Build A Great (Not Just Good) Sales Team

Build A Great (Not Just Good) Sales Team

Last article, I mentioned I’ve been re-reading “Good to Great” by Jim Collins. Continuing with the theme of how the book can apply to sales organizations, I am fascinated by the data around the 11 “good to great” companies Collins’ research team studied as they determined what made the great ones so great.

Hire for the Who and the Team

In chapter two (I’m reading the book slowly to really absorb all the detail this time), there is a focus on company leaders and the executive teams they built. The great companies hired the best they could hire and gave them the […]

Good to Great Sales Teams

Good to Great Sales Teams

Jim Collins’ bestselling book “Good to Great” has been a roadmap followed by many companies striving for greatness. It’s also a nice reminder about not settling for just “good.” I’ve been re-reading it lately, as I sometimes do, and couldn’t help thinking about the many parallels between the book’s central research and a sales organization.

The book analyzes what “great” companies did differently from very good or nearly great companies. A great company was defined as one that had a transition point and from there achieved cumulative growth of at least 3x the market for 15 years. Jim Collins makes a […]

Peddler, Pal or Peer?

Peddler, Pal or Peer?

Which one of these do your customers think their salespeople from your company are most like: A Peddler, a Pal, or a Peer? Don’t know? Then they probably think they are Peddlers or at best Pals. Here’s how these three categories are defined.

Peddler: The person who hawks his wares. The peddler is basically just a conduit to a product or service. They are focused on “making the sale” not on anything the client cares about. They are concerned more with what they themselves want and need (the sale) and not outwardly on the customer. Peddlers don’t provide much value so […]

10 Tips for “Non-Sucky” Remote Sales Meetings

10 Tips for “Non-Sucky” Remote Sales Meetings

 

Even before the virus hit, we witnessed many leaders struggle to have engaging sales meetings that actually improved sales. Now with most sales teams operating remotely, the situation likely hasn’t improved. Working apart, it’s easy to let these meetings slide and not conduct them at all, or just slip into bad habits and have boring, time-wasting ones. So here are ten suggestions to help sales leaders effortlessly conduct better remote sales meetings. And many of these principles can be applied when everyone is back together.

Cameras on. Everyone – no excuses. Since there is no longer “water cooler” conversation it is […]

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

Three Simple Steps to Account-Based Selling…Not Just for Account Managers

In the world of selling, I am a die-hard hunter. I love the thrill of finding some new, exciting opportunity. I also love hearing about fresh, new issues, learning about others’ businesses and thinking about solutions to problems.

In my desire to hunt, I have fallen victim to the belief that it is more noble to chase down and “kill” a new client than to work with existing ones. I admit it. I am easily distracted – thus I like the fun possibilities of what could be with a new opportunity. If you have similar people on your sales team or […]

Most Recent Motivation Data Revealed

Most Recent Motivation Data Revealed

If sales managers have a perceived weakness, it’s most likely their ability to motivate everyone on their team. This key competency requires that individuals need to be inspired individually.

Instead, many managers and leaders have a one-size-fits-all approach. One that’s not entirely their fault.

Does Money Motivate?

The common belief is that salespeople are in sales because they are money-motivated. So, managers naturally default to using the compensation plan to motivate behaviors. But the most recent data revealed by Objective Management group on 493,000 salespeople tells a different story. Below is a chart that shows where these salespeople fall on the motivation spectrum.

The […]

Four Components to Optimize Your Sales Organization

Four Components to Optimize Your Sales Organization

I recently gave a presentation at the ESA Leadership Summit
on ways to optimize a sales organization. The four components and main points I
discussed are applicable to sales organizations in every kind of industry, so I
want to share them.

As you read, keep this in mind. Focus on what is possible, not what doesn’t apply. Don’t say to yourself, “Yeah, but my company is different.” Rather come at it from the standpoint of, “How can we implement that to make us better?”

First, what do I mean by optimize? The word, as defined by Merriam Webster, is “to make as perfect, […]

The Lazy Leader Lull

The Lazy Leader Lull

I was reading Smart Business Columbus, a local publication, the other day. I came across an article written by Fred Koury, the President and CEO of the publisher, Smart Business Network. The topic struck a chord with me. It was about laziness and discipline in the magazine and it brought to mind a few leaders I have encountered recently who are frustrated by their sales teams’ performance.

Looking Inward

Even though they think their sales team is causing their frustration, I truly believe these leaders are likely simply frustrated with themselves. They have been lazy and lackluster in their focus to instill […]

Five Most Common Complaints About the Sales Team – Part Five

Five Most Common Complaints About the Sales Team – Part Five

As the final installment in my series regarding the most common complaints I hear about the sales team, I have saved my personal favorite for last.  “My salespeople can’t close.”  I hear this a LOT.  Many times this statement is followed by some other comment such as “Can’t you teach them some closing tips?  They just don’t seem to know what to say.”

It really isn’t that easy, although there are others out there that will tell you that it is.  It isn’t, because frequently the fact that they can’t or don’t close is merely a symptom of some other lurking problem, […]

Five Most Common Complaints About the Sales Team – Part One

Five Most Common Complaints About the Sales Team – Part One

#1 My Salespeople Don’t Ask Enough Open-ended Questions

As a sales consultant for a number of years, I have heard countless frustrations and complaints from owners and business leaders about their sales teams, mostly because those owners are interested in an increase in sales and they don’t see it happening.  My next five articles will look at the top five.  This is #1.

My Salespeople Don’t Ask Enough Open-ended Questions.

Inconsistency or inability to ask good questions is merely a symptom of an underlying cause.   The reason they don’t ask could be caused by a variety of things.  Some of which you, as […]