Category Archives: Sales Reps

August 14th, 2014

Decision-making Needs Room for Big Data and Emotions

Big Data

Decision-making Needs Room for Big Data and Emotions

Few people need convincing that big data is not a phenomenon or fad. The ability to collect, track, measure, and analyze vast amounts of information to know more about your business, including sales, customer habits and trends, internal business processes, and supply chains, is too much to pass up. In fact, it’s often more than most businesses can handle. It’s not industry- or function-specific either — a quick scan of headlines across trade publications reveals that taking advantage of big data is on everyone’s mind.

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May 14th, 2014

How Long Does it Take to Break an Old Sales Habit and Develop a New One?

How Long Does it Take to Break an Old Sales Habit and Develop a New One?

In his book Outliers: The Story of Success, author Malcolm Gladwell famously purported the notion that it takes 10,000 hours of practice to truly master something. He cited The Beatles’ early days of non-stop rehearsal and touring as an example.

In business circles, there are very few versions of The Beatles. These ranks are largely filled out by investors and innovators (think Warren Buffet and Steve Jobs). We more commonly relate to sports figures and their stories of ascent. How many drives and putts did Tiger Woods make growing up? How many hours did Michael Jordan spend taking shots and practicing lay-ups and dunks? How many swings of the bat did Hank Aaron take on his way to dethroning Babe Ruth as the home run king?

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January 29th, 2014

How to Stop the Spoon Feeding and Start Coaching Sales Reps to Remove Obstacles for Themselves

How to Stop the Spoon Feeding and Start Coaching Sales Reps to Remove Obstacles for Themselves

What’s preventing your sales reps from being successful? Are sales coming slower than expected or being blocked altogether? What obstacles are standing in the way of your sales reps, and how can you help overcome them?

Obstacles get in the way, slow you down, and force you to change direction, settle for less, or flat-out stop in your tracks. In short, they prevent you from achieving your goals. In business, these barriers to success can be physical, but they are more often process-oriented, procedural, or behavioral in nature. What obstacles are in the way of your sales team, and how can you help your sales reps to overcome them? How much revenue are you losing from obstacles due to slow, low, or no sales?

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June 12th, 2013

Don’t Be a Jerk – Coaching and Mentoring Sales Reps Leads to More Effective Knowledge Transfer

coaching-and-mentoring

Don’t Be a Jerk – Coaching and Mentoring Sales Reps Leads to More Effective Knowledge Transfer

We see it so often that it’s almost cliché. There is the bad guy (“the jerk”) who demands results by endlessly belittling, berating, and badgering his people. We instantly recognize this negative behavior and more readily gravitate toward the good guy – the nurturing coach and mentor who takes a genuine interest in teaching and supporting his people. Cliché or not, managers that wear the white hat of coach and mentor are more likely to get their people to perform better over time.

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May 13th, 2013

How to Update Sales Talent Profiles without Tanking Your Business

sales-talent

How to Update Sales Talent Profiles without Tanking Your Business

Tinkering with your profile of a successful sales rep is risky business, but what can you do when you know the talent that got you where you are today won’t get you where you need to go in the future? For example, maybe you need to transition from a product to a solution-led sale, manage accounts more strategically, or take a more assertive insight-led sales approach. Your business is constantly changing, and you probably have good reason to redefine the attributes of your future top performer. How can you make this transition to minimize risk and disruption?

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