In today’s uncertainty these are the most critical SM skills. Coaching – Empower or Enablement? Do the coaching sessions end with an assignment for growth and a lesson? Do they coach to a specific Sales process? Accountability – What Critical metrics are measured and how often. How effective do they use the CRM? Motivating – Can…
How long will it take to accomplish your ROI? The answer to this question is dependent on two things. One you can’t control and the other you can. FIOF – Figure It Out Factor. What? Yes, FIOF! How quickly can someone take concepts, ideas, and new information and apply it in the real…
Skill gaps in Selling Competencies are not as easy to define as looking at sales revenue and metrics. We have to dig a lot deeper with situational analysis. You need to know: Not what can they do but, what Will they do in selling situations? The Sales DNA is driven by the values and beliefs…
Click on this link Free Trial Sales Force Analysis if you’d like to see how your sales team compares to World Class Sales. What do you need to know as you think about sales transformation? This question will be answered in the upcoming series by answering the following twenty-two more specific questions. That’s right TWENTY-TWO…
As the sales leader of your business, what should you be thinking about regarding your sales team and what should you do to come out on top? In this 2 minute read, we are going to answer the following questions: Virtual America… sales apocalypse or sales transformation? As of Friday the 13th of March, America…
In a recent conversation with a Chief Revenue Officer of a technology firm, we discussed the cost of ghosts and the areas of concerns for all new sales hires. As a sales leader or president of an organization, we typically have three concerns when it comes to new hires: Preservation of the good ones Flight risk for…
photo credit: imgflip.com Most of you probably remember the 1989 classic, Field of Dreams with Kevin Costner. If you are anything like me, it conjures up warm fuzzies and loads of hope. And I personally believe in a healthy dose of self-manifestation because a little positive thought never hurt anyone. However, I am sure you…
What does it take to build a world class sales team? This question will be answered in the upcoming series by answering the following twenty-two more specific questions. That’s right TWENTY-TWO questions to tell you how to grow your business 30-50% or more. We’ll include the 21 Core Competencies that make up the perfect sales person in…
If you missed out on our previous posts, first check out Sales Tips #1, #2, #3, #4 , #5 , #6 , #7 , #8 , #9 , #10 , #11 , #12 & #13 No different than a Major League General Manager or Talent Manager you must always be looking for stronger people. If you took Tom Brady from the New England Patriots and put him on the Cleveland Browns team as quarterback he…
If you missed out on our previous posts, first check out Sales Tips #1, #2, #3, #4 , #5 , #6 , #7 , #8 , #9 , #10 , #11 & #12 Sales is about numbers and it’s also about quality. The greater the quality of sales skill and quality of prospects the fewer the numbers are required. It’s important to define the minimum daily activities for the new salesperson. Start with…