Your customers’ level of satisfaction is based on how they feel about these four questions: 1. Am I achieving the results I expected? 2. Is the product or service performing as expected? 3. Did I pay a fair price? 4. Does the way I’m treated by your support people make me feel important? The first … Read full article
Are there any barriers to great sales performance that your organization has created for you? If so, how can you remove the obstacles? One way is to improve your energy and desire to excel. Remember, the speed of the leader determines the rate of the pack. A few more successful strategies include: 1) Pay more … Read full article
Salespeople who have “lost the fire” are salespeople who have lost sight of their sales goals, so you must help them see their future more clearly. To create your plan, ask good questions, and really listen. Ask: Why are you selling for a living? What is it that you want, that you don’t currently have? … Read full article
In sales training, don’t use a “one-size-fits-all” strategy. Every salesperson is different, with different needs, commitments, motivators, etc. You must build a relationship with each individual on your sales team to get the results you want.
A sales team typically consists of a few leaders and lots of followers. So does a ranch, where the herd follows along behind the one cow with a bell around its neck. Many salespeople, especially those with less experience, emulate the example of the bell cows on your sales team. If one of your bell … Read full article
At TopLine Leadership, we solve problems that are unique to sales managers. Our sales management training program solves the problems sales managers have that often prevent them from becoming great sales coaches. We combine the “how-to” skills that you would expect such as coaching, communicating and motivating the team; with the self-management skills that sales … Read full article
Buy-Learning Process consists of four stages with each stage made up of two steps. The four stages are: 1) Determining a Need 2) Finding the Best Solution 3) Committing to Buy 4) Evaluating the Outcome For the sake of simplicity these four stages can be named Need, Learn, Buy and Value. The effective sales person … Read full article
As a salesperson, you have a clear understanding of the sales quota results expected of you, but you’re unsure exactly how to produce those results. So you do what you think you should. You “make it up on the fly.” Then, because nobody tells you you’re doing it wrong you assume it is acceptable behavior. … Read full article
Many of us sales managers try to manage results. We wait until our sales rep has a bad month before we decide to get involved in “coaching” them. Then, when a rep produces a bad month, we rush over and smother them with our sales coaching trying to get their production back up quickly. Sales … Read full article
Think of your top salesperson… what specific behaviors does he/she do that contributes to sales success? For example, “makes at least five new business prospecting calls every day.” Then, what attitudinal qualities does he/she have which contributes to success? For example, “attempts to solve problems before seeking help.” Make a list of behaviors and activities … Read full article