When you think of buying what is most the most important contributing factor? Convenience, price, value added, features and benefits, expertise of the sales person? I could add a few and work to find the item that is in your mind but then I’d defeat the purpose of today’s post.
You see the point is this. That what ever contributing factor you have in your buying process you probably ‘impose’ on your buyer. In other words you sell to your comfort zone.
Last week I had a monthly coaching session with one of the top sales managers I work with. Tony started with a new company in January and had made it a point to work in the field with each of his reps twice in the first two months. Tony’s team is made up of the company’s “top” sales reps that have been promoted to launch a new product.
He had worked with Sally twice and was very perplexed and desperately looking for insights on how to coach her. [...Continue Reading...]
The hardest part of sales management may be knowing when to step in and when to take a back seat as your reps learn the ropes, particularly in front of the customer. As tough as it is, it’s often critical for the development of individual reps – and your team as a whole – to let them pave their own way.
By David Monson, Director of Sales Enablement (Ontuitive)
Problem Statement: sales managers are often promoted based on their success as individual contributors (a.k.a. reps). Consequently, most tend to focus on just the forecast numbers and ignore coaching because they assume their team members already have the necessary skills and knowledge to be successful. However, most don’t and you end up cycling through lots of new reps.
Recommendation: sales executives need to work with their managers to identify specific solutions to specific problems that are blocking deals and find a way to share those throughout the organization quickly and efficiently. Telling stories is an effective tool.
Who gets promoted into sales management? Typically, the best sales reps with a proven track record get promoted. Yet, I know several very successful sales reps that have repeatedly refused offers to move in sales management. Why not make the move?
If you or your company makes no mistakes, you can skip this today’s blog. OK, now that we’ve gotten that out of the way, let’s get down to some ways to turn mistakes and errors into positive, profitable opportunities for you and your career in sales.
Let’s face it: errors are part of business. Orders are mishandled, products are damaged or shipped incorrectly and deliveries are late. The larger the business you represent the more it happens and the more one has to learn to satisfy dissatisfied customers. While I believe you should always strive for perfection, the reality is we are all going to have customers who are upset for one reason or another. How you handle those customers will go a long way to determining how successful you will be.
Everyone can keep happy customers. But, what you do with the unhappy ones is the difference between a good salesperson and a superstar. [...Continue Reading...]