Just like regular people, salespeople have lots of habits. Some good, and some not so much. Habits are those behaviors we acquire over time. They’re behaviors we do without thought or effort; we just do them. Some bad sales habits include talking or selling when we should be listening, interrupting people (so we can talk …
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They are everywhere, in all parts of society. Defined as behavioral constraints imposed in organizations or societies that are not typically voiced or written down. Thanks, Wikipedia! They usually exist in unspoken and unwritten formats because they form a part of the typical day-to-day. Examples range from childhood “Don’t’ talk to strangers” to the workplace “Nobodies happy if …
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The two things that hold most organizations from meeting their potential are people and process. As a sales trainer and consultant, I have met hundreds of CEOs, Business Owners, Leaders, and Sales Managers spending an unbearable amount of time wringing their hands to figure out how to build a sustainable sales model and forecast predictable …
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Sales can be a great job. There aren’t many careers that offer the income potential, freedom, and recognition of being a sales professional. But the job also gets a bad rap and can be seen as an easy gig. It isn’t.
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Sales is a noble profession and too often maligned as a “soft skill.” It’s not. Being a true sales professional is a hard job, and yes, it does require a lot of soft skills. Sales jobs require hard skills as well. Hard skills are defined as skills where the rules don’t change. Math and grammar, …
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Your sales and marketing tech stack should mirror your sales process and make things simpler for your team, not harder. When adding apps or tools to your sales tech stack it should help the salespeople be more efficient and not just so you can see “What’s going on.”
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Prospecting is hard, cold calling sucks, nobody likes it, and many salespeople will use any excuse to avoid doing it. They often hide their lack of prospecting efforts behind reasons like putting out fires, dealing with administrative stuff their boss needs, calling on existing customers, and so on. The truth is when we avoid prospecting …
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In 2019 less than 50% of frontline sales professionals made their quota or “number.” There are no indications the number was any better in 2020. The big takeaway here is hitting sales goals and making quotas are more important now than ever! It is easy to explain away not making quota in 2020. The whole …
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One of the many features of a CRM is identifying why deals in the pipeline are lost. Dispositions like: Closed Lost – Future, Closed Lost – Dark, Closed Lost – No decision, and of course Closed Lost – Price. The idea behind this, I guess, is to be able to explain why a lead that …
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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