Archive for the ‘Sales Training’ Category

Newer Entries »

A 90-Day Sales Team Upgrade

Friday, January 15th, 2010

Some say it takes 21 days to change a habit. We maintain it takes 90 days to upgrade your sales organization. And it’s not about a wholesales change-out of reps. It’s done through 3 core areas of sales team and management focus:

  1. Sales Competency Training – Month 1
  2. Sales Activity Inventory – Month 2
  3. Sales Forecast Process Review – Month 3

Many executives and sales leaders come to us seeking help in improving sales revenues through sales training and consulting. They say “Help our team Close better” or “Our team needs Negotiation training” or “Our team needs to improve Probing skills” or “Our sales pitch is all over the map.” These are all legitimate concerns and competency areas that can be improved, however it’s not the full story. It’s like trying to improve a car’s performance by installing leather upholstery, a new sound system and higher grade gasoline. It’s better, yes, but there are other areas that need a check-up and potential overhaul.

It’s a new year. How’s your team going to perform in Q1? What are you doing today that will ensure your team is the ultimate selling machine by Q2 and the rest of 2010?

Tags: ,
Posted in Sales, Sales Management, Sales Training | No Comments »

Finishing Strong

Friday, December 11th, 2009

It’s the final lap. You’ve lived through the year and now see the final hurdle, the December closing and quarter wrap-up. Just when you’re ready to ease it on in, your better self prepares for the final kick. But is there anything special one can do at this point?

Yes, there are 3 keys to finishing strong:

1. Set Your Sight on the Prize
Never lose sight of your goal and objectives (even if they were reset). Your sales goal/quota/target should be clearly etched in your brain/whiteboard/forecast.

2. Sprint to the Finish
Winners give it an extra kick at the end to outrun competitors. If you know your sales activity patterns (read Rule #15), you ratchet it up these final weeks and don’t let up the pace until year end.

3. Never Give Up
Famous words by Winston Churchill, and other winners who didn’t quit. Even in the face of tough circumstances, sales pros don’t cave, they suck it up, make no excuses and find a way to get it done.

You’ve run the good race but now’s the time to press onward to the goal set before you. Have a great and strong finish.

Tags: ,
Posted in Sales, Sales Management, Sales Process, Sales Training | No Comments »

The Next Generation

Monday, October 12th, 2009

I’ve seen the future and, while promising, it needs some work. Over recent months I’ve been training sales teams with many of the reps under the age of 35. (Everyone seems younger to me these days!)

In training these teams I’m recognizing how far we are removed from the strategic and tactical selling fundamental days of the 80’s and 90’s. While eager, teachable and capable, there’s a generation of salespeople out there operating under sales cliches that myths rather than clear-thinking sales methodologies, foundational principles and sound practices of selling excellence. Fortunately it’s a fixable situation with plenty of upside.

I’m encouraged by the response to the call for personal responsibility and professional sales organizational development. It bodes well for the next generational sales rep, manager and company. With guidance and direction in effective sales activities and modern application of proven frameworks and practices, new waves of sales professionals are gearing up for the challenges facing them.

Indeed, the future always requires hard work and preparation. I see a world of promise and potential.

Tags:
Posted in Sales, Sales Management, Sales Training | No Comments »

Personal Responsibility in the Sales Arena

Friday, August 14th, 2009

A wise man taught me years ago: “There are 2 types of people in this world, those that make excuses and those that find a way.” I’ve applied this simple principle throughout my professional career as I encountered problems, challenges and issues.

Certainly today we all face problems and challenges. There will always be problems with customers, products, management and markets. Nobody’s perfect – even amongst the best run companies. But many people will fold and make excuses. The best of the best find a way through them.

I particularly emphasize this same principle today in my sales training workshops. While salespeople and teams are facing their own problems and giants, it’s about personal responsibility. Even if it’s not your fault but it’s in your way, find a way to work through or around it. No excuses. It’s always encouraging to see lights go on and people step up.

Are you finding a way?

Posted in Sales, Sales Management, Sales Process, Sales Training | 1 Comment »

Pull Off a Sales Blitz

Monday, July 13th, 2009

Another quarter down as we move into summertime. Time to regenerate the team and shake up the marketplace. Rally around a win, a new product announcement, a white paper, a little positive PR. It’s a good enough excuse to orchestrate a Sales Blitz – that tried and true cold calling campaign where all appropriate hands on deck get on the phone and call away.

It never fails to amaze me that these events generate what they do. From outright leads and appointments, to fresh market insights and input on resonating messaging, scripts, targets, database quality, not to mention boosting team morale and old-fashion fun and games. Teams should be doing these once a quarter, if not once a month.

Just pulled off another one for a client this past month and yielded big fun, success, and new viable lead generation. Jump-started the Inside team and kick-started the Outside team with new opportunities and revealing possibilities. Paid out nominal cash prizes in a 1/2 day event that had the team buzzing. Well worth the effort.

