Stephanie Stoll, on July 18, 2022
When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think.
Once you realize what you can control, and what you can influence, you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.
Helping sellers improve sales performance is an important—perhaps the most important—part of a sales manager’s job.
A key part of the process of improving performance is evaluating a seller’s performance. Tracking and evaluating important metrics will serve as a source of celebration as well as a way to add focus for future training and skill development.
Please note, this type of review and evaluation should not be confused with the typical annual review required by HR departments. HR reviews serve some purpose, but rarely serve as the catalyst for improving sales performance.
Trey Morris, on July 13, 2022
Holding people accountable is tough.
You have to be tough and sometimes even be a jerk, right?
Matt Sunshine, on July 12, 2022
92% of potential candidates have abandoned online job applications without finishing them. Tedious, repetitive application processes send candidates a message about the employer that isn't great.
To attract better candidates, it's time to dump the old system. Instead, recruit employees and sales talent by thinking outside the box.
Although recruiting qualified candidates is a different process in different fields, anyone can try one of these six surprising strategies to recruit great candidates.
Dean Moothart, on July 11, 2022
Before you can close the deal you first have to schedule the first meeting with the prospect’s decision-maker. Often, that’s the most challenging element of the sales process. Many sellers express the same frustration. “We have a great story to tell, but we’re simply not getting enough at-bats.”
Here are five ideas to help your sellers get off the bench and into the game.
Greg Giersch, on July 6, 2022
What is the best way is to start a conversation? Ask the other person a question.
We learn by asking questions.
Smart business people never stop asking questions. Your prospect probably forms their opinion about you based more on what you ask them, than on what you tell them.
“Judge a man by his questions rather than his answers” - Voltaire
Trey Morris, on July 5, 2022
Trigger Warning... If you get easily offended by brutally honest feedback that might seem harsh and mean, you might want to skip today's blog post.
Ok, now; that we've gotten that out of the way, here's that brutally honest and possibly mean content:
You should NOT invest resources into poor-performing salespeople!
Alina McComas, on June 30, 2022
I often hear from salespeople that getting an appointment with a quality prospect is one of the hardest parts of the sales process and getting them to give your 30-45 minutes is almost impossible.
It is certainly true that decision makers have more requests for their time today than ever before, which makes breaking through the clutter harder. It is easy to get lost in the sea of salespeople who are contacting them and asking for their time if you simply communicate why you want to meet with them because that is what everyone else is doing too.
Kelly George, on June 29, 2022
Every successful organization depends on the productivity of various departments and teams to achieve its overall mission and goals. But being a part of a team doesn’t mean teamwork happens naturally.
For departments and teams to be efficient everyone needs to work together to execute and finish projects and goals. And yet the reality is that, more often than not, employees find it challenging to collaborate and work together with ease and balance.
The Center for Sales Strategy, on June 28, 2022
The things you do are often more powerful than the things you say.
New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale?
