It's not hard, trust me. So few people do these simple things, but doing them makes you stand out and earn the respect you deserve. If you want to be treated as a professional, someone who is trustworthy and worth an investment of time, do these four easy things and prove it to your prospects and clients.
As an Account Executive, we hated when it happened.
As a Sales Manager, we might have done it a few times... ok... we probably did it a lot.
We turned an email into a sales meeting (or for us older guys... a memo).
John Henley, on November 13, 2017
An Accenture study, written about in Forbes, found that 43% of employees who are about to quit their jobs cite lack of recognition from supervisors as the reason they would leave. Every time I read that stat I feel convicted that I don’t always show as much appreciation as I should. It’s not that I don’t appreciate the individuals on my team, it’s just that I have so many things fighting for my attention. It’s easy to miss this key leadership responsibility. Many times managers don’t think about showing appreciation until it’s too late—until someone on their team leaves for another opportunity.
It's time to pull out the fire pit and get those spring fires burning. You need the right wood to keep a strong fire burning, just like you need the right talent to improve your sales.
Every client I am working with is telling me the changes in business are creating a need for a new breed of salesperson. In this good business climate, there is opportunity everywhere, but taking advantage of that opportunity requires stronger talent than in the very recent past.
This has everyone looking for great new sales talent to bring into their organization, and this pursuit of talent has leaders evaluating their current culture. You need the right culture to attract top talent.
I love the ah-ha moments in my job! You know that feeling… when you are talking about something you passionately believe in and then–bam–you can practically see the light bulb go off for the other person. That’s a highlight for me and one I was able to enjoy just this morning. Talking with a new client who has never been exposed to the concept of strength management before, I was struck by how differently we each perceived the talents of the young seller we were reviewing. He was stuck in the old management paradigm of fixing people and hoping for improvement with additional experience until it all finally clicked. While this salesperson had quite a few strong talents, her account list and project responsibilities required her to lean heavily on areas of weakness. The fit was all wrong!
Greg Giersch, on May 1, 2017
Top salespeople are often the veterans. They have deep relationships, and when there is an RFP (request for proposal) or a big contract up for bid, they know just how to zero in on that transaction and bring home the biggest share of the business.
The prospect has already decided they are going to spend that money for your product or industry. It's the "money on the table" or the low hanging fruit, and the issue was always about beating the competition.
Transactional business is critical to secure, and the big wins take hard work. But those successes can blind even the best sales reps from rocking the boat enough to look for more opportunities.
Deborah Fulghum, on January 30, 2017
Sales managers often ask us how to create the kind of atmosphere where talented people want to be. To create a sales culture that attracts and develops top talent, jobs need to contain an element of fun. Fun isn’t all about ping pong tables and fluffy couches—there are so many other ways to create a fun and inviting culture.
Fun can be spelled out many different ways. Here are just a few.
There have been pages written, executive leadership training given and coaches hired all to help sales leaders build winning cultures. And yet the ability to build such a culture confounds many because it isn’t easy.
In business, change is necessary in order to adapt and grow to meet the needs of prospects and clients. Many companies and business executives tend to resist change, because change is hard and uncomfortable.
As a salesperson or a marketing professional, you probably have some good ideas that would help your company achieve its goals. Maybe you want to implement inbound marketing or add webinars or videos to your marketing mix. But how can you sell your ideas to management?
Proposing your change can be a daunting task, and rightfully so—only 54% of change initiatives succeed. To increase the chances of your idea for change to be successful, it can be helpful to use an organized change management system.