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CEO Frustration | Learn Why CEO's Fail in the Game of Sales

ceo frustration

CEO Frustration

Why CEO's Fail in the Game of Sales

Let’s face it. CEO’s do not fail based on bad intent. CEO Frustration however is prevalent. We all do what we do because we think it’s the right thing to do. However, is it, and has it been the most profitable thing for you to do? 

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One Major reason for CEO Frustration: Bad Sales Execution!  It is just that simple: failure to hold themselves and their sales people to the high level of commitment necessary to get things done; being indecisive, not delivering on sales goals and commitments.This is despite the fact that most CEO’s tend to be highly intelligent, dedicated, and accomplished. They worked hard, make sacrifices, and may have performed for years at a time.

Where does the CEO go wrong?  The number one reason for CEO Frustration is that often they fail o put the right sales people in the right jobs--and the related failure to deal head on with consistent sales skill or sales attitudinal issues upfront. Specifically, failed CEO's are often unable to deal with sales people whose sustained poor performance deeply impacts the company. What is so alarming is that many CEO's usually know there's a problem; their inner voice is telling them, but they suppress it. Now, they may not know the actually root cause of the problem, however they are well aware of the constant ramification. Often those around the CEO recognize the problem first because many CEO’s are so deeply entrenched in the day to day operations of the business. Click Here to Call 866-816-0991

Additionally, CEO’s tend to constantly create an environment where everything appears to be ok, and avoid bringing up situations that may cause alarm; unknowingly compounding the problem. CEO’s rationalization and create their own excuses which are a mechanism for avoidance. Here are just a few:

1. "I like this guy!" Often, Small Business Owners create an environment much like a fraternity. The problem of blind loyalty shows up which clouds judgement and seriously impedes a Business Owners ability to take corrective actions.

2. "I can fix him." Keep something in mind – You hired him! Therefore, you were the one who in all likelihood failed to identify or recognize these same sales weaknesses that you personally must fix!

3. How Sales Interviews Backfire! Understand something about the interviewing process. More often than not while in the interviewing process you hear that voice, you know the one, in the back of your head telling you “I like this guy” when in fact-you ARE like this guy. We all tend to subconsciously hire people we are behaviorally similar to; resulting often in us hiring people with similar sales strengths and similar sales weaknesses! How are you going to fix something, that happens to be your own weakness?

GE's Jack Welch loved to spot people early, follow them, grow them, and stretch them in jobs of increasing complexity. "We spend all our time on people," he says. "The day we screw up the people thing, this company is over."

Decision gridlock can happen to anyone, but it happens most often to CEOs who've spent a career with one company, especially a successful one, and especially when it’s their own. The processes have worked, they're part of the company's day-to-day life--so it takes real courage to confront what most often they have created, or allowed to unfold.

They start by focusing on initiatives that are clear, specific, and few, and they don't launch a new one until those in progress are embedded in the company's DNA. We've all heard stories, most often from employees, who speak about their CEO's idea of the month--vision statements, quality, empowerment, leadership, all of which are absent of process.

If you have taken the time to read this article in its entirety, then we urge you to take the next step to investigate your options. Click Here to Call 866-816-0991

 

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Sales Training Seminar Video Transforming De-Motivated Sales People

sales training seminar video

Sales Training Seminar Video Transforming De-Motivated Sales People 

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Sales Training Video How Sales Obstacles Impact your Bottom Line?

Sales Training Video

How Sales Obstacles Impact your Bottom Line!

 

 

Sales Obstacles:The Biggest Obstacle that Impacts Sales Success!

Sales Obstacles

The Biggest Sales Obstacle that Impacts Sales Success!

Are you Questioning yourself on how to Attain Sustainable Growth?

Then ask yourself why Richard Branson, Leonardo DaVinci, and Mozart achieve 10,000 times more than any of us, mere mortals? Could it be luck, natural skill or something called Self-Management.

Self-Management is the art of effectively managing ourselves, something that does not come naturally. In fact, it isn’t easy as you must learn to identify your natural behavior and then consistently curb Counter-Productive Behavior. Click Here to Call 866-816-0991

Today you have all the opportunities in the world at your fingertips, in particular those of you who own a company. But the degree in which you attain your real goals, all hinges on your ability to identify weaknesses, deal head on with sales obstacles and consistently self-manage. 

 

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Take Actionable Steps | Click Here to Call 866-816-0991

It begins with being completely open minded in order to identify your true strengths and weaknesses. Most Business Owners think they know what they are good at; and they are usually wrong.

Business Owners can perform only from strength. You cannot build performance on weakness—therefore it is critical that you identify your weaknesses and personal sales obstacles in order to begin to curb counter-productive behavior.

