TAKES THE GUESSWORK OUT OF RECRUITING … Increase your ODDS of finding a great salesperson or sales manager by 10-15 times over traditional methods of interviewing and reference checking. Use a validated personality profile to decrease hiring mistakes – mistakes that cost $8,000 – $200,000 per poor hire. For twenty years, we have used personality…
“What makes a GREAT sales trainer? Ah … the makeup … personality? character? talent? skills? knowledge? attitudes and beliefs!!!! Attitudes and beliefs make up the most important part of a great sales trainer’s makeup. They frame what a sales trainer decides to learn, how the trainer applies knowledge, and what results the trainer strives to…
Can product knowledge get in the way? YES! A friend and past mentor, Ron Willingham, once told me that all salespeople sell with some type of focus. That focus can be one of these … – Product focus – Quota focus – Ego focus – Value focus A “product focus” causes a salesperson to wax on eloquently…
Most companies do not know how to do find a “talent fit.” And, here are reasons why: 1. They do not know the top six traits in order of priority necessary for a good “fit.” 2. They do not look for the important character AND personality traits of a top performer. 3. They have not…
What a great training ground for a sales professional … Door-to-door sales will stretch your sensitivity to rapport building in many ways, and it will require you to learn to make compelling presentations, while captivating your audience in a variety of situations less than ideal. I remember those days in the home – a few…
The following may be a little controversial. However I do not intend to be divisive… just a little weird or unusual about the subject of competition. Alfie Kohn wrote a book several years ago. I believe it was called, “No Contest: the Case Against Competition.” His heavily researched work concluded that competition was unhealthy no…
Some Basics … Sales blocking and tackling stuff (use anything that will help you or your people) … The following information contains questions and comments that will help your salespeople develop new business. They will also help create a value-focused attitude and sales tools for what you provide … Ask these questions … 1st –…
When the sales cycle is greater than ninety (90) days and begins to move toward six (6) months or greater, the closing rate is an unimportant way to manage sales performance. In these longer sales cycles, it is more important to manage the funnel size and to focus on strategies not activities (please reference Neil…
What’s the “it factor” in leadership? As sales managers and coaches, how do we extract, lift up, and teach “it?” Let’s start with what the “it factor” is in leadership. That’s easy. It’s the common and most important factor in GREAT leaders – great leaders being defined as someone having a positive and lasting impact…
What specific things do you do to increase the sales of your team (Or yourself if you are a salesperson.) Here’s a thought … To increase sales performance, LEADERSHIP must help individual and team motivation to increase by inspiring a (new) desire to achieve sales beyond current levels. Leadership must create a new environment in…