How to Double Your Sales Appointments in Half the Time; Part 2
Why is ‘Setting Sales Appointments’ a Critical Sales Performance Competency and How Do You Build a Prospecting System to Set More Sales Appointments in Less Time?
How to Double Your Sales Appointments in Half the Time; Part 3
There are 6 Major Sales Prospecting Errors that lead to low sales appointment success. In this article we will discuss the ramifications and remedies of the 1st three.
How to Double Your Sales Appointments in Half the Time; Part 4
Here are the final 3 ‘Sales Prospecting Errors’ that lead to low sales appointment success. Find out how to avoid the ‘Slippery Slope’ of low sales appointment conversion ratios.
How to Recognize Your ‘True’ Sales Performance Competencies
“Run your Numbers…don’t chase after Quota”
How do you currently define a “Sales Performance Competency?”
Let’s take a look at (3) essential sales competencies that will dramatically increase your success and take the guesswork out of month-end.
How to Sell Your CFO on Sales Training
“When in Rome… Do as the Romans Do”
Ask any CFO what their first impression is when they hear the words ‘Sales Training’ and they might communicate back their ‘Real world’ vocabulary of ‘un-accountable’ and ‘un-measurable’. Simply put, they know they’re wasting at least half their sales training budget dollars; the problem is they don’t know which half.
And from a sales management perspective, if you don’t use your training budget, you’ll lose it.
Learn an approach your CFO will embrace.
Magic Number Calculator – A Diagnostic Approach to Sales Performance
I walked into a VP of Sales mission with a sales organization consisting of 120 reps spread out over 12 sales regions. They were running at 38% of revenue goal for over 2 years. I ran a Key Performance Indicator study and determined they were running 2 new appointments per week/rep, but their KPI’s dictated they needed to achieve 7. So I announced a training objective to enable them to do it effectively, (now branded the X2 Sales System) and threw quota out the window for 90 days. But I replaced the monthly quota with the weekly ‘magic number’. 8 months later sales units sold increased by 520%. Find out how.
Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement
There are only a finite amount of scenarios in any selling process and if you identify them, train to them and measure your results you are on your way to excellence. This article will help you do just that.
Stop Pointing at Me! Which Way Do You Point Your Accountability Finger?
There are two kinds of people when it comes to accountability. •Those who point their index fingers outward •Those who point their index fingers inward We all know too well that most people are quick to blame others and slow to take responsibility. They make excuses or tell a long-winded story about what went wrong and why. Obviously these people feel their success or failure is “outside of their control.” The more powerful belief is that things are within our control. It then follows that we are, in fact, responsible for what happens around us and to us. Here are some ways to help ‘Stay in Control’.
The 10 Most Important “To-Do’s” of Any Successful Salesperson
Whether you are a veteran sales rep or just starting, find out if you are following the basic laws of running a successful sales business.
What a Nice Thing to Say; How to Give Daily Feedback for Sales Performance Improvement
Daily feedback and improvement is all about developing the right culture. And professional selling has its own common language and culture. We use terms like “hourly rate,” “definition of insanity,” “circle back around,” “lay the obvious on the table,” “soup to nuts” and “who’s got the ‘R’.” So, how do you give daily feedback? Read on.