Posts Tagged ‘top sales performers’

Why Do We Fail to Understand Salespeople Are Multi-Dimensional?

Salespeople are human beings.  Yet so often those in business fail to accept that human beings are not just one dimension but rather multi-dimensional.

In working with organizations as well as with top performing sales performers, I hear about how one assessment was used to determine the salesperson’s potential. Using just one assessment especially one that is neither statistically reliable or valid is a disservice to the organization and especially to the salesperson.

As in life, one size does not fit all when it comes to clothing, assessments or salespeople.

For example, the DISC Index is a great tool to understand how the individual communicates and reflects his or her behaviors.  For salespeople who understand DISC, they can leverage that knowledge to improve their relationship building as well as sales conversations with sales leads to centers of influence.

The Values Index is another tool that looks to what a person values or what intrinsically motivates that individual. This psychometric assessment tool helps both the salesperson and those in sales management to align the sales job description to the salesperson’s motivation.

Today there is much discussion about emotional intelligence.  Again, this is another dimensional of each salesperson.  Salespeople who are top performers leverage their emotional intelligence to increase sales.

Read Jeb Blount’s book, Sales EQ, to understand emotional intelligence within the sales process.

Finally, knowing the talents of the individual is also necessary.  What I know is most people know with far greater clarity what they don’t do well instead of what they do well. My favorite psychometric tool is the Attribute Index which utilizes the work of Dr. Hartman and the science of Axiology.

Possibly now is the time to expand one’s beliefs about people and recognize each human being is multi-dimensional.  Remember one size does not fit all in clothing or when it comes to measuring salespeople.

Take Advantage of this SPECIAL 2017 LABOR DAY Offer – CLICK HERE to learn more.

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The Sales Shortcut Mentality – Is that You?

Have you ever viewed those headlines in emails or advertisements announcing this or that “shortcut” to improved results be it in sales, leadership, business operations, etc.? One of the results of all this messaging is it appears to be fostering a “sales shortcut” mentality.

Most reasonably intelligent business people know down deep inside there are no shortcuts to success.  Yet, people especially salespeople seem to still gravitate to that possibility.

Why?

  • The sales manager is pushing hard to increase sales
  • The salesperson is looking to make her or his sales quota
  • The sales culture makes it difficult (works against the sales team) to increase sales

The sales shortcut mentality also shows up in the recruiting, hiring and onboarding of new salespeople.  Salespeople are added as warm bodies, given a list of businesses and told “Go sell.”  There is no process for onboarding, for ongoing sales training and development and forget about sales coaching or mentoring.

Good to great salespeople use a variety of tools to improve their efficiency and effectiveness.  They understand the sales process and how to leverage that process of marketing, selling and keeping in their daily behaviors.

Some of these tools could be viewed as shortcuts such as Hootsuite where multiple postings can be scheduled over multiple days with a few cut and paste actions. CRMs can also be viewed as a shortcut provided the salesperson or salespeople invested the time to input the required data.  Saving websites,  using folders or creating spreadsheets again are actions that improve sales prospecting.

Yet in spite of all the tools, top sales performers do not embrace a “sales shortcut” mentality. They almost instinctively know such an attitude will not lead to increase sales and ultimately to sales success.

If you are thinking about using or worse yet buying this or that shortcut with the hope to increase sales, I would caution you to rethink your decision.  Ask yourself why?  Remember the first buying rule in sales, “People buy from people they know and trust.” There is no sales shortcut to building trust.

 

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The Lack of Clarity Is the Unseen Shadow Behind Many Sales Objections

One of the most important sales skills top sales performers can have is to bring clarity to sales objections.  This lack of clarity by the buyer is usually evident when stalls surface during the sales conversation.  For example a sales stall could be “your price is too high” without any supporting rationale or facts.

Trees-Shadows

Sales Objections Surface Because Many Buyers Lack Clarity As What Is Truly Important to Them

Sometimes buyers do not have crystal clear clarity as to what is important to them.  A recent commercial for financial investing demonstrated how to bring clarity this sales objection of “I don’t have time.”  The salesperson asked if the buyer was available at 10 am the next day and she responded no and offered what was happening.  Then the salesperson continued to ask about different times of the day and each time the buyer said no and shared what she was doing.  Finally, the salesperson said (I am paraphrasing) “Wouldn’t you like your investments to work for you as hard as you work each day?”