Look back at your past failures. Past failures did not occur because of lack of discipline, desire or willpower. These failures often occurred because of your inability to identify what you were truly good at.

We think we know our own strengths. For example, how many times have you interviewed and hired a sales person who emphasized throughout the interviewing process, that they were a closer! Only to find out  that this person’s closing ability were non-existent, or should we say, limited ….. to YOU, during the interview! Yet we continue to rely on this same hiring process despite our past failures! Click Here to Call 866-816-0991

Illusory Superiority and the devastating Impact to your Bottom Line: The human mind is complex and is built to trick us. Scientists and Psychologists have known this for years. It is referred to as "Illusory Superiority". It is a Cognitive Bias whereby individuals overestimate their own qualities, relative to others. Illusory superiority is often referred to as the above average effect.

Something else to take into consideration is Ego and its effect on Illusory Superiority. Egocentrism is where a Business Owner places greater importance on their own abilities, than those they manage, or from any outside influence.

This is often revealed in the Business Owner,, who despite their own acknowledgement regarding poor sales performance, reject help from the outside, believing that they can resolve the problem when in fact, all they are clear on are the symptoms.

How Personal Weaknesses cross over into the Hiring Process: In many cases, a Business Owner who does most, if not all of the hiring, unknowingly and subconsciously hire sales people with similar characteristics and behavior to themselves, resulting in a corporate weakness emerging. They think “I like this guy”. When in fact, you ARE like this guy! Instead of strengthening your firm by identifying people with strengths, where you may have weakness, you in fact do the direct opposite by compounding your problem. Click Here to Call 866-816-0991

Charles Thomas Munger is an American businessman, lawyer, investor, and philanthropist. He is vice chairman of Berkshire Hathaway, a man who Bill Gates and Warren Buffet call the smartest man alive. He says there are 25 reasons we make mistakes in judgment. He documented them in an article entitled The 25 Cognitive Biases; The Psychology of Human Misjudgment: The bias most relevant to managing ourselves he calls "Simple Psychological Denial".

Simple Psychological Denial: An example would be of a mother who continually denies that her beloved son who died in the war. Or mothers of serial killers who remain in denial years after conviction. The reality is too painful to bear, so you just distort it or deny it until it’s bearable. We all do it to some extent, and it’s a common psychological misjudgment that causes terrible problems.

Simple Psychological Denial and the Business Owner: We here at Peak Performance see Simple Psychological Denial the moment we speak with a Business Owner. We know that the reason they made the effort to reach out to us is that they are in need of a result, not sales information, white papers or brochures, but a real result. In the initial moments of this discussion, more often than not they tell how great things are, and that they really don’t know what they would change sales specific!

Acknowledgement is the Key! It's that fear that eventually gets us, which is why courage is so critical. When you have the courage to acknowledge your situation then everything falls into place. When you operate out of fear, your business becomes a series of psychological biases, or excuses that keep you locked in a situation where your future is at best, uncertain!

The Solution: Feedback Analysis used to eliminate psychological biases. Feedback analysis replaces relying on your gut feeling regarding an outcome, with relying on an honest review of actual past successes and failures.

For example, if the sales people you have hired, based on what you believed to be a the most accurate method of recruiting and training, yet the results are lackluster at best, then an assessment of your own methodology is essential.

The Critical Importance of Self Awareness and Acknowledgment: The first step in Alcoholics Anonymous is admitting that you have a problem with alcohol. You must stand up in front of other people, often strangers and publicly say, "I admit I am powerless over alcohol—that my life has become unmanageable." They know that without clearly admitting the obvious truth, no change will occur.

Misidentifying the Problem: Most often the reason most people do not or cannot actually fix their own problems is that they misidentify the problem to start with. The first step in productive change is to first determine why things are like they are, regardless of your feelings or inevitable pain.

The one question we here at Peak Performance rely on is WHY. Regardless of the symptoms expressed by a CEO, we meet that symptom with Why.

“Why is it occurring “ | “Why is it consistent” | “Why, despite your coaching and advice do your sales reps rely on this counter- productive way of doing things”

The answers will surprise you! Most Business Owners do not know what the actual root cause of these symptoms are. This is the key to resolving your dilemma! Human tendency however is to ignore the critical importance of diagnosing the weaknesses and its cause, and just try to treat the symptoms of our problems.

The Critical Importance of Diagnosing Before Prescribing: Before we begin to train, change or coach any sales team, we first access individual and group strengths and weaknesses providing us a clear understanding as to Sales specific issues must be targeted. This allows us to develop the Sales Training Process in a way that targets Leadership, Management and Sales deficiencies providing productive support.

