Monthly Archives: May 2012
Once upon a time, a savvy sales leader hired a sales training organization to improve his team’s sales performance. His reps learned all the newest sales methods available, and they were all convinced they’d knock their sales quotas straight out of the park for years and year to come.
But then it came time to apply what they’d learned. Sales performance levels stagnated. Quotas weren’t met. Reps either didn’t change, or changed briefly and then reverted to the old way of doing things.
By Jim Brodo, SVP Marketing
Using social selling in the sales process to accelerate revenue is a hot topic, but it requires an expert balance of art and science. It also greatly depends on your stage of the sales process.
How effective are you at selecting the right tools and using them at the right time in the sales process — in a way that delivers value to your prospects, your company, and your customers?
Organizations need good management — no argument there. But high-performing sales teams are not a result of mere management. They are fueled by transformational leadership.
Think about it: Sales leaders either take their teams up the mountain — or into a ditch. Where do you want your team to go?
Check out Psychology Today’s take on the basics and sales leadership skills that lead to a successful career. I have found that there are six shared qualities of a good sales manager:
Live for work, work to live. Leaders are excited about being leaders. Whereas sales superstars thrive when they’re in the trenches selling, top sales executives excel in vision, coaching, and providing tools for their reps to exceed quota.Just be careful when you’re looking for a new sales leader — almost 85% of sales superstars who are promoted to sales management fail. When you promote a top performing sales rep, look for leadership and management potential. Some sales reps are best at being sales reps. Leaders lead well when they coach well. Legendary leaders aren’t necessarily great salespeople, but they are superior coaches. They use sales coaching to help members of their team continually improve. When a sales rep needs help, they don’t just take over for a quick resolution. They resist the quick fix and take the time to teach. They know individual sales are important but that long-term sales performance is what counts. That’s why the best » Continue Reading.
Effective closes are not the end of the sales process