Salespeople ask many great questions during meetings with prospects.They ask probing onesabout their prospect’s pain and uncover their prospect’s short-term and long-term goals.
However, the most important question often not asked in the sales conversation is, “How committed are you and your organization to eliminating this pain and/or achieving this goal?” I am not talking about qualifying for the amount of time and dollars needed for a successful engagement. (more…)
Shockingly and sadly, I see the ‘Re-active’ approach all the time. How can this be when your largest customers are providing the lion’s share of revenue for your company? Consider the following consequences of a re-active approach: (more…)
I heard this phrase from Jimmy, one of my favorite clients. He was a top producer in financial printing sales and decided to change careers, moving into financial planning. This career move wasn’t easy, but Jimmy is an equally big success in this industry. When I asked Jimmy the key to his success, he smiled his big Irish smile and said, “You have to do your first year sometime. And I decided to do mine in the first year.”
Sage advice, but not all sales professionals heed it. (more…)
Would you buy a hat that doesn’t fit even if it was cheaper? Many salespeople try.
Last fall, I traveled to Eastern Europe with a group of executives. While visiting Heroes’ Square in Budapest, a street vendor approached me and asked if I’d buy a fur hat. The conversation went like this:
Street Vendor: You can buy my hat for 40 Euro.
Shari: Can I try it on? (She hands it to me) It doesn’t fit. It’s too small. Do you have another hat? (more…)
Quotas aren’t being met and sales performance overall is lagging every quarter. Moral is atrocious, and no one seems to have any answers. You look to your sales manager to fix it, but then realize he needs coaching and training to get over the hump, which you provide, but it doesn’t help. Sometimes, even coaching and training won’t fix the problems, so you resolve that the only thing left to do is find another sales manager. But how do you know you’re making the right decision?
Clear Symptoms of Dysfunction
The obvious symptom of poor sales management is sales reps consistently missing their numbers. Others may include:
Many sales pros and business owners tell me “networking” is how they fill their pipeline with leads and opportunities. I rarely believe them. Networking can lead to opportunities, but more often than not, “networking” simply fills up their calendar and gives them the feeling that they’re accomplishing something. They feel “busy” and believe “busy” is a good use of their time.
If you’re relying on networking to increase your sales results, you’re just burning money and wasting your time.
My experience has shown me that networking is a “hope” to increase sales so you don’t have to actually perform those selling activities (more…)