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.
Examining some key sales performance indicators can provide a wealth of valuable information.
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 Colleen Francis (Engage Selling)
One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline.
I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad.
The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with.
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.
To 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.
By Bill Brown (SalesGravy.com)
Parkinson’s Principle, “Work expands to fulfill all available time.”
Have 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.
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 Lolly Daskal (Lead From Within)
There are two kinds of leaders:
Those who withhold gratitude, which we know is not good.
And then there are those who say “Thank you! Great job! Way to go! We did it!!”
But the truth those words leave the person or people receiving the complete usually hollow.
Don’t get me wrong.
Compliments are nice, but they are fleeting moments where good intentions do not last.
Many of us mistake compliments for gratitude.
So what is the difference?