The buyer physically stopped to indicate she was processing the question and then said “yes.”

Of course this is a commercial, but probably one of the best examples to show how to bring clarity to those sales objections we all experience.

In many sales training programs to sales training books, sales objections are covered. Yet I have not heard or read where this term “clarity” or the “lack of clarity” is included in these resources.

Much of our sales lives and even personal lives revolve around clarity or the lack of clarity. When people have crystal clear clarity about what they believe, they know and they expect sustainable forward progress is possible.  Unfortunately, the lack of clarity is truly one of those shadows in our lives, in the background, obstructing our view and hence our thinking and doing.

Speaking of clarity, do  you know what you do well? Do you know how you communicate or how your behaviors are viewed by others? Do you know what motivates you to move forward? If not, take advantage of this special opportunity until 2/28/2017 by experiencing these three (3) dynamic psychometric assessments (Attribute Index, DISC Index and Values Index)  that will begin to bring clarity to you.

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What Is Sales Truly About?

The marketplace is filled to the brim with sales training, sales books to sales coaches.  Yet at the end of the day, what is sales truly about?

sales

Credit www. pixabay.com

My father taught me sales was about buying.  You as the salesperson had to build a relationships between you and the prospective buyer or even center of influence to be successful. He believed focusing on selling was a big error and allowed the ego to interfere in the buying/selling bridge.  Maybe that is why he shared these two buying rules with me.

#1 – People buy from people they know and trust. 

#2 – People buy first on emotion; justified by logic.

In the ensuing years I added a third buying rule based somewhat on the Theory of Self Determination (Deci and Ran) along with the works of Dr. Eduard Spranger and Dr. Gordon Allport that being:

#3 People buy on value unique to them.

The reason I asked the question of “What is sales truly about”  is because there is so much focus on the behaviors of the salespeople, the behaviors including motivation of the buyers are often ignored.  What happens is the seller gets fairly wrapped up in his or her own ego, the mind is filled with a lot of next step triggers and the actual buying process takes a backseat to the selling process. When this happens, earning the sale becomes far more difficult.

Here is where some sales objections happen as well as where stalls pop up. Now the seller must work far harder to convert the reluctant buyer.

This is why I believe top sales performers naturally know to stay quiet and to focus on the prospect.  These individuals also appreciate the autonomy within the Theory of Self Determination and then leverage their knowledge of DISC theory as developed by psychologist William Moulton Marston.

Zig Ziglar recognized what sales is truly about when he said “Sales is the transference of feelings.” That transference always begins with the buyer.

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Top Sales Performers Embrace These “…ations” Attitudes

So what makes individuals top sales performers?  There are specific aspects as identified within the 5 Point Sales Leadership Model and yet I believe it goes way beyond that to the attitudes of these individuals.

The “Ations” Attitudes of Top Sales Performers

top-sales-performersAspiration – Wants to continued to achieve, to look forward to the future, to always be better

Inspiration – Looks to continued sources of inspiration from working with clients to further personal and professional development

Demonstration – Consistently demonstration key sales skills, talents, emotional intelligence, goal achievement and overall self leadership skills including high business ethics

Exhilaration – Being exhilarated by sales success as well as continued sales prospecting efforts

Frustration – Accepting frustration is part of the overall sales process and sales engagement

Imagination – Looking at the marketplace with creativity

Innovation – Seeking new ways to build relationships to adapting solutions to meet today’s dynamic and ever changing marketplace

Motivation – Understanding what propels their own behaviors and the behaviors of their sales leads

Realization – Knowing what is real and working with what is, is

At the end of the day, top sales performers have different attitudes than average salespeople. They are truly forward thinking and not content to stay with the flow.

William James also believe in the power of attitudes when he penned these words:

“The greatest discovery of my generation is that a human being can alter his life by altering his attitudes.”

Possibly you may wish to add your own “ations” attitudes from your sales experience.

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Self Leadership Is Required in Sales

In business there has always been a lot of attention directed to leadership.  Yet far lesser attention to this idea of self leadership.  As has been noted earlier, many presume people know how to lead themselves through earlier educational experiences.  However, research shows self leadership which falls into that bucket of people or soft skills is sorely lacking.

self-leadershipPeter Drucker said leadership is all about results.

