We’ve all experienced small talk while riding an elevator. In an elevator, you’re focused on your destination. Should someone start an awkward conversation, the tiny box that you’re suddenly in seems smaller, and the door to freedom cannot open fast enough. The same can be said during an initial sales Read more…
Cold Calling is outdated. You’ve heard the phrase “work smarter not harder” right? But for some reason, sales leaders preach the quantity over the quality approach when numbers aren’t trending in their favor.
For years, Cold Calling has been the measuring stick for sales activity and consequently the birth of the sales cliché “Activity drives results!” No it doesn’t. The right activity drives results!
If sales professionals were not hitting their numbers the solution was COLD CALLING. So what’s cold calling? Let’s look further: (more…)
Do you want to see real growth in your sales organization? Here’s a simple tip: Start treating your sales professionals as people.
What does that mean? Right now, there’s too much emphasis on the company instead of focusing on people. Company culture begins at the recruiting/interviewing process. Treat a candidate as a human being during the recruiting process. If a sales professional is under performing, eliminate the “Coach ‘em up or coach ‘em out” mentality. If you take care of your sales team, they will in return take care of your customers—improving customer retention.
A culture shift has to happen. (more…)
You hired them for their strengths. Why focus on their weaknesses? Sales leaders, CEO’s, Management: Wouldn’t you rather focus on one’s strengths and increase the activities/behaviors that yield positive results? Unfortunately, most companies still focus on a sales professional’s weakness during reviews or “coaching” opportunities.
The first warning flag surfaces during the interview process: “Tell me, what’s your weakness?” Personally, I think it’s a lazy question without too much thought. C’mon, who’s going to admit their weakness while trying to sell themselves to an organization?
So how do we address what sales people should work on if we don’t focus on their weaknesses? Let’s discuss: (more…)