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“So much selling eﬀort is
wasted on bad deals that it would be comical if it wasn’t sad. Take the ﬁrst 30 days to proﬁle your ideal prospects and opportunities, and then focus on them exclusively.” Jason Jordan Partner, Vantage Point Performance
“Sales leaders need to know
their company strategy, and then translate it into relevant priorities, incentives, and deployment in the sales force. Many companies confuse strategy with ‘vision’ or ‘mission.’ They say things like ‘Our strategy is to provide superior products/great service/ constant innovation,’ and somehow expect a coherent response in sales. I guarantee that, whatever else your sales reps are good at, they are not good mind readers.” Frank Cespedes Sr. Lecturer, Harvard Business School
“Spend the ﬁrst 30 days
kicking the year oﬀ with the sales team with extreme clarity on what everyone's goals and milestones are because they have to hit the ground running immediately.” Craig Rosenberg Co-founder, TOPO Inc.
“Reps should discuss their clients’
strategic objectives over the next 24 months. This will help them plan a roadmap as to how their products/services can potentially be used to assist the client in achieving their goals.” Ken Thoreson President, Acumen Management Group
AGENDA “Understand how you plan
to allocate your people, money, and time to make the revenue number. Understand how you market and sell diﬀerently than the competition. Understand if your sales strategy is aligned to how your buyers buy.” Matt Sharrers Partner, SBI
“Reps and managers should create
a detailed sales action plan for the ﬁrst 90 days of 2015. This is really important in terms of giving a rep a game plan to execute in the ﬁrst quarter that will set the tone for the rest of the year.” Andy Paul Founder, Zero-Time Selling Inc.
“Reps need to reach out
to their existing clients, and discuss their satisfaction with and impact of the salesperson’s product/services. This builds belief in the company, and belief is the most important emotion a salesperson must carry with them each day.” Ken Thoreson President, Acumen Management Group
AGENDA Connect the dots between
their needs and how your solutions meet those needs. Convince them the ROI of what you sell is worth the risk. Collaborate with them so they see you as part of the team that drives them to their goal.” “Sales reps should do three things: connect, convince, and collaborate with their buyers. Michael Schultz President, RAIN Group
“Reps can't aﬀord to wait
for their employers to invest in them. The business environment is changing so quickly that reps who want to stay ahead of their competitors must invest their own time and money in reading books, attending online classes, and receiving professional certiﬁcations.” Andy Paul Founder, Zero-Time Selling Inc.
Get more involved with social
selling, Learn to sell consultatively, “Do your admin stuﬀ early in the morning or late at night, Dave Kurlan CEO, Objective Management Group
Get more involved with social
selling, Learn to sell consultatively, “Do your admin stuﬀ early in the morning or late at night, And sell all day.” Dave Kurlan CEO, Objective Management Group
“Be more responsive to buyers.
Customers want to make good decisions faster. What's holding them back? Salespeople. To be completely responsive to a prospect you need the knowledge, experience, and expertise to help them progress through their buying process. And you need a sales process that will enable you to be the ﬁrst seller to respond to a lead, answer a question, provide a valuable insight, or generate a quote. In sales, usually the ﬁrst seller with the answers wins.” Andy Paul Founder, Zero-Time Selling Inc.
“Have fun. I always say,
if it isn’t fun, it isn’t selling! Have fun with each other because it builds teamwork. Have fun with prospects and clients -- it builds relationships.” Ken Thoreson President, Acumen Management Group
“Performance reviews are grossly underutilized
levers for inﬂuencing behavior in many sales organizations. Busy sales managers often treat them as drive-by conversations about compensation. But the most important coaching in sales should happen in performance review sessions. This is a trainable skill and there’s lots of room for improvement.” Frank Cespedes Sr. Lecturer, Harvard Business School
“Make more sales calls, do
more networking at events and online, and schedule appointments. Stay focused on your customers and prospects and learn how you can help them.” Alice Heiman Founder, Alice Heiman LLC
“Who you know is more
important than what you know. Spend your time purposefully building out your social selling/networking capability. To get in front of your ideal customer in 2015, traditional lead generation or cold calling does not work. The reach a salesperson has to generate systematic referrals/introductions at scale is the key to success.” Matt Sharrers Partner, SBI
“Read a great sales book
or watch great sales videos. There is so much information out there. Use it to your advantage. Make time to learn.” Alice Heiman Founder, Alice Heiman LLC
“Ask good questions and listen.
Be a problem solver. Focus on what you can do to help , not on your products and your quota. Be nice, be genuine, be empathetic and be agile.” Alice Heiman Founder, Alice Heiman LLC
“Managers ﬁnd themselves in a
very reactive stance where they don’t have time to do the things they know are important -- like coaching and developing their reps. Identify the things that will make the biggest diﬀerence in your team’s performance, put time on the calendar to do them, and don’t let anything move those meetings.” Jason Jordan Partner, Vantage Point Performance
“Learn how to write compelling
content that is focused on your buyer’s market problems. How you sell when you are not present is critical. Too many salespeople spend time selling vs. facilitating a buying process. Reps work exceptionally hard to get in front of buyers and then blow it at the moment of truth.” Matt Sharrers Partner, SBI
“2015 is change or retire
time for salespeople to ﬁnally start focusing on their buyers, not on their products. So much education has been produced about taking a buyer-centric approach that there are no more excuses now.” Craig Rosenberg Co-founder, TOPO Inc.
“Analyze your conversion ratios and
determine where opportunities are hitting bottlenecks. Leads to Conversations? Meetings to Opportunities? Qualiﬁed Opportunities to Closable?” “Reps should also develop their consultative selling skills because that remains the only way to truly diﬀerentiate.” Dave Kurlan CEO, Objective Management Group
“Follow up your sales leads.
Eﬀective sales lead follow up is the quickest and easiest way to amp up your sales. Today, they are typically from companies or individuals who have invested their time to do research on the alternatives. When they ﬁnally reach out to a seller it is not because they are mildly curious -- they are seeking information that will help them make a purchase decision quickly. Good sales reps will treat sales leads like the keys to an ATM machine.” Andy Paul Founder, Zero-Time Selling Inc.
“Develop ﬁve business ecosystem partners
-- organizations or salespeople that sell non- competitive but related products/services into the same marketplace. These partners may know of new opportunities or people within certain accounts.” Ken Thoreson President, Acumen Management Group