Monthly Archives: December 2016
Best wishes for a happy holiday season and our sincere thanks for your loyalty and goodwill throughout the year!
This is the little-known story of how Albert Einstein changed sales performance forever*. And, though history may not be your thing, this story may help you strengthen your performance next year and beyond.
You have probably heard of Einstein’s Theory of Relativity and how he defined insanity. What is not nearly as well known about Dr. Einstein is that he had a little brother named Bob. Bob sold time shares back in Germany and complained constantly about his goals, his customers, and his performance, so much so that his friends started to call him “Whine-stein.”
One year, after Thanksgiving dinner, as Albert and Bob watched football on TV, Bob begged his big brother for help. Albert promised to study the problem and get back with him before the new selling year began.
Dr. Einstein put his other work on hold and devoted himself to the study of Bob’s sales performance. What he found was that Bob put in the same strong level of effort each year; however, his quota kept increasing, and the external environment kept changing. This was the source of Bob’s frustrations. Thus, Albert Einstein developed what he called “The Theory of Sales Agility.” The theory held that:
For a salesperson to continue to make quota in a dynamic environment, he or she must continually evolve with these changes by committing to perfect one new aspect of client engagement per quarter – focusing on selling more effectively or » Continue Reading.
A major challenge facing many of today’s organizations is the need to find a training program that is both effective and efficient because taking sellers out of the field for days at a time is no longer an option for many companies in a fast-paced, ultra-competitive business environment.
Time-out-of-field is not the only cost associated with traditional approaches to training. Many teams are geographically dispersed, and hospitality and travel costs for a multi-day training event can mount quickly. Technology can help reduce the costs associated with training, enhance the learning experience, reduce time-out-of-market, and improve knowledge retention.
Richardson is collecting information from sales professionals about the selling challenges they expect to encounter in 2017, and we need your help.
Please complete this short survey to share your insights into the future of the sales environment. Your participation automatically makes you eligible to win a new iPad.
Remembering the Selling Challenges of 2016
In last year’s study, we collected data from over 400 participants that gave us insight into the challenges sales professionals anticipated in 2016. Some of these included:
Prospecting: Identifying signals that indicate opportunities to engage new prospects Exploring client needs: Creating value and insight during conversations with clients Negotiations: Gaining higher prices Closing deals: Competing against low cost providers Account management: Finding ways to add relevant value for various stakeholders Expanding relationships: Cross Selling Using Data to Help You Become a Better Seller in 2016
While the 2016 selling environment certainly presented significant hurdles, it also presented opportunities to embrace change and learn new, more effective approaches to selling.
In response to survey data, we focused much of our 2016 efforts on providing solutions and guidance for overcoming these challenges. Some of the most popular blog posts on these topics were:
Four Tips for Better Sales Prospecting Generate Deeper Sales Dialogues with Strong Open-ended Questions The Neuroscience of Sales: The Anchoring Effect When You are Selling to the C-Suite and You Finally Get There, Don’t Blow It! 4 Simple Steps » Continue Reading.
Video learning is a modern solution to sales training challenges. Not only does it enhance learning outcomes and help make the learner’s journey more engaging, but it also solves the practical problem of providing consistent training across geographically dispersed teams. That’s why it is not surprising to find that it is being utilized more and more frequently in both in-class and online learning environments. Here are a few reasons why video-based instruction is so powerful: