Maybe? You read a lot about differentiation in sales, there is almost an obsession with it. But is different better, or just different? Sales as an industry or tribe seems to think that different is better, maybe even believe that it is, or they just need to feel that it is. But as with many things, the reality will vary based on the specifics. Many sellers and marketers want to believe that their buyers want something “different”, but that is not always true, certainly not anywhere near the degree that sellers and marketers want it to be.
The sales team is the primary revenue source for most businesses. However, this revenue is not without significant cost. If not carefully managed, this revenue source can easily become a money pit. There are five areas business executives should watch to ensure they make wise investments in their sales teams.
In all the years that I have been in the sales consulting business, the one phenomenon that I always find surprising is how many sales reps simply email over quotes & proposals to their customers instead of presenting it to them (via phone or face-to-face).
You woke up this morning and decided that today is the day to get sales training for your team. But what is driving that decision? What makes you think you really need sales training? Before setting out to find a sales trainer, the next best step may be to assess the sales team since there are a lot of options out there. Do they meet your profile for your ideal salesperson? If not, training becomes secondary to finding sales talent that meets your needs. With the right sales people onboard, there are five keys to making a sales training decision.
At a recent conference, a sales rep was telling me about a deal he should have won. After hearing his story—I couldn’t help, but agree. He should have made the sale.
Even worse, it was clear that someone was ruining his chances. And I knew exactly who it was. (This same person has sunk my own deals too.)
Tip Sheet #6 from Doing the Right Things Right by Laura Stack
No doubt you’ve seen too many self-serving maneuvers over the years to be surprised when a leader slinks off into every-man-for-himself territory. So why not surprise your team by facing your in-house rivals like a team player? Keep these things in mind when the going gets tough.
Tip Sheet #5 from Doing the Right Things Right by Laura Stack
Forget offering bored employees the same old brass rings to grab for. Make them want to go for the gold. I don’t necessarily mean financial motivation, though that may help. What they really need is purpose: a chance to excel at something that matters. Here’s how to help them avoid boredom:
Time and time again people wonder why mentors sign up for a mentoring program and what they get out of participating. Some of the most common reasons include wanting to pay-it-forward or be a role model, or they simply feel honoured that someone thinks highly enough of them to recommend them for the role of mentor. But there are also several tangible skills that effective mentors develop and gain from being a mentor – valuable skills that help them stand out from the competition, move up the corporate ladder and accelerate their careers.