Elite Consultative Salespeople (and Golfers) Do These 3 Things

Elite Consultative Salespeople (and Golfers) Do These 3 Things

There are over 66 million golfers in the world according to some random source on Google. Only about 2% would be considered elite golfers – those that carry a scratch handicap or better. According to TaskDrive, there are 5.7 million salespeople worldwide. We have access to a database of 2.2 million of them through OMG and consider the top 6% of them elite salespeople.

So, what do these stats have to do with Consultative Sales Training? Well, there are three very specific areas that separate elite golfers from the rest and I believe these same principles can be applied to sales […]

Salespeople Close 172% More Doing This to Sell Value

Salespeople Close 172% More Doing This to Sell Value

Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point that you must have a sales process that includes money discussions early in the conversation and you must help salespeople sell value by being more comfortable having those conversations.

Perhaps you think that your sales team is already discussing money, budgets, and the ROI with their prospects, but sadly you might be mistaken. We know that 60% of salespeople are uncomfortable discussing money. So, it’s highly likely that some of your […]

Remember the Journey

Remember the Journey

I just returned from hiking in Grand Teton National Park. I am not technically a climber and I don’t scale rock walls, however, the hike I took consisted of some decent elevation change.

I didn’t know exactly what was at the end of the trail I had chosen, other than I had been told the farther I went the prettier the views. I hiked past falls then up to a point that looked out over the lake and valley, then onward. I was expecting the trail to come to a specific scenic point. But as I passed other hikers coming back […]

Fix the 3 Most Common Revenue Killing Excuses

Fix the 3 Most Common Revenue Killing Excuses

The title says it all. Here are 3 common revenue-killing excuses, what makes them detrimental, and how to fix each one.

Excuse #1: “I’m too busy taking care of customers. I am going to skip some of my daily prospecting activities and catch up on them tomorrow (or next week, or next month).”

Common variation: “It’s after 5 pm (in some time zone), so I may as well wrap up this calling for today.”

Common variation #2: “Cold calling doesn’t work.”

Why this is flawed thinking: If a salesperson can get away with it one day, chances are one day will grow […]

Three Steps to Improved Negotiation and Sales Success

Three Steps to Improved Negotiation and Sales Success

What happens when a salesperson isn’t an effective negotiator? Often, they simply write a proposal.

I’ve observed it happen many times. Somehow the salesperson thinks that if they put the information in writing the prospect will buy.

The truth is that a proposal should really be a confirmation of what has already been agreed to, or has been determined that the prospect wants, needs, and is interested in buying. These factors must first be understood before creating a proposal.

Effective Negotiations

So how can a salesperson become an effective negotiator and understand these factors? Well, an effective negotiator is really just a skilled communicator. […]

What You Must Know Before Changing the Sales Compensation Plan

What You Must Know Before Changing the Sales Compensation Plan

2021 (thankfully) is weeks away. The end of the year is when many leaders tend to consider transforming their sales compensation plan since a new year equals making a fresh start. If you are a leader contemplating changes, I would suggest that a real purpose be at the core of any new compensation plan. The plan should be designed to incent individuals to perform the way leadership desires in support of the company’s goals.

But to effectively do that one must understand the concepts of motivation.

From the Merriam Webster dictionary, the word motivate is defined as: to provide with a motive: impel. […]

The “Fact” that Prospects Are Honest Is Hurting Sales Growth

The “Fact” that Prospects Are Honest Is Hurting Sales Growth

85% of salespeople have self-limiting beliefs that hurt their sales effectiveness. 85%! Huge!

And one of the most common Sales Self-Limiting Beliefs we see in sellers is the belief that Prospects Are Honest. The number actually went up one percentage point since I last reviewed the data in October 2019.

You probably have heard the old adage, “How do you know a prospect is lying? Their lips are moving!” LOL

All Kidding Aside

Most prospects are not deliberately being dishonest with sellers. They are telling little-white-lies such as.

“I need to think it over.”

“Now just isn’t a good time. Can you check back […]

The 5 Requirements to Maximize ROI on Sales Training

The 5 Requirements to Maximize ROI on Sales Training

It shouldn’t be surprising that we spend a lot of time training sales teams and coaching the sales team leaders. Our experience doing it for clients provides much insight into how to get maximum benefit from this kind of help. Here are five elements that must be considered before any money is spent on sales training.

Can sales training be embedded into a repeatable selling system and process within your CRM? Teaching and training won’t stick for most people unless it is embedded in the system they use on an ongoing basis. Asking the right questions and employing the newly learned […]

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 […]

Eddie Murphy Shows How to Make Coaching Fun

Eddie Murphy Shows How to Make Coaching Fun

Of all the things that a sales manager needs to do, the most important is clearly coaching. Honestly, it has the biggest impact on sales success. This isn’t just my opinion, we have data that supports it (see below).

Lots of Coaching, Not Necessarily Effective Coaching

What’s most important is the amount of coaching, not how good it is. This is surprising but the data backs me up. However, the combination of coaching frequency and effectiveness is simply amazing.

Sadly, many managers are uncomfortable coaching. Frequently it is because they don’t want to “micro-manage” individuals. Or sometimes it is because they just don’t […]