Shaye Smith, on August 31, 2020
Sales coaching is not about telling your sales team what to do. There's so much more to it.
Sales coaching helps sales leaders equip their teams to reach their maximum potential, and gives them the tools and knowledge to make better decisions in their sales process, which leads to overall improved sales performance for themselves, the team, and you.
Amanda Meade, on August 28, 2020
-Og Mandino
When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent.
Here are five significant sales trends that are here to stay and are only being accelerated in their adoption due to the current environment. >>>READ MORE
Matt Sunshine, on August 27, 2020
There’s no doubt — lead generation that is clear-cut, clean, and specific is ideal. When we picture lead generation working at peak performance, most of us envision the salesperson being handed a lead that is pre-qualified and only a small step from closing. Smooth and easy!
But don’t fool yourself into thinking that every lead generated by inbound marketing will be so straightforward. That’s not reality, and if you allow tunnel vision to influence your ability to measure your inbound marketing ROI, you'll miss out on a lot of critical information.
Mindy Murphy, on August 26, 2020
Are you coaching a salesperson who is struggling to stay focused and deliver results while working from home?
You’re not alone! Several studies provide evidence of increased productivity while working remotely, but earlier this year Forbes also reported more than 75% of employees admit their productivity has plummeted due to distractions related to working from home and the pandemic.
If your salesperson has low discipline and struggles with organization, don’t lose hope — there are several strategies you can use to regain their focus.
Trey Morris, on August 24, 2020
It's been nearly six months since the first social distancing orders were issued—six months of working from home, Zoom meetings, and not wearing work clothes. Back in early April, most of us didn't think that this new normal would last more than a few weeks.
Well, we were wrong.
Working remotely, Zoom meetings, casual every day, is here to stay for a while — and maybe forever. We must ensure that we’re not only enhancing our techniques for virtual selling but also becoming as personable on a Zoom call as we are face-to-face. If you’re not comfortable with virtual selling, you’re going to have serious problems moving forward and succeeding in this brave new world.
Amanda Meade, on August 21, 2020
-Katherine Barchetti
For anyone who wants to achieve greatness, looking at how the experts do it is a sure way to achieve success. For example, if you wanted to become a successful investor, you'd want to chat with Warren Buffett.
The same concept applies to companies who want to achieve success. Look at those businesses with high growth trajectories. Take a forward-looking view at the mindset of sales leaders and how they use the resources available to them. When it comes to sales, you should be asking, “How are these companies handling their sales? What are they doing right, and how can we emulate them?” >>>READ MORE
Greg Giersch, on August 20, 2020
Moving into 100% commissioned sales in my 30’s was one of those “what doesn’t kill you will make you stronger” moments in my life. Truth be told, it wasn’t a moment; it was a journey. I remember trying to learn all I could from the veteran salespeople on my team. But, when I read the book Sales Dogs I began to understand that the answer was not to be found in trying to copy the talents of other salespeople, but to learn how to leverage my own unique mix of talents.
There are core sales talents that people need to be successful in sales. Yet even the most talented salespeople will have a unique mix of those talents, and how they play out in practice is as different as one dog to the next.
Amanda Meade, on August 19, 2020
More than 60% of organizations today are using sales enablement, meaning — if you’re not on board, there’s a strong chance your competitors are. If you’re competing against organizations with sales enablement tools, you’re already at a disadvantage.
Despite the proven benefits, many sales departments haven’t deployed sales enablement resources. They expect to do business the same way it’s always been done. The results are a slowed sales process and repeatedly missing quota. What’s holding them back from implementing a sales enablement strategy?
Amanda Meade, on August 18, 2020
A recent CSO Insights report states that “sales reps are often drowning in content. Yet it’s often not the right content, nor is it easily accessible.” Getting busy reps to open and read material that will help motivate them through the sales process is challenging.
Podcasts, also known as “learning on the go,” allows listeners to consume powerful stories that motivate and educate. Although routines have changed significantly, innovative sales leaders are using podcasts to reach their sales reps on another level to improve sales performance.
Amanda Meade, on August 14, 2020
-Robin Sharma
Unless you’re floating in a sea of delusion hoping for the winds of change to blow you to safety, you’ve at least started blending virtual selling into your current sales strategies.
