In one of our previous articles, we compiled a list of ten motivational quotes that drive sales success. Back by popular demand, we have compiled another list of our favorite principles on sales excellence. These principles should become part of your mindset. Your mindset guides your behaviors and your performance. Integrate these principles into your mindset and you'll be on the...
If you're involved in large, complex B2B sales, you will often need to get the approval of senior-level decision makers at some point within the sales process. There are many salespeople who agree that it can be far easier to "speak the language" of the CEO who is focused on future possibilities, than it is to sell to a CFO...
Gamification has extraordinary potential when it comes to sales training. Gamification is the use of game mechanics to generate engagement, promote learning, and motivate performance. With Millennials gradually taking over the workplace, it's becoming even more important to make sure salespeople are engaged in the learning process. This is where gamification comes into play. Gamification has been proven to be extremely...
Pop quiz. What percentage of knowledge and skills is forgotten within 90 days after sales training? a) Approx. 25% b) 60% - 75% c) 85% or more If you're like most people, you probably chose (b) 60-75%. However the correct answer is actually (c) 85% or more. Most sales training programs fail to produce the intended results. Trainers, managers, or vendors deliver (what...
Managing a successful sales team all starts with having a successful plan for each salesperson. At the beginning of every period (e.g., year, quarter), the most successful sales managers conduct a business planning discussion with each of their salespeople one-on-one. The purpose is to review the previous period and develop a plan for achieving quota for the next period. In part...
Now that 2017 is behind us, it's time to plan for a successful 2018. As a sales manager, its important to be proactive in managing your sales team towards your team goals. Being proactive all starts with a plan. This involves a business planning discussion with each of your salespeople. The purpose of the meeting is to review the sales rep's...
Mindset is everything when it comes to sales success. Our thoughts influence our beliefs. Beliefs influence our actions. Our actions impact our sales results. To help your sales team develop the right mindset, we've put together a collection of some of our favorite principles on sales excellence...
I can vividly remember the time when I was accompanying a seasoned sales professional who was visiting one of his best customers. The salesperson was used to doing business with a few primary contacts, whom he had developed strong relationships with. However the company was experiencing significant operational challenges, and senior management was now getting involved in purchasing decisions. Before the visit, I...
It can cost a lot more to win a new customer than it does to sell to an existing customer. By using existing relationships as a springboard, we can gain access to other divisions or departments within each account. However despite these opportunities for sales growth, many times we fail to achieve a deep level of account penetration. Why is Account Penetration Difficult? There...
In sales, we have learned that the best way to achieve success is through a deep understanding of our customers’ needs. Over the last 20 years, the majority of sales training has taught us the importance of asking good questions - open-ended questions, probing questions, exploratory questions, etc. While the ability to ask good questions is fundamental for sales success,...