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Sales Morale | Restoring it in a Struggling Sales Team

Sales Morale

Restoring Sales Morale in Struggling Sales Teams

When you must restore Sales Moral in a struggling sales force, where do you begin? Sales numbers are bad enough, but that’s not real problem. Poor sales performance sends moral into a downward spiral, in turn creating a plateau. First and foremost you, begin with you!

A sales team that finds itself struggling does not wake up to find the bottom falling out. This downturn in moral happens over time. Why didn’t you see the signs of decreased self esteem? The signs of a depletion in Sales Moral include excuses for deferring uncomfortable activities such as prospecting, or dealing with common objections. This drop in self esteem lowers the level of expectation for success, which in turn lowers performance. This downward spiral results in lower levels of productivity.

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

The first step is that you, the Business Owner must come to the realization that change (sales behavior, routines & mindsets) must occur. It is only until you determine that status quo is more financially devastating than change itself will change take place. The problem is that change is uncomfortable and uncertain. What is certain is that without change you will remain stuck on a plateau. To elevate and sustain sales performance Click Here to Call 866-816-0991

Upon accepting the fact that change must occur, you then must have the ability to gain acknowledgement from others that change must take place before a change in results can be realized. Human beings unfortunately typically do not change while under stress or when in extreme circumstances. Instead they resort to extreme behavior, meaning that they simply resort to doing more of, what isn’t working. This begins the downward cycle. It is your job as a leader to be the catalyst for change within your own company. If you agree that human beings while under extreme circumstances or extreme conditions resort to extreme behavior, doing more if what used to work, then you must step in to break this cycle. Simply telling your sales team to do more or to work harder only accelerates this downward spiral. The reason is that we have not first changed their minds, in order to change their routines to obtain an increase in effectiveness. If we do not change their routines and method of selling they will simply experience more negativity and rejection faster leading to further depletion of self esteem.

CEO's: Determine the impact poor moral has on your overall productivity Take Your Complimentary CEO Sales Barrier Diagnostic Click Here.

Keep one thing in mind: people do what they do because they believe that it is the right thing to do, however it is not always the most effective thing to do! Until sales people come to the realization that certain components of their sales routine are positive and productive, and others are not will they realize change is necessary. We all have strengths and weaknesses. When we identify the actual root cause of sales failure (not the symptom, but the cause) and begin to support these weaknesses, the failures we experience in sales lessen beginning the process of increasing self esteem and moral. Click Here to Call 866-816-0991 to discuss viable options

 

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The Making of a Sales Expert! | Sales Training Experts

Sales expert

 

The Making of an Expert!

Are you searching for Sales Experts, or making experts of your people?

In a recent Harvard Business Review article research shows that outstanding performance is the product of years of deliberate practice and coaching, not of any innate talent.

You are expects with your products, services and support, right? However, how effective is your sales team when it comes to their sales expertise?

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

In this article it discussed how thirty years ago to Hungarian educators, Laszlo and Klara Polgar, decided to challenge the assumption that woman do not succeed in areas requiring special thinking, such as chess. The Polgars home schooled three daughters and they were taught to play chess at a very young age. With daily training their approach paid off. By 2000 all three daughters were ranked in the top ten female players in the world. There youngest was a grand master at age 15, breaking the previous record for the youngest held by Bobby Fisher!

In 1985, Benjamin Bloom a professor at the University of Chicago wrote a book that examined the factors that led to developing real talent. His findings show that there is no correlation between becoming an expert and IQ. The only correlation found was in the case of sports or physical activities where body size did matter. This however, is not applicable in sales, which is an intellectual game. All of the superb performers, regardless of field practiced intensely with devoted teachers; Sales Training Experts.

Later research found that practice was a key factor in the level of expertise achieved. Now this may sound self serving coming from a Sales Training Company. However the question is what course of action have you taken in order to increase sales? To determine growth gaps Request your Complimentary CEO Diagnostic | Click Here

Remember one thing. In the interview all sales candidates believe they are the best! Never forget that inherent in sales people is an ego. Were you sold on their ability, only to be disappointed with their inability to actually sell! Or have you invested in your sales team as you do in other areas of your company. Have you provided them with the tools to become effective sales people? If you find yourself at this point in this article. then this subject is obviously of importance to you.

Fix them, Fire them or Grin and Bear with it.

Firing them leaves you with one bad option: relying on the same hiring criteria that led you to hire your current group of under producers. Grinning and bearing with it is simply acceptance of mediocrity. For example, look any professional athlete: Are they simply drafted, followed by being placed on the field? Or are they put through on-going, rigorous and disciplined practice sessions prior to, and during the entire season? Could your one week of product knowledge training followed by occasional pep talks be part of the problem?

