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 […]

CEO as Sales Manager. Do You Have What It Takes?

CEO as Sales Manager. Do You Have What It Takes?

Today’s article is dedicated to those CEOs/Owners who also manage the sales team.  My first message is:  “You shouldn’t.”  But, if you believe that you really cannot afford a dedicated professional sales manager, then read on.

You first need to recognize from the outset that you will not be as effective of a job as if you had a quality sales manager leading the sales team.  You can’t because you don’t have the time to dedicate to coaching, motivating, holding the team accountable while also dealing with all the internal company issues, and oh yeah, also paying attention to recruiting new […]

The Common Traits Between Superstar Sales Managers and Superstar Salespeople….Not Many

The Common Traits Between Superstar Sales Managers and Superstar Salespeople….Not Many

In my last article I discussed the fact that most sales managers (82% to be exact) are not effective coaching their salespeople.  Yikes!  That is a big percentage of folks that aren’t good at doing what they need to be doing most of the time.  So why is that?  I think it is because they don’t actually know what they are supposed to be doing.  Let’s face it, the vast majority of sales managers never went to sales manager training school.  They were more than likely a good salesperson who got promoted to that role while their boss crossed his […]