Let’s be honest, sales is hard, and nobody really plans to get into sales. For many of us, a career in sales was not our dream job. We didn’t stand up in front of our Grade 1 class and announce our intentions to be sales people. We all wanted to be astronauts, doctors, scientists, policeman or veterinarians.
A profession in sales often kinda just happens. We graduate school, don’t know what we want to do or be and get a job selling something. Next thing we know, 30 years has passed.
Now that you are in sales, the question becomes what kind of sales person are you? Are you a
Too Product / Service Oriented and Too Many Slides
Most salespeople totally miss the point of their presentation, thinking that the more they can cover about their company and its products and services, the better they’ll be. As a result, their presentations have ballooned to 40 – 60 slides.
Everyone knows and expects prospecting to be laborious. Often we hear people say that it’s a “numbers game”. Well … that is true. If you don’t make the calls & put in the effort you won’t success no matter how good your strategy & skills are. But … imagine your results if you put forth the necessary effort in an effective and productive way. Here’s how:
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.)