Got a Sales Blitz in your plans?

Tags:
Posted in Sales, Sales Management, Sales Process, Sales Training | 3 Comments »

Extended New Sales Ramp-Up

Monday, June 15th, 2009

Many executives believe the ramp-up time for a new sales rep to full productivity is less than 3 months. This is predominately a myth. Ramp-up times of 6 months or less have decreased from 60% to 30% over the past 5 years (CSO Insights).

Big problem. What happened?

Product line complexity, increased competition and growing customer sophistication have been some reasons why even experienced new hires struggle to get ramped-up. Interestingly enough, sales product training and industry experience are not key fixes. Rather, competency testing and easy access to sales knowledge and information are more critical to fast start success.

Are you hiring smart reps and giving them easy access to the information they need to effectively sell?

Tags:
Posted in Sales, Sales Management, Sales Training | No Comments »

Good At-Bats in a Down Market

Friday, May 15th, 2009

As the year moves along 2 things are clear: we’re in a down market but deals are happening. Some sales organizations are struggling, it’s certainly tough for all, but there are signals of business progress and signed deals. Some companies are even thriving. But whether struggling or thriving, there are still fewer deals out there that are being worked. To use a baseball analogy, salespeople have fewer at-bats these days; fewer chances at the plate. Like a skilled ballplayer, better handle the at-bat carefully – take the right pitches, foul off appropriately, don’t chase bad balls. Take the good swings when you see the right pitch coming.

We’re observing that in times like this sales organizations need more effectiveness rather than efficiency. Sales tools and technologies that streamline process and make things run faster or easier are not nearly as valuable as sales tools and sales technology that drive salespeople to do the right thing, very well, every time, like a great at-bat.

Are salespeople in your company taking their best swings at every at-bat?

Posted in Sales, Sales Management, Sales Process, Sales Training | 1 Comment »

Stepping Up Sales Managers

Friday, March 13th, 2009

The team is settling down after all the meetings, product announcements and adjustments. You’ve got reps and managers sorted out and in place. Now it’s all on the sales team to hit targets and bring in the quarter.

Actually, it’s all on your sales managers who own the number, some carrying bags while leading the field troops, others in roles of mentor and driver. Either way, the job is tough, relentless, and the stakes are high. So why is there very little training for first-line sales managers? It’s already a difficult and important job, yet we often throw our most promising players out there to sink or swim.

There are 4 Core Areas of Competency required for effective Sales Management:

    1. Building Process and Sales Culture
    2. Driving Goals and Accurate Forecasting
    3. Hiring Winners and Building Team
    4. Deal Coaching and Mentoring Skills

How well trained are your sales managers?

Tags:
Posted in Sales, Sales Management, Sales Process, Sales Training | No Comments »

See the People

Wednesday, January 14th, 2009

In a summer job during college, selling books door-to- door, we were told to “see the people.” That meant simply staying on schedule, knocking on doors (60 per day!) and making the sales pitch. The lesson was tough but profound: meeting with customers/prospects is better than not.

When times are tough, it’s time to visit customers. Many firms are mandating that salespeople and executives get out and sit down with customers and talk about the elephant in the room. They may not buy, but you’re gonna know why. Discussing and discovering their current problems help you position yourself as a potential solution. Schedule the meeting to simply “compare notes” or “reset objectives.” You can actually have this conversation in a scheduled phone call, but face-to-face is always going to be better, if possible. It’s not door-to-door, but it’s one call after another.

Posted in Sales, Sales Management, Sales Training | No Comments »

Sales JumpStart

Monday, December 15th, 2008

Wind it down and rev it up. Whether your year is closing with a bang or a whimper, it’s a new day in January. What are you doing about it? Sales teams and organizations are realigning with reset expectations; salespeople are reassessing their accounts and territories and careers; customers are reevaluating their needs, requirements and budgets. All converge “after the holidays.” Indeed take a Christmas break with the family over the next couple of weeks, but do put aside some thinking time to begin to orchestrate your sales jumpstart.

Keys to a successful Sales JumpStart:

  • Plans – prioritize your team/territory/accounts
  • Regimens – evaluate your regimens and disciplines
  • Operations – organize and streamline your sales operations
  • Communications – upgrade your marketing pitch for the new day
  • Execution – reassess effectiveness of your sales tactics and strategies
  • Sales Cycle – rethink your existing selling cycle and customer buying cycle
  • Skills – consider the new/adjusted skill sets required for yourself and/or sales team

    • Yes, there is a PROCESS for approaching sales success in the coming year. There is no panic amongst the pros – just careful and deliberate evaluation and implementation of proven fundamentals. Have a Merry Christmas and Happy Sales Year.

    Tags:
    Posted in Sales, Sales Management, Sales Process, Sales Training | No Comments »

    Newer Entries »