Take Your Sales Performance up a Notch
“Selling is more difficult now that it was just
a couple of years ago.” Most of the participants in my sales seminars nod solemnly when I make that statement. And then they begin to fidget in their seats when I follow that up with this: “And it will be more difficult next year than it is today.” They become really uncomfortable when I extend that idea: “And it will be increasingly more difficult every year thereafter.”
That’s a sobering truth that we don’t like to face...[read more]
Q & A for Sales People: Conflicting
Goals
Question: What do I do when my goals don’t match the company’s goals for me? Answer: I can look at this is in two ways – expressing two different situations. In the first, there is a legitimate difference in the expectations for a sales person, but a basic agreement
on the issues on which to be focused, as well as the values of the organization. In the second, there is a deeper and more significant difference of opinion...[read more]
Q & A for Sales Managers: No
budget
Question: I started a new company one year ago and I have a shoe string budget. I’m unable to pay for any sales courses at this point in my business, but I have been able to read a few books on sales. What would you do in my position to attract customers and build relationships?
Answer: Understanding that hind sight is always clear and accurate, I wouldn’t have gotten myself into this position in the first place.
One of the things I have learned over the years has to do with how incredibly difficult it is to get a new thing – a new company, a new product, a new idea –
started and growing to the point where it is profitable. Whoever said “Build a better mousetrap and the world will beat a path to your door,” was delusional. That expression has brought more pain and frustration into the world of small business than almost anything else of which I can think. People actually believe that all they need to do is provide a little bit better product or service and everything will take of itself...[read more]
Sales Leader’s Most Common Mistakes
#2: Lack of regular and
systematic direction and feedback for the sales people
The relentless attraction of the urgent, and the demanding shouts of the transaction, like the pleading of a toddler, have a tendency to overwhelm the time and attention of most sales managers.
Sales managers often have the best of intentions.
For example, they may need to do a set of performance reviews by the end of the year. But there is a big presentation in one account to which they need to attend. Another account wants to complain about some issue to the sales manager. Yet another needs the manager’s touch to smooth some feathers, etc. And they really do need to spend some time in the field with the new sales person. And, and, and….the demands of the urgent once again force regular
face-to-face...[read more]
Sales Training Shouldn’t Be This Easy Subscribe your sales force to our B2B Selling System, and each week they’ll receive an email prompting them to do one of these:
• Listen to a podcast
• Watch a
video
• Read a blog post
• Do an application exercise
• Talk to your peers and manager about the experience
The result? Improved results with minimum effort.
Other people can teach you to sell. We empower
you to sell better.
Can you develop your faith through your business?
Is it a coincidence that the person whom the Bible portrays as the epitome of faith, was also the person who built a huge business enterprise?
Ask any Christian business person who has been around for a few years whether their business has produced a greater faith in them, and you’ll see a unanimous
assent.
There is something about the responsibility that comes with supporting employees and commitments to customers and vendors that drives the business person to petition the Lord for intervention...[read more]
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The Function of a Good Question
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