In 1896, Italian economist and sociologist Vilfredo Pareto formulated the 80/20 Rule. It states that 20% of the work force produces 80% of the results. How does the 80/20 Rule apply to you, your accounts, and your results?
Good training will accomplish three goals:
Get the most out of your Sales Training:
Basic Do’s:
It’s the fourth quarter of 2023. Time for total accountability from each salesperson.
What are the “MUST ACHIEVE” Sales Goals in Q4?
Once the goals for Q4 are in place, accountability for time and Sales activity (behaviors) is the next critical component.
YOU MUST KNOW: “Where are your salespeople spending their time?”
In the dynamic landscape of sales, one skill stands out as a game-changer: listening. A salesperson’s ability to truly listen can be the difference between a successful deal and a missed opportunity. Why is listening so critical? Because it holds the key to uncovering a buyer’s motives, needs, and desires.
The Art of Asking the Right Questions: Asking questions is an essential part of any sales conversation, but the quality of those questions matters just as much as the act of asking. Thoughtfully crafted questions serve as a gateway to the buyer’s world, giving insight into their challenges, goals, and pain points. These questions pave the way for a deeper understanding of the buyer’s perspective, allowing the salesperson to tailor their approach and solutions accordingly.
Continue readingWhether you’re new to sales or a seasoned veteran, regardless of your “technique”, you’ll still hear “NO” more often than “YES”.
This is a truism of sales. Most salespeople know this, but everyday go on calls always seeking a “YES”. They not only create unbelievable pressure on themselves, but set themselves up for mental failure, as well.
How do we in the training business address this seemingly weighty issue?
Continue readingTime management is an OXYMORON.
You cannot manage time, but you can manage yourself through a disciplined process of maximizing your time by prioritizing activities which will help you achieve your sales goals. This discipline must be ongoing, not something you do once or occasionally.
How do you self-manage activities?
First, identify time wasters, then, identify the source of time wasters and finally, change your behavior pattern.
Remember this? Long days…sore feet…tired back. Sound like your typical trade show?
To make the show worthwhile, you’ve got to put in the effort (And track your results). What better place to talk to and meet scores of current users and potential users of your product or service.
Here are some basics for the booth:
Continue reading“It’s not WHAT you know…It’s what you DO with what you know!”
NEW BUSINESS
It’s either coming from your existing customer base or from new customers. Keeping the “funnel” filled with qualified prospects requires multiple prospecting methods used in a planned, systematic, and measurable method.
Continue readingYou’ve just hired a new salesperson. Now what? How do you get them productive…quickly? It starts with you the sales manager.
New hires look for leadership. Their initial results will be potentially meager, so lead by example. Success is what they’ll attract…by the salesperson they become. Teach them accountability and discipline, because lack of discipline in the first 90 days causes disasters.
Here’s a brief checklist for those first 90 days:
Finally, you need to measure progress every 30 days. Formally review their progress. Discuss learning, improvements, tracking, results, sales pipeline, strategies and next steps.
Now for the difficult part: At each 30 day interval be prepared to make a decision: Go or “No Go” with the new person. Why? You, as a sales manager, are measured for the results of your people. The longer a poor performer is with you…the more difficult it is for most managers to replace them. Expect success…plan for it, hold everyone accountable and the results will come. Start the off correctly: 90 day plans.
“I hold it more important to have the players’ confidence than their affection.” – Vince Lombardi
It is our mission to develop your sales team into a high performing, efficient, and ever improving sales force.
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