Tag: sales training

21
Mar

How a 4-Letter Word Dramatically Transformed a Sales Reps Career

The words we say can have a powerful impact on people – positively or negatively; not only to others, but also to ourselves. Read this story about how a sales reps career was instantly changed with a single word. After several months selling for her new company, Jennifer was floundering. A sales reps career is not easy. Even after her sales manager

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21
Mar

How a Handoff Can Save Your Largest Account

Some sales reps are better at acquiring new customers. Others are better at keeping them. Knowing the difference can reap you great rewards. Most companies encourage their salespeople to take ownership of their accounts. That’s good and appropriate—to a point. When a sales rep’s ownership of an account puts that account in jeopardy, the sales manager has to step in and

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21
Mar

Use Nurture Selling to Stay in Front of Prospects

Nurture selling is the systematic means of staying in front of a potential buyer through a variety of communication channels. Years ago, I was on a sales call with a prospect. We had a very nice conversation, and he had some interest in one of our services. Even better, he had a few of the characteristics of a qualified buyer. However, I

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21
Mar

How Long Should We Cling to Our Sales Process?

It’s a loaded question, but the answer is deceptively simple. Whenever a salesperson or sales leader asks this question, it sends up a red flag that something might be wrong. Unmet sales reveal a number of potential contributing factors such as:  Quality of the sales team  Effectiveness of the sales leaders  Market conditions  Product quality and delivery  Brand reputation Sales process So

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21
Mar

How Skipping One Step Derailed an Entire Sales Team

Every step of the sales process is important, even if the sale cycle is short. Be wary of skipping steps. That can lead to unintended consequences for your sales team. As a successful sales manager, Debby had always prided herself that her sales team grew a wide and diverse sales pipeline that generated consistent sales, quarter after quarter. Because of the technical

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21
Mar

The Final Word on Sales Manager Success

You cannot achieve sales manager success if you don’t know what it is. Sales managers need a clear picture in their mind of ideal sales performance and the factors that contribute to it. A floundering sales rep may miss quota for any number of reasons like: personal issues, professional development needs, management style and involvement, lack of resources, territory issues, competitive

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21
Mar

4 Exceptional Habits Of Highly Successful Salespeople

Knowing and applying these four habits can put you into a select group of superstars. One of the questions I get asked most often is, “What does it take to be a great salesperson?” Some ask because they want to be great in sales. Others ask because they want to hire great reps. Either way, successful salespeople leave clues to their

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4
Mar

5 Stellar First-Appointment Questions

You only get one first appointment with a prospect—never waste one again. If you don’t have a list of questions to ask on every first appointment, you need one. Don’t waste that irreplaceable time by inquiring into the same generalities and presenting the same company overview that your buyer hears from every salesperson who walks through their door. Don’t go

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28
Aug

5 Easy Steps to Increasing Every Sales Opportunity

Well-crafted questions are the key to effective upselling. Learn these five excellent ways to add more value and increase each sales opportunity. “Do you want fries with that?” Years ago McDonalds made untold millions with that one phrase alone. But, you never hear it anymore. They simply bundled the fries, burger, and drink together. Today, you have to tell the

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7
Jul

4 Ways To Effectively Hold Sales Reps Accountable

Accountability is critical to running a successful sales team… but it’s not always easy. Use these four tips to help you keep your salespeople on track. It’s not always easy to hold an employee accountable. To call them out on their actions. In fact, many in leadership positions avoid this at all costs. As a Sales Manager, though, it’s important

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