Self leadership is about the individual getting results.

To secure the desired results begins with these two mindsets:

  • Continuous improvement
  • Motivation

Continuous improvement is a mindset where one is always challenging the status quo; looking toward the future and making changes if and when necessary. Sometimes the status quo is working and to make a change for the sake of making a change is simply ridiculous.

Motivation is also a mindset because the mind is what controls all behavior.  Using the Theory of Self Determination allows individuals to identify what is limiting their motivation:

  • Mastery
  • Autonomy
  • Purpose (as it relates to people)

In some sales training or business leadership programs, self leadership is included as a subset of sales skills or even talent development. Again there is a presumption people have the capacity and consistently demonstrate this capacity.

If this was true,

  • why do 44% of salespeople give up after making one call? (Source: Scripted)
  • why do the average salespeople make only two attempts to contact a sales lead or prospect? (Source: Sirius Decisions)

Continuous improvement and motivation are essential in securing results and working with the other aspects within the 5 Star Sales Leadership Model. Top sales performers do not rely on the business in providing the incentive for ongoing learning or motivation through recognition or rewards.

In today’s world with so many solo entrepreneurs as well as businesses with under 20 employees, business leadership and sales leadership are partners. These two roles must work together to achieve sustainable business growth.

Until 2/28/2017, learn what motivates you as well as how your behave and what is driving your decision making process through this special opportunity.

 

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Begin Today to Expand Your Sales Opportunities

Every day is a new day and a day filled with incredible sales opportunities.  The only limitation is your beliefs that restrict your actions.

sales-opportunities

Credit www.pixabay.com

Of course to take advantage of all those sales opportunities may require some pre-advanced or predetermined thinking.  These reflective thoughts support your ongoing efforts for clarity.

Much is written about what makes for a successful salesperson.  After some 40 years in sales, collaborating with other successful sales people and just observing sales behaviors in general, I truly believe all top sales performers have this one trait among all others:

CLARITY

They gain this clarity by the following supporting actions:

  • They have a plan for sales growth
  • They know their ideal customer
  • Their marketing message is extremely directed and focused
  • They continually work to hone their sales skills through ongoing self-improvement
  • They leverage their reach by establishing communities
  • They invest time to know their numbers
  • They do not seek the quick fix

All of these actions reinforce and work with gaining new sales opportunities.

Have you consider to change your results, your must change your beliefs and therefore your actions?

Questions To Ask Yourself Each Morning

What would happen if you asked yourself just these three questions each morning?

  1. What is the one action I have postponed taking?
  2. What is the one action I must take today?
  3. What one person can I make smile today?

Questions to Ask Yourself Each Evening

Then before you close your office door for the day, ask yourself these questions:

  1. Did I take that one postponed action?
  2. How did I feel by taking action?
  3. Did I take that one must do action today?
  4. What where the results from that action?
  5. Who did I make smile today?
  6. Why was that important for that person?

Years ago a colleague said “We drive by more sales than we will ever have.” Today, I believe “We drive by more sales opportunities than we will ever have because we fail to stop the car.”

CLICK HERE to schedule a brief call with Leanne to discover how you can generate more sales opportunities.

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Sustainable Sales Success – Tip #18 – Energy

Do you ever watch those Ted Talks?  The one common characteristic of the presenters is energy.  Those who achieve sustainable sales success always appear to be in energy even when they are speaking quietly. Their energy radiates and draws their listeners close and closer.

sales-success

Credit www.gratisography.com

How many times have you bought from a low energy, boring salesperson?  One of the first indicators as to energy level is a handshake.  A firm handshake always trumps one of those wimpy ones, doesn’t it?

Smiles are another indicator of energy level.  I am not talking about those plastered, fake smiles, but the authentic ones. Most buyers know the difference.

How quickly a person walks as well as the overall posture of the individual also can reveal his or her energy level.  When a salesperson walks in timidly, shoulders slumped, this does not leave the buyer with positive feelings.

Engagement is a partner of energy and a must to achieve sustainable sales success. People buy from people not from fancy dancy websites, glossy brochures or the latest CRM software.

