Training that is up to date, continuous and addresses your sales team’s challenges gives you a competitive advantage. The benefits have been proven. When sales training is done right, it accelerates revenue and provides 50% higher net sales per employee.
Prospects. We all have them.
Romance. We all want it.
One of the most frequent complaints and pet peeves prospects have about sales professionals is that we are too unprepared, pushy and unaware of the basics of the business.
Even the most seasoned professionals sometimes miss a beat and forget to go through their process. Check out what I’m talking with this screenshot from someone I’m connected to on LinkedIn.
Every time I write anything about cold calling, I seem to upset a lot of people. But I hope you see the reality of these numbers. I can’t verify that cold calling works only 3% of the time, but what I can tell you is that it’s effectiveness in reaching people is shrinking. I’m not the one reporting this; the data is from ALL of us who grind daily in an effort to talk to more potential buyers to serve them better.
We all know the age old saying “knowledge is power” and this statement holds true when it comes to books, especially for sales. No matter where you’re obtaining your knowledge from, it’s extremely important you commit to consistent learning. I’ll admit, I’m an Audibles guy so when I’m driving to the office, I’ll indulge in a good audiobook plus it helps sooth the woes of early morning traffic.
Generals lead by example. In every historically-notable war story, we’ve witnessed this common, underlying trend. As leaders, the generals provide inspiration, motivation and help instill discipline. But, they also provide guidance, coaching, mentorship and that spirit to become our best.