Monthly Archives: November 2017

November 28th, 2017

Driving Better Results Starts with Better Baseline Skill Assessments

Increasing competition is reducing your business’s value proposition. Barriers to entry are falling in all industries, giving rise to new, aggressive players. Companies can no longer rely on branding to drive sales. Customers today seek fast, cost-efficient solutions, and many of these new competitors can deliver on those expectations. However, in their race to the sale, they’re ignoring one of the most pressing issues in sales today: customer interaction.

Only one in 10 executives perceive that they are getting value from meetings with salespeople, according to Forrester. Additional research from Gallup and Accenture echo this finding. The bottom line: the competition isn’t interacting with the customer the way that they need to. Herein lies the opportunity to differentiate the buying experience with sales dialogue excellence.

Improving sales dialogue skills requires expedience and incisiveness. Expedience is vital because sellers need to acquire new skills fast so that they can get back to selling. Incisiveness is crucial because it identifies which sales skill improvements will yield the highest return on your organization’s investment. Zeroing in on these areas requires analysis rather than hunches or instincts.

Skill Optimization Assessment Process

A Sales Skill Optimization Assessment is designed to analyze every layer of a company’s sales force. We interview the Sales Leaders while also administering an online skills assessment to the sales force. This information provides a complete picture of the selling capabilities. Our assessment will:

Identify how » Continue Reading.

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November 17th, 2017

Project Aristotle and Best Practices for Sales Kick-off Meetings

The Harvard Business Review collected two decades’ worth of data on collaborative working environments. Their conclusion: “The time spent by managers and employees in collaborative activities has ballooned by 50% or more.” Findings like this only spark more questions — namely, what does all that time together accomplish? Ask a coworker, and you’re likely to hear, “not much.”

The challenge of improving meetings and the teams within them has become a million-dollar question — literally.

Google committed millions to Project Aristotle, an initiative to study hundreds of teams within the company. Google wanted to know why some fail while others succeed. After three years of research, they learned that certain norms predict success.

One such norm was psychological safety, the ability to fluidly exchange ideas without fear of embarrassment. As a reporter for The New York Times reported: “In the best teams, members listen to one another.” Creating an environment in which team members listen requires a more thoughtful approach to planning meetings. Doing so begins by developing a set of best practices.

One such practice, fostering positivity, borrows from Project Aristotle’s finding regarding psychological safety. Sales kick-off meetings are an opportunity to align goals and build a cohesive team. Rather than resorting to a list of demands, leaders can use positivity to urge the group to reach further. Consider designing the sales kick-off meeting as a resource event in which the team can » Continue Reading.

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November 15th, 2017

Team Selling Webinar November 21

team selling webinar

Excellence in Team Selling is critical to success for commercial selling organizations today. Customers bring more stakeholders to the table and expect to meet more than just the salesperson before making a commitment. To manage these moments effectively, salespeople need to ensure that all players are operating at peak performance – individually and as a unit- in those high-stakes meetings.

On November 21st at 2pm EST, Michael Dalis, Richardson Senior Training Consultant will present a webinar with SMM Connect on Winning the Team Sale: Building Selling Teams That Win Big, and we would like to extend an invitation for you to join us.

The webinar topics will include:

Why team selling is a trending topic among top-selling organizations The five stages of fielding a winning selling team The roles that effective salespeople play at each stage How getting great at Team Selling can increase deal size and close rate

We hope that you will join us.

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