Peak Performance Training and Development does not rely on Blanket Training. This refers to Training Companies that believe one shoe fits all. A Doctor cannot and will not prescribe the same drug or treatment to ten different patients, right, nor should you. Our Sales Training Process Development and Targeted Coaching focuses in on the individual and group sales weaknesses, opposed to simply preaching our opinion or forcing a one size fits all approach.

 

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Sales Growth Spotlight Why we Fail to Attain Sustainable Sales Growth!

Why CEO's Fail to Attain Sustainable Growth!

Attaining Sales Growth

Getting Business Owners off the Sales Plateau!

The number one reason why sales organizations fail to attain sustainable growth could be debated for years without a consensus. We will provide you our opinion which comes with decades of experience dealing with sales organizations in over 140 industries. First, we must take into consideration that we now work and sell in an environment which is extremely competitive and un-loyal at best, making sales growth even more difficult.

Skeptical buyers, budget constraints and turnover now make for a selling environment which is more difficult than it has ever been; that is for those who continue to use outdated selling methodology. If you find yourself struggling to compete, or lose sales you should be closing, Click Here to Call 866-816-0991

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth
Take Actionable Steps | Click Here to Call 866-816-0991

The number one reason for the failure to attain real sustainable growth can and must be dealt with at the point of first contact. You as a Business Owner experience the point of first contact with any sales person in the interview. At Peak Performance part of what we do is unconventional Sales and Sales Management Recruiting. What we mean by unconventional is that we do not make a decision based a resume or our gut feelings towards any particular candidate. We utilize a process which involves certain steps used to eliminate what in most cases ends up being a very expensive mistake for most companies.

Reason for Failure: The inability to clearly and effectively differentiate themselves from the rest. One of those steps is to identify a candidates ability to clearly and effectively differentiate themselves from the rest. All sales candidates will tell you they can sell, or that tell you “you won’t be sorry”. Well, most of you reading this article are smart enough and experienced enough not to fall for these expected and inevitable sales cliches. Click Here to Call 866-816-0991

Therefore we want you to go deeper. The following question must be asked of any candidate, in particular for those of you who happen to sell a product or service that tends to be commoditized. The questioned posed to each candidate is this?

"If you were put in a room with nine competitors, competing for one job the following might occur should you be in front of a savvy buyer. He or she might just pose a difficult question to you. I would like for you to respond to the following question."

And that question is: "Why you?" | "What makes you so special?" | "How is it that you are different from anyone else sitting at this table?"

The inevitable and expected answers do not at all differentiate these candidates, but in fact, commodotizes them!

The answers sound like this: "Well I am a Top Producer", or "I am a Closer", or "I have been in the Business"

The point here is that if you ask any other candidate if they consider themselves to be a Top Producer, or a Closer--how do you think they will respond. You have just witnessed your candidate actually commodotizing themselves, opposed to differentiating themselves! If they are unable to clearly differentiate themselves in the interview, how well do you think they will perform after you give them the job! Click Here to Call 866-816-0991

 

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Sales Strategy: How lack of Sales Knowledge acts as an Anchor

How lack of Sales Knowledge acts as an Anchor

The Negative Impact of Lack of Sales Strategy and Application.

The Impact on Growth Identified in a Recent Study

In a recent study 42% of Business Owners they stated their sales people lacked the essential Sales Strategy Skills and Sales Knowledge needed to produce at a rate consistent with real growth.

Regardless of sales knowledge or experience remember the following. You cannot put a man in a cave, leave him there for twenty years and have him walk out with a geology degree!

Are your sales people trained in the most effective Sales Strategy, Methods and Techniques? Do they follow a consistent sales processIf the above resonates with you and your current situation please Click Here to Call 866-816-0991 to discuss your situation and Sales Options

 

Get your Free CEO Growth Barrier Information Kit | Click Here
Identify and Remove the Top Sales Obstacles that Impact Growth with CEO Sales Tools
Take Actionable Steps | Click Here to Call 866-816-0991

Many Business Owners make one of two major mistakes, if not both.

Mistake Number 1: They hired the So Called Sales Superstar. This creates enthusiasm that at best may last ninety days. This is the point where you see their enthusiasm decrease and their excuses increase. The level of get up and go declines. Well, you get the point.

What in essence has happened is that YOU have placed YOUR Company in the hands of a sales person. This is opposed to YOU taking YOUR sales person and placing them into YOUR sales system!

Mistake Number 2: Business Owners put all their eggs in one basket by relying only on Product Knowledge Training. Product knowledge experts are only experts if they can continually send you to the bank. Click Here to Call 866-816-0991

 

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