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.
Whats 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
Whats 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.
How to Double Your Sales Appointments in Half the Time; Part 4
Here are the final 3 Sales Prospecting Errors that lead to low sales appointment success. Find out how to avoid the Slippery Slope of low sales appointment conversion ratios.
How to Recognize Your True Sales Performance Competencies
Run your Numbers dont chase after Quota
How do you currently define a Sales Performance Competency?
Lets take a look at (3) essential sales competencies that will dramatically increase your success and take the guesswork out of month-end.
How to Sell Your CFO on Sales Training
When in Rome Do as the Romans Do
Ask any CFO what their first impression is when they hear the words Sales Training and they might communicate back their Real world vocabulary of un-accountable and un-measurable. Simply put, they know theyre wasting at least half their sales training budget dollars; the problem is they dont know which half.
And from a sales management perspective, if you dont use your training budget, youll lose it.
Learn an approach your CFO will embrace.
Magic Number Calculator – A Diagnostic Approach to Sales Performance
I walked into a VP of Sales mission with a sales organization consisting of 120 reps spread out over 12 sales regions. They were running at 38% of revenue goal for over 2 years. I ran a Key Performance Indicator study and determined they were running 2 new appointments per week/rep, but their KPIs dictated they needed to achieve 7. So I announced a training objective to enable them to do it effectively, (now branded the X2 Sales System) and threw quota out the window for 90 days. But I replaced the monthly quota with the weekly ‘magic number’. 8 months later sales units sold increased by 520%. Find out how.
Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement
There are only a finite amount of scenarios in any selling process and if you identify them, train to them and measure your results you are on your way to excellence. This article will help you do just that.
Sales Prospecting and a Targeted Selection Process
Who Are You Calling On and Why?
Whats a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them.
The degree of success youll have in the business of sales is proportional to raising and maintaining these success indicators to a level more proficient than the industry norm.
Learn how to get more in less time.
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’.