A lot of salespeople and managers that I talk to on a regular basis often seek advice on time management and how they can better manage their time.
The truth is... it really depends. It varies depending on you, your individual style, your talents, and the way you like to process things.
In this 3-part series, I'm going to share various time management tips and things to consider based on your style and what will work for you.
Today, I'm touching on is distractions.
Shaye Smith, on May 10, 2019
-MICHAEL JOHN BOBAK
In the movie “Dirty Harry,” Clint Eastwood’s character asks one of his “bad guys” what has become an iconic question… “You’ve got to ask yourself one question: Do I feel lucky? Well, do ya, punk?”
Sadly, many salespeople feel like they’re facing off to Dirty Harry every time they have a Pipeline Review. He’s staring down at them while they squirm and sweat. This approach makes for a successful movie, but it’s important to remember: Your salespeople are not the bad guys, and you are not Dirty Harry. >>> READ MORE
Beth Sunshine, on May 9, 2019
Simple life lesson: One of the best ways to find exactly what you need is to know exactly what you’re looking for.
We regularly work with hiring managers and recruiters to clearly define the role they are working to fill so they know exactly what they need for superstar performance. This morning I received an email from a sales manager asking which talents he should look for to hire a strong sales hunter. Great question! So good, in fact, I thought I’d share my response with you.
Jim Hopes, on May 8, 2019
I've worked with thousands of salespeople over two decades now, and it's interesting that so many salespeople are still afraid to have candid discussions about the results a client is seeking and how well what they have sold them is working.
Many sellers wax eloquently about the features and benefits of their product, and especially why it’s a much better value than the competition. At the end of the day, whether or not you get an order, and certainly whether or not you keep your client onboard for a long time, depends on the results you deliver—even if the person you sell to never mentions it.
Matt Sunshine, on May 7, 2019
It’s the sales leader’s job is to pay attention to both what is working and what is not working in the sales department and to make the appropriate adjustments so that the sales force has the best possible chance for success. To do that, the sales leader must pay attention to several things including sales process, sales activity, sales analytics (KPI’s), and of course, the customer.
In fact, paying attention to the customer is perhaps the most important of them all. In recent years, the way that customers have been engaging with sales has changed significantly. If you are a sales leader and you have not adapted the way you run your sales department, then you might find yourself slowly starting to lose ground to the competition.
This is the fifth and last post in the series, "How to Get the Most Out of Your Sales Team." Check out other posts in this series - linked at the bottom of this blog post.
I'm back again for the fifth week to talk about ways you can get the most out of your sales team, and this week I'm talking about sales gamification.
Sales gamification is one of the hottest trends going in the world. Everyone wants to "gamify." It's what "the kids are doing." And as silly of a buzzword that it is, it's actually a pretty good idea to motivate your sales team and get the most out of them.
What is sales gamification? It makes your daily activities into some kind of game. You want to motivate and get the most out of your team? You need to do this.
Shaye Smith, on May 3, 2019
-MICHAEL JOHN BOBAK
Did you know that businesses that document their strategies receive a 538% greater chance of succeeding in their efforts? No, that wasn't a typo. When everyone in your organization understands how they should be performing, where their weaknesses and strengths are, and why the business is proceeding the way it is, it becomes easier for everyone to work as a cohesive team and to reach business goals... no matter what department you're in.
There are countless metrics that businesses can track, but over-reporting can create confusion and take away from the value of the statistics. Instead, businesses should pay close attention to the numbers that align best with their appointed goals. >>> READ MORE
Anyone in sales knows that it can be tough to get that first appointment with an ideal prospect. You might have to leave a voicemail, send an email, try to connect on LinkedIn, show up at their house, or volunteer to clean out their garage!
When trying to stand out, don’t overlook the option of sending a business letter.
You know what we’re talking about right? A short message on your letterhead, placed in an envelope, and sent via the Post Office.
If you decide to use this as one way to get in front of prospects, here are some guidelines to follow.
Kurt Sima, on April 30, 2019
Here are three questions for sales managers and sellers:
Most sellers are time-starved with no time to waste… especially when it comes to developing new customers. Investing time selecting quality, new business, target prospects makes all the sense in the world because some prospects are better than others, and qualifying them will help save time in the long run.
Trey Morris, on April 29, 2019
This is the fourth post in a series, "How to Get the Most Out of Your Sales Team." Check out other posts in this series - linked at the bottom of this blog post.
I'm back again with the "How to Get the Most Out of Your Sales Team" series, and this week, I'm talking about investing in your people.
I realize that's not an "Exciting! Rah-Rah! Go Team!" sales contest-type of way, but it's important. When people know that you believe in them, support them, and that you're investing in them, they're going to be motivated to help you succeed.
So, how do you invest in your people in a way that gets them excited and motivated? Here are three examples you can start today.
