Tag: sales

1
Feb

4 Simple Steps for Upselling Your Customers

What is your strategy for leveraging more sales with your existing customers? Apart from simply asking for more business, the goal is to develop or reinforce your relationship with key contacts in the account. From that you gain the intelligence you need to maximize sales with your customers. Here is a four-step strategy to intelligently upselling to your customers: 1. Select

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13
Jan

Why Bad Salespeople Get Hired

A friend told me over lunch about a sales rep he hired the previous year. He sold seven times the industry average of $1million at his previous company. At $7million in sales, he was a superstar. My friend (the CEO) and one of his Sales Managers snatched this sales rep up with great expectation. After several months of ramp up they

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14
Dec

4 Smart Ways to Coach Your Sales Reps on a Sales Call

How often should you step in and save a sale when you’re out in the field with one of your sales reps? You need the revenue, so why not? As a sales coach, your goal is to develop your sales reps to drive and close sales on their own – not to save them every time they need you to

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2
Nov

2 Critical Things You Should Add to Your Hiring Process Right Now

It’s a little unnerving to look back on a salesperson’s first six months and realize that the interview was that employee’s career highlight.  Too often sales leaders make hiring decisions based on how well a candidate performs during an interview, not how well he will perform in the field.  Why is it that the salesperson you interviewed doesn’t turn out

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24
Oct

7 Reasons Sales Managers Fail

The job of a sales manager is one of the toughest occupations in the world. Part strategic and part tactical, they must deliver tangible sales results using the intangible qualities of their sales team members. That is not an easy task. Successful sales managers do well for many different reasons; likewise, unsuccessful sales managers fail for many different reasons. If you

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19
Oct

5 Steps to Holding Your Salespeople Accountable

I received a call from a Sales Director recently who told me that his Sales Managers fail to hold their salespeople accountable. He said: “My Sales Managers are too soft on their salespeople 95% of the time and too hard on them 5% of the time.” He went on to explain that when attempting to hold their salespeople accountable, the

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11
Oct

9 Smart Questions Successful Hiring Managers Ask Before Recruiting Salespeople

People call me every day about hiring salespeople. I always respond with, “Describe the sales role please.” Many times they will struggle with defining the specific details of the sales role for which they are hiring. A salesperson may perform exceedingly well in one type of sales role and fail miserably in another. Defining your sales role first is critical to

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13
Sep

16 Questions You Need to Ask Your Customers Right Now

Ask your customers about their business and where it’s going. As a sales rep, you should not only focus on selling, but also collecting information that is relevant to what, why and how customers buy from you. You also need to share this with the marketing department. (If you don’t have one, then you are the marketing department.) I’ve divided

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31
Aug

8 Intelligent Questions for Evaluating Your Sales Reps Performance

No experienced football coach would ever consider sending his team onto the field without being right there on the sidelines – observing their every move. The same applies to your sales team. Too many sales managers expect top producers to meet their sales goals without their observation, feedback and coaching. Instead, I encounter many sales managers expecting great results without

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24
Aug

6 Smart Interview Questions to Ask Superstar Sales Candidates

In some (rare) cases, you need to roll out the red carpet for a sales candidate. Yes, they are that good. And with the ever decreasing quality of candidates searching for jobs, you need to sell your job to a superstar candidate. One way is to ask great questions to find out exactly what they want and need in order

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