indicators for Sales People

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. thT9Y1MTJL

 

Examining some key sales performance indicators can provide a wealth of valuable information.

Sales Probing Questions That are Key to Understanding a Customers Needs.

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.

th7T32TIPHThe 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!

Eleven Secrets to Sales Success Through Leadership

By: Mark Dembo (The Sideroad Blog)

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.

th7T32TIPHTo 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?

With that in mind, here are Mr. Hill’s eleven secrets to leadership, as they apply to leadership in selling.

The Tyranny of the Urgent

By Bill Brown  (SalesGravy.com)

Parkinson’s Principle, “Work expands to fulfill all available time.”

th7T32TIPHHave you ever completed a work week only to find out the important things you set out to do were not accomplished?  Oh, you were busy alright.  You sent out countless emails, returned numerous phone calls, and attended essential meetings.  After-hours you updated your CRM, worked on proposals, and squeezed in some time for your family.  Boy!  You were really productive.  But those important things? Those critical things?  They are still on your to-do list for next week.  Somehow they just didn’t get done.  And now they are joined by other must-dos.  The result is an avalanche of tasks that threaten to sweep you away.  Is that a white flag I see you waving?

To varying degrees we all face the above scenario.  The better we are at our jobs the more tasks we usually find on our plates. And we deserve a rousing ovation!  Somehow we find a way to get the necessary things done.  The customer is taken care of.  The boss gets his report.  Our families see us during daylight hours.  But the pressure and stress is enormous, and we never seem to get over the top.

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Sales Leaders – How They Unknowingly Hinder Innovation

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.

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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.

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From The SalesJournal Store: The Seven Things Your Team Needs to Hear You Say

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 SJPThings 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!