One of the common complaints I’ve heard from Sales executives is that their people aren’t strong closers. To me this is a reinforcement of the fact that far too much emphasis is placed on closing. It’s as though a strong ending can salvage a poor 3-act play. Any seller that has seen Glengarry Glen Ross ...
In our previous blogs, we’ve covered a sales manager’s primary pain point and the technology vital to sales management. Now let’s cover a topic near and dear to a sales manager’s heart: people. Changing People Have you ever really tried to change someone? Did you succeed? A “no” answer to that second one would put you ...
Salespeople have a choice in terms of the modus operandi they choose to employ to deliver results: they can either push or flog products at customers or they can build “intimate” relationships with them and trust that sales will follow. Here’s the profile of each… The pusher: – is focused on short term success; it’s ...
In our last blog in this series, we talked about the fact that very often the first pain point of being a sales manager is the sales manager themselves. Specifically, the way they are interpreting data and putting it into effect, and the way they are managing others. All of these which they can learn about ...
The primary reason people buy from salespeople is obviously not about quality. I have seen quality products and services suffer low sales. Every buying decision triggers an emotional feeling of not being wrong eventually about choices we make. As in ordinary life relationship, trust is very important to selling products or services. Trust helps sales ...
Just ask any old timer: In days gone by, things were a lot more stable. A salesperson, for example, knew who to call on at XYZ company to make a pitch. And he could return to that company, and that person, to follow the sale through to a close. Today’s sales universe is a far ...
Every player does not give 110% every day, it’s the coach’s job to increase their intensity and the effort they give This quote came from Butch Jones, head coach at the University of TN. Are you an emotional sales manager or a Sales Leader that creates the right emotion on your team? This is part ...
Sounds like a funny thing to say, doesn’t it? But it’s true. Of all the many pain points for a sales manager—and our research has turned up dozens—the first and foremost of these is the sales manager himself or herself. How did I arrive at that conclusion? The Big Sales Manager Complaint The first and ...
