It’s an old expression, but still valid. Each business and the individual departments within companies have leading indicators of future success. They also have lagging indicators of success. A leading indicator should, to some degree of accuracy, predict future success. A lagging indicator is a look at the past and lends no insight into what …
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Soft skills are different than hard skills. Hard skills are skills where the rules don’t change. Math and grammar are hard skills in that 2+2 will always equal 4 and “I” before “E” except after “C”, Soft skills are different in that the skill set needs to be fluid. Grammar, as I mentioned, is a hard …
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Your customers have problems they need to solve. They also have goals and aspirations they are trying to figure out how to achieve. In B2B sales your products should typically help them solve a problem or show them a path to their most wanted outcome. You, as the subject matter expert, can likely see the …
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Sales Leadership can be a lonely career. Responsible for company revenue goals the role of the Sales Manager is critical. Often sales leaders are promoted from within the four walls of the company. Taking the very best sales professionals and tasking them with sales leadership is far too common. Add to this most companies provide …
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I once heard a colleague say, “The longest time in a sales manager’s life is the time between first losing faith in someone until the time they do something about it.” In sales leadership roles there is no shortage of things that cause professional heartburn, most of them are centered around the people on their …
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Everyone knows the motto of the Boy Scouts of America … always be prepared. This should be the motto of the sales professional as well. The #1 one area of dysfunction with your average salesperson is preparation, or rather a lack of preparation. There are lots of reasons: no clarity on what they are trying …
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There are two must have skills in the profession of sales, and neither of them has anything to do with product knowledge or industry expertize. Strong product knowledge is table stakes in sales. Today being a subject matter expert is not enough to set you apart from your competitors. Your prospects minimum expectation is you …
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Early in my career, a close friend told me, “You have the gift of gab. You should be in sales.” Worst. Advice. Ever. Don’t get me wrong, having strong communications skills is essential, but it doesn’t mean you (or I) should be doing all of the talking! And it doesn’t mean sales professionals must be …
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Salespeople are prone to talking. A lot. Sometimes just for the sake of talking or because there is an extended and awkward period of silence. You know…like 2 seconds! Additionally, people can develop crutch words that find their way into conversations or presentations. Initially these words can be used to give a person time to …
Read moreThe most effective salespeople are those who understand themselves, both their strengths and weaknesses, so they can develop strategies to meet the demands of their environment. The Sales Assessment outlines your performance tendencies within each specific phase of the Professional Selling Model.
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