You must look at the “Gap”. The “Gap” is the difference between where you are, and where you are capable of being. One way to gauge the Gap is to answer this question. On a scale of 1-10 where would you rank your sales teams ability to Develop New Business? Click Here to Call 866-816-0991

Now a 10 would relate to a sales team/people who:

 Proactively and effectively prospect to identify and open new opportunities

 Consistently diplomatically challenge and dissolve objections

 Clearly differentiate your unique services opposed to commoditizing them

 Hold margins opposed to price slashing eroding your margins

 Do not waste time chasing pipeline hopefuls and invest time developing new business Now, what is your answer?

The difference between where you are and where you are capable of being now can be translated into sales revenue. Are you 60%, 70% or 80% effective? How is this impacting your bottom line? Our final question is, are you OK with it? Click Here to Call 866-816-0991

At Peak Performance we essentially get two types of inquiries. We get the Business Owner who has problems, however they simply sit back, grin and bear with it. The second type has the same problems as the first however these problems are in the hands on someone who is proactive and decisive. These are leaders who are open-minded to exploring their options.

If you have come to the point where your options are limited contact us today. The cost of accepting your current situation is significantly more than the cost of investigating what might be the difference between where you are and where you deserve to be. Click Here to Call 866-816-0991 to discuss options.

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Ten Reasons Why Salespeople Lose Sales

Ten Reasons Why Salespeople Lose Sales

Ten Reasons Salespeople Lose Sales

Over the past few decades Peak Performance Training and Development has interviewed thousands of salespeople, whether in the role of recruiting or in training, regarding how they win in sales and how they lose.

These discussions were conducted with salespeople across approx 140 industries.

In these discussions our focus was on what sales people perceived as their top sales obstacles.

These are the first two—with more to come

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

1) Failure to make a Decision! Your real obstacle is not competition, in particular those with lower pricing models.It is the sales persons inability to get a decision from a Decision Maker! Often it is the sales persons own buying habit that impede sales success in particular in the area of gaining a commitment. How you Buy, translates into how you Sell! For example, when buying a car, you shop 37 dealerships, you spend 6 months looking and you know more about the car than the plant that built it! You are an “Information Gatherer”. Monday morning when faced with a buyer, who wants to think it over, you now have to deal with the internal discussion one has with themselves; It sounds like this, “Hey I understand, I would do the same thing!” Click Here to Call 866-816-0991

This is known as Customer Empathy! Result: Over Bloated Pipeline. Sales people we find, more often than not would rather invest time into a procrastinator than to hear the work NO.Therefore after converting a Decision Maker into a Procrastinator they continue to invest corporate time, energy, manpower and money into people, many of which really never had a solid motive to take action. More importantly if they did the sales person never uncovered it.

2) Inability to Penetrate New Accounts. This is a direct result of ineffectiveness or the inability in some cases to craft and ask deep penetrating question in order to allow your client to uncover a problem that merits a solution. They are so focused in or detailing features and benefits that the customer doesn’t realize their is a problem to begin with! This sales barrier occurs despite the fact that many sales people negatively converse about the lack of leads being generated by their company. Click Here to Call 866-816-0991 to discuss viable options.

 

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Sales Issues that require a Directional Change

Sales Issues

Sales Issues that require a Directional Change

Often it begins with a Business Owner having a feeling that things are not good. Because of the consistency in problems they become conditioned and often consciously unaware of what is happening.

However the feeling remains. It is analogous to a parent who becomes conditioned to a badly behaved child you simply refuses to clean his or her room. What is imperative is that Business Owners actually come to the realization that these problems are real, and do not go away on their own. Certain incremental actions can and will brings these problems under control. However, failure to recognize and acknowledge these issues creates a downward spiral that can become un-managable

 • Constant Managerial Frustration based on relying on a Wing it Approach opposed to a Consistent, Effective, Productive and Duplicatable Sales Process

• Built up Resentment based on numerous attempts to motivate de-motivated sales people who lack initiative, direction and effective follow up

• Anxiety based on Complacency/Lack of a planned Sales Course of action resulting in stagnant sales, lost market share and profit

• Lack of aggressiveness/diplomatic confrontation towards objections or competing bids resulting in lost sales and self esteem

• Margin decay caused by failure to convert valuable and expensive leads resulting in profit loss

• Accepting excuses that the poor sales performance is a result of the economy, and wait out the storm rather than implementing real change to increase sales

 • Although a victim of expensive turnover, you continue to hire using the same criteria believing that your sales superstar is just around the corner!

• Decide against supporting the existing sales people, and opt to compound your problem by hiring more of them!

• Succumb to the complaints of the sales team “I have know one to call”, resulting in money spent on marketing and advertising, yet you have not dealt with the problem of low closing ratios.

