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.
What’s the Objective of Your 1st Sales Appointment?
Do you have a defined objective for you 1st appointment? How do you measure it and what tools do you have in place to improve it?
If you’re 1st appointment to proposal ratio is less than 60%, here are some target reasons why and ways to quickly improve it.
What’s Your Magic Number?
Setting and Exceeding Sales Goals through Key Performance Indicators (KPI) The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have you identified the KPIs in your sales process?
What to Do When You Hit the Invisible Sales Revenue Ceiling
Have you ever hit a level of revenue that you just couldn’t seem to break through? If you have, then you know how frustrating it can feel. You may even spike above this ceiling periodically. But, like water seeking its own level, your revenue results seek a sub-par level. Sales leadership had failed to understand their meaningful business metrics. This was the primary reason, as it is in most cases. They hadn’t isolated the essential competencies and components. Therefore, their people couldn’t self-compete to reach and maintain revenue goals. They failed to develop practices and processes that allow an individual to identify, train to and measure their own competencies and performance metrics.
Why Consider ‘Sales Prospecting’ as a Sales Management Training Course
Consider a ‘Prospecting Certification Course’ for your Sales Managers… “What’s in it for you?”
As a Sales manager, are you a ‘Supervisor’ or an ‘Organizer’?
When it comes to achieving revenue results for new and existing sales reps, this article will help you decide which side of the fence you should be on… because there is no middle ground.