Some of you might still be holding on to the idea of things “returning back to normal” as a justification for not converting to virtual selling techniques. >>>READ MORE
Shaye Smith, on August 13, 2020
In uncertain times, prospects and clients conduct even more online research before working with a vendor or purchasing a product. Thought leadership is vital to brand differentiation, but when done right, it greatly improves sales performance.
The thought leadership position is certainly an advantageous position to have, as it helps with generating sales, lead generation, recruitment and retention, and new business opportunities. Sometimes this thought leadership position comes completely organically, but many times it's part of an overall sales strategy.
Alina McComas, on August 12, 2020
Google search data shows that in 2019 searches for “sales enablement” increased by 61.1% year over year, up from 51.2% in 2018.
What’s the reason behind the steady increase in interest around sales enablement? When implemented correctly, sales enablement moves the sales process faster and more efficently. It's the long-term solution that addresses each of the key priorities for sales productivity — to shorten the sales cycle, decrease onboarding time, and streamline the opportunity management process. Simply put, sales enablement provides a big impact on the bottom line.
Still, there are several questions sales managers and salespeople want answered before investing in sales enablement. Let us help answer some of those questions.
Emily Estey, on August 11, 2020
We all have a choice to make. That choice is what we’re going to do for the next 20 weeks of the year. We can continue to worry, fret, blame, and sit on the couch (if you're not doing any of those things - hurrah for you!). But we can also take the opportunity to be the Comeback Kid.
Twenty weeks is a long time. That's 100 working days, with a few holidays thrown in. We encourage you to continue the activity that got you where you were before this pandemic struck. And, while we always encourage you to visualize the win, it's the plays in between that are really important. How can you win each day? What activities should you do to get you to the finish line? And, are you doing those activities to the best of your ability?
Tirzah Thornburg, on August 10, 2020
Just as you’re adjusting to the new normal, it’s time to readjust to something else. However, if you want to maintain a successful business reputation and make a difference in your bottom line during this era of uncertainty, it’s vital to readjust and re-evaluate your company culture.
Beth Sunshine, VP of Talent Services at The Center for Sales Strategy (CSS) advises management, “Don’t let these unusual times drive your culture! Take this opportunity to be highly intentional.” Are you offering your employees the job perks that will keep them happy, motivated, and engaged?
Amanda Meade, on August 7, 2020
-Thomas Freese
Numerous stats show that customer retention is a key component of a business's growth strategy. Companies spend a lot on keeping customers coming back for more. However, a lot of companies don't see their existing customers as a form of regular income. They spend more money on trying to enter new markets and may end up losing their existing customers as a result.
Boosting revenue from existing clients means showing them that the business appreciates them and offering them benefits for their loyalty. In addition to these methods, there are other creative ways of engaging your existing clientele. Here, 15 associates of Forbes Coaches Council discuss the innovative ways they've seen used to boost income from existing clients. >>>READ MORE
Matt Sunshine, on August 5, 2020
The Pareto Principle suggests that 80% of sales come from 20% of clients. Alternatively, 20% of what you do represents 80% of that activity’s outcome.
Most of us know this rule, and we’re familiar with the labels – Key Accounts, Target Accounts, and Secondary Accounts – what we often fail to realize is the impact of what it’s like to lose a Key Account.
Understanding that most of your sales come from a relatively small number of clients, and having an Account List Management Strategy (ALMS) in place, realigns your organization's priorities, leading to an increase in revenue and sales performance.
Jim Hopes, on August 4, 2020
While no one has enjoyed dealing with the fallout of the Covid-19 pandemic, it has certainly provided many of us with impetus to change how and where our associates do their work.
Technology has saved many businesses from crushing productivity loss and caused many executives and managers to re-think how work gets done in their organizations, and especially how productivity is affected by working from home (or, any remote location).
But this is only the beginning. There are other changes on the horizon in the next 5-10 years that will demand that we change how we define work and how we measure productivity.
Kurt Sima, on August 3, 2020
The realities of COVID-19, coupled with legacy sales issues, are making it more difficult for sellers to set appointments with new business prospects. Problems inhibiting a seller’s access to decision makers — like a lack of trust — have been compounded by the uncertainties of the current business climate. The bottom line, already a tough job, is now even more difficult.
Simply put, helping sellers develop expertise in the Identify and Connect steps of the sales process is needed and will provide a high ROI on training time. Specifically, improving skills related to finding prospects and setting appointments will increase the number of prospects in the sales funnel and lead to cash!
