Articles for Sales Management Professionals

Today’s video discusses the challenges following a “Ready – Fire – Aim” selling approach. Doesn’t it make sense that more research and learning more about your prospect (and more than your competition) before you start firing/selling could help you sell even more?

Successful selling today demands we master both sides. But most salespeople only gravitate to one side, and that side is usually the intuitive art side.

How many of your reps could be selling more…if they just put more energy into their territory? How you motivate your people and get them energized is a critical component of effective sales leadership.

How many of your reps sell utilizing a self-focused approach? How many were taught a “feature-benefit” presentation style?

There are three skill sets a salesperson needs to master to achieve long-term success in selling. We can view this as three points on a triangle.

Today’s video describes how everyone is delivering this same response and how your team can increase their competitive edge by improving their answers. And when you do, you’re likely to sell even more!

How much time do now spend fighting fires and fixing problems compared to actually coaching…and leading your team? Will you be able to spend more time this year being more of a coach conducting account planning and strategizing with your salespeople?

What can you do to review with all members of your team how you expect them to conduct themselves ethically and professionally in how they deal with customers and solve their problems?

You can help your team be more effective by giving them a shot of energy and excitement by doing something different that can help re-energize their efforts (and results).