Of course in today’s 24/7 B2B marketplace maintaining energy is not easy. Many forces are being applied continually to top sales performers.  This is why it may make sense to outsource some of those tasks or find technology tools to help reduce the time demands.

To maintain energy from my perspective also requires scheduling time for reflection, exercise and time away from sales.  Having complete balance in life is unrealistic. Yet, salespeople can strive toward having better balance between their personal and professional lives.

Download this simple self assessment, Personal-Professional-Wheel, to learn where you may wish to concentrate your activities.

Yes having energy is essential to sustainable sales success.  If you energy levels are low, there is a very good chance your sales levels are equally low.  If you wish to increase sales, then maybe your goal should be to intentionally increase your energy levels.

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Being Comfortable Is Not for Top Sales Performers

Top sales performers who I know are the least comfortable people.  They are always going beyond their comfort zones, stretching themselves especially when it comes to sales prospecting.

top-sales-performers

Credit www.gratisography.com

I was reminded of this consistent characteristic when I read Mike Weinberg’s posting, Stop Over Analyzing Your List and Get in Front of Your Strategic Target Prospects Now!.  Mike explained how many salespeople waste time over analyzing their sales leads instead of getting our and having sales conversations with strategic target prospects.

This over analysis is really a disguised comfort behavior.  These salespeople wrap themselves in a comfort blanket of data and are lulled into non sales activity.

The other key point in Mike’s posting is in the title “strategic target prospects.”  Numerous salespeople do not have a crystal clear definition of their ideal customer.  Nor is this definition aligned to any strategic organizational goals.

Strategic comes from the word strategy.  The origins of the word strategy are Greek and mean for a general to deceive his enemies.  Staying in the office analyzing a list is not strategic.

Sometimes there is confusion between an ideal customer and a qualified sales lead.  With most sales leads not being ready to buy, going into analysis paralysis only helps to explain why many salespeople do not meet their sales goals.  Being behind a desk is far more comfortable that potentially facing a ‘No” or a “Not now.”

There is an old African proverb about how every morning a gazelle wakes up and knows it must outrun the fastest lion.  The lion wakes up knowing it must outrun the slowest gazelle.  So come morning it does not matter whether you are a gazelle or a lion. What matter is you must start running.

When you are comfortable, you aren’t running. You are snuggled in the blanket of the status quo.  If you want to increase sales, then get up, get out and start meeting your strategic target prospects as Mike calls them. Who knows you actually may enjoy this spurt of energy and eventually join the ranks of those top sales performers as well.

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Sustainable Sales Success – Tip #17 Humility

Sales success today definitely requires leaving your ego at the door.  Being humble, demonstrating humility is essential. This does not mean you as the salesperson is a doormat. No what it means is you are authentic because you are more focus on the potential ideal customer or sales lead than yourself.

sales-successThe word humility comes from the Latin word humilitas, This word can be translated as humble. Another translation is “grounded” or “coming from the earth.”

Many of the top sales performers I personally know are grounded. This sense of being grounded is consistently displayed in how they collaborate with other colleagues. They are always focused on the wants and needs of their ideal customers or current customers. This focus generates sustainable sales success.

Being grounded requires strong internal positive core values or business ethics.  Grounded individuals are not the “snake oil” salespeople.

Grounded also extends to having a sense of intentional balance between one’s personal and one’s professional worlds. Individuals who are unintentionally off balance appear not to be as grounded as those who have more balance.

Also I believe top sales performers do come from the earth. For me what this means they are people first and understand people buy from people.

Yes humility is not something that can be easily faked.  Eventually, a strong ego will surface and crack the facade of humility.

Believe it or not, one’s internal temperamental bias can reveal one’s ego and therefore suggest one’s humility.  A negative bias toward one’s self esteem reflects a good ego and suggests this person is open to criticism, another sign of being humble.  Conversely, a positive internal bias suggests the individual is self-centered and dislikes any criticism.

Sales success has many factors and varies between individuals.  The goal is to apply some or all of these tips to your own sales behavior and then monitor the results.

If you want to learn more about how to determine your own ego, CLICK HERE to schedule a time to speak with Leanne Hoagland-Smith.

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