Business Owners, Presidents and CEO's Click Here to Call 866-816-0991 to discuss viable 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

 

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Sales Results: Repetitious Acts that don't deliver ROI

Sales Results

Sales Results: Repetitious Acts that don't deliver ROI

Un-Training: Breaking Counter Productive Sales Activities and Sales Management Mindsets

What do we do habitually that unknowingly works against us, and why? At Peak Performance we know why sales people, sales management and Business Owners consistently exhibit counter-productive, less-than-productive and on occasion self-destructive behavior and we know how to break this cycle! The negative ramification is that management tend to go over the same thing with the same sales people without a change in habit, routine or results.

Un-Training: Understanding the importance of, and how to break counter productive sales and sales management mindsets and habits is a key focus at Peak Performance Training & Development. Example: Often it is the sales persons own buying habits that impede sales success in particular in the area of gaining a commitment. Click Here to Call 866-816-0991

How you Buy, translates into how you Sell! For example, when buying a car, you shop 37 dealerships, you spend 6 months looking and you know more about the car than the plant that built it! You are an “Information Gatherer”. Monday morning when faced with a buyer, who wants to think it over, you now have to deal with the internal discussion one has with themselves; It sounds like this, “Hey I understand, I would do the same thing!” This is known as Customer Empathy!

Self-Assessment & Change: Business Owners, Presidents and CEO’s often fail to acknowledge there own role in their own level of dissatisfaction! Unless we have the capability to acknowledge our own weaknesses and implement change, then we do not have the capacity to identify weakness in others and affect change in others!

Identify Sales Constraints that directly relate to Negative Sales Habits Click Here complete our CEO Sales Diagnostic. Uncover the Top Sales Obstacles facing Business Owners that Impact Growth 

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

 

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Extreme Sales Conditions create Extreme Sales Behavior

sales conditions

Extreme Sales Conditions create Extreme Sales Behavior

The Impact to the Business Owner

Business Owners; Do you continue to invest more time and money into hiring sales reps, investing in advertising and the continuous process of attempting to motivate sales people? The real question is; are you actually achieving real growth? Let’s first examine the problems.

Mistake # 1; Extreme conditions create extreme behavior. Stop falling prey to repetitive non productive activities. Business Owners (human beings in general) tend to do more of what doesn't work for less! More advertising, more sales meetings, more hiring and more time spent trying to motivate de-motivated non producers. Click Here to Call 866-816-0991

Change is the answer! Many Business Owners adversely impact their margins by spending more money on new bonus structures, new sales reps or new ad campaigns. The problem here is that you are relying on doing more of what isn’t working as opposed to implementing real change.

Many Business Owners also fall prey to the complaints, excuses and bad attitudes of sales people who say they have no leads, or no one to call. opposed to dealing with the actual problem, lackluster prospecting efforts and poor closing skills, they again adversely impact their margins by investing in more advertising and adversely impact their own mental state by continuing to motivate non producers in this manner. They simply want you to spend more money for them to get more leads, to have more opportunity to close LESS business! Business Owners:

Identify and Remove the Top Sales Obstacles that Impact Growth

Request our CEO Sales Barrier and Growth Info Kit | Click Here 

How Good Sales Production of the past Impacts your profit margin today! Sales in the late nineties were very predictable and just seemed to come. Many today who think they are real sales producers were simply the beneficiary of that great economic bubble. Sales today are anything but predictable and most sales people are simply ill equipped to deal with the inevitable sales barriers they face each day. Relying on a few rainmakers to attain sustainable growth these days just does not work. These rainmakers merely allow you to remain above water. Relying on past lackluster hiring criteria in order to increase the number of feet on the street also does little more than compound your sales problem. Today the most successful sales organizations are run by Presidents or Business Owners who focus on systems and structure to elevate sales production. This is opposed to a “wing it” mentality of hiring more sales people who will ultimately acclimate and fall into the same level of lackluster performance as the rest of your sales team.

For more on modifying sales routines, implementing sales criteria/process and attitudinal training, Click Here to Call 866-816-0991

Transform your “sales frustration" into "Your Sales System" What these leaders have in common is a more systematic approach. The key word here is system. As opposed to relying on the optimism inherent in most sales people or your gut instinct regarding a sales candidate, these successful leaders rely on a sales system and structure. The goal is not to rely on hope that new rainmakers will simply appear, again at a significant cost to the company, but to close the gap of inefficiency found in the less than productive sales person. As opposed to putting your financial future into the hands of your sales people, you now put your sales people into the hands of your system! Click Here to Call 866-816-0991

The first step towards confronting sales ineffectiveness is to determine the actual time your sales team spends selling. This does not include time spent chasing, or dealing with existing customer issues, or writing needless unqualified proposals. This is simply the end result of not having in place a uniform system of selling. Reorganization or reallocation of time will not be effective without a system to rely on and fall back on. Otherwise, inevitably your sales people fall back into their counter-productive habits and routines.

For specific information on how to overcome these and other sales obstacles please Click Here to Call 866-816-0991 or Click Here for Free Information

 

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