Have you ever asked that question of yourself as a salesperson or as a sales manager? Have you heard that negative voice inside and felt a little self-doubt when you were with a customer (or client)? I’m sure all of…
The competitive nature of selling can be a double-edged sword. On one side competition can turn up ones motivation and on the other side it can distract you from being your best. The chase becomes more important than what needs…
Two of my favorite things in life are watching NFL games and helping sales people figure out the game of sales. When you listen to many of the interviews by winning NFL players and coaches you’ll hear tips that can help you be a better salesperson and manager. When you have a chance to listen to others that have been successful, there’s an opportunity to apply what they have done to your profession or life. With that in mind, these are my Top 10 NFL Success Quotes for Selling.
Have you ever heard the phrase, “he has dollar signs in his eyes”? It means the buyer perceives the salesperson’s more interested in their commission to be won or lost than they are with the buyers needs. Buyers don’t want us to be self-centered; it’s what’s given sales people a “bad” name. They want us interested in their needs and them, yet our company sales goals are all about revenue. How does a salesperson and sales manager find a balanced sales approach between the buyer’s needs and company’s requirements? I’ll share my take but I would love to hear yours. Use the comments area below.
I received a question on motivation today. “What’s the best way to motivate a sales team without high pressure?” Before going into the details and do’s and don’ts take a look at the question. What is the question presuming? I read that it is the sales managers responsibility to provide motivation to the team. Is it?
When unforeseen obstacles and challenges present themselves during a year, the commitment you have to your sales goal will be tested. Here’s a story of a team that passed the commitment test. Our United States space program plans for every possible contingency to ensure our astronauts return to earth safely. There are multiple goals on each mission with having the astronauts return home to their families being number one.
My clients and I have a motto, “Don’t Be Denied.” What a great time for the cream to rise to the top. When weaker sales people are worried about a slow economy and the negative effects it will have on their business, Champions rise to the challenge. You have to decide if you are a Champion or not.
Finding a sales reps “motivation drain” is a skill every sales manager should sharpen. It is needed when specific sales activity slows or stops. I was working with a client and his motivation and activity to making new appointment calls had stopped. He had excuses and reasons for not calling which in many cases will frustrate a sales manager and lead to a quick “pump them up” or “shake them down”. Rather than do that, invest a little time, build trust, educate and increase motivation by helping your rep find their “motivation drain”.