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Sales Performance | Is this Economy a Valid Excuse?

Sales Performance

Sales Performance | Is this Economy a Valid Excuse?

Is this Economy an excuse for Poor Sales Performance? Can you afford to "grin and bear with it"? Over-extended selling cycles, pricing pressures, skeptical buyers and depleted levels of optimism amongst sales professionals are symptoms associated with a negative economy. The key word above is symptom. The root cause of these symptoms is what must be dealt with in order to reduce the obstacles sales professionals face in a down economy. Click Here to Call 866-816-0991

Shorten your selling cycle! Remember one important factor: The people or companies you are calling on are also feeling the pinch, pain or pressure of our current economic conditions. Therefore you are dealing with prospects who find themselves between a rock and a hard place. The rock is the level of dissatisfaction they are experiencing with either their current solution provider/vendor or how they are handling (or mishandling) an issue internally. The hard place is that they don’t know you, your capabilities or what you can do to solve their problem, right!

Stop trying to influence potential buyers with who you are and what you do. When you rely solely on an intellectual engagement your prospect inevitably needs to think things over. Whereas if you focus your prospect on the gap of inefficiency they are currently experiencing and the associated negative impact, then you begin to engage them emotionally. After all, your prospect is more apt to reject you than they are in rejecting a way to improve their current situation? They are not buying your product or service; they are buying the difference between where they are and their desired state!

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

For example, if a commercial printer cold calls you telling you how many presses they had, how many happy clients they had or what beautiful work they did, you are simply tolerating a sales pitch, an engagement you want to end because you have other things to do, right!. However, if that same printer called you and asked a few key questions helping you to uncover that your own promotional materials developed internally were actually costing you 10x, and he could perform the same job less the aggravation and performance issues, how likely are you to reject the printer? How likely are you to defer making a decision that would be financially beneficial for you?

Reducing the Price Objection. Another critical aspect of a down economy is that buyers become so price oriented, usually limiting their focus to front-end expenses with regard to a transaction. However, it’s your job as a New Business Professional to help them to visualize the difference between the “front end price” and the actual “big picture price”! The front end price is simply what they see on the contract or invoice.

The big picture price has to do with backend expenditures caused by:

 Poor pre-project diagnosis resulting in back end issues

• Poor quality, service or response time to problem resolution

• Failure to identify peripheral issues that should have been handled up front.

After all, these are the issues that have a prospect dissatisfied to begin with. Not only are they bearing the up front cost, but they are paying for the back-end or big picture expense!

Are you experiencing the impact of Anemic Behavior? Driving Behavior isn't the Solution! Complacency amongst sales people in a down economy leads to anemic sales activity. Anemic sales activity begins the downward spiral leading to sales plateaus, unhappy sales people making far less money than they deserve and unnecessary turnover. Most Business Owners and Sales Manager’s respond to these symptoms by driving behavior in sales people—pushing them to do more of what isn’t working to make up for current attrition. Unfortunately, this approach is part of the problem. If the current behavior (business development activity and sales routine) of the overall team isn’t producing the desired results, asking them to do more of what isn’t working accelerates the downward spiral. The solution is to change their behavior opposed to driving it. Changing their results begins with changing their day to day mindset and routine. Changing a routine developed over years of selling cannot be achieved until you change their minds. This process is essential to achieving a positive attitude, reducing complacent behavior and starting the process of achieving sustainable growth.

For information on how to reverse the effects of a negative mindset Click Here to Call 866-816-0991 or Click Here to Request Specific Information

 

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Sales Team | Driving them Towards Productivity

Sales Team

Sales Team | Driving them Towards Productivity

Many believe that Companies actually have a Corporate Culture, when what they have in place is Corporate Behavior, in otherwords a way of doing things. Read on to uncover how your Corporate Behavior may be an anchor to growth!

Do your sales people tend to “manage established accounts” or develop new ones? Do they tend to "over service” at the expense of "under-selling"? Is your focus on quality or driving your corporate bottom line?

Click Here to Call 866-816-0991 to discuss options to get you on track with sustainable performance.

Most people don’t realize that the sales culture within an organization is actually built upon the beliefs and routines of those who manage the company. If you happen to be a Business Owner, President, CEO or Sales Manager, then that would be you…please read on.

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

Do you believe in solidifying, managing and maintaining established relationships or developing new ones? This can, in a down economy be the difference between getting stuck atop the "sales plateau" or achieving real growth. With that understanding, you have infused both good and bad practices. These practices (Corporate Culture) generally come from two different areas:

1) Your Success,
2) Your Behavior

Your Success: Your past success can become your future anchors. We all consciously or subconsciously attempt to duplicate past success by relying on what used to work. We rely on doing more of what used to work for less. Opposed to changing our viewpoint and sales approach we simply rely on doing more of what used to work…… for less. Driving behavior rather than changing behavior. Brilliant isn’t it! More advertising and marketing, more hiring and firing, more sales meetings, all quite often for less!

Your Behavior: What you believe is the most effective thing to do, unfortunately is not always the most productive thing to do. It is your viewpoint that drives behavior. Behavior meaning what you do on a day to day basis to generate business. Do you tend to rely on your Rolodex and networking for business, or do you aggressively attack the phones relying on prospecting and front line combat style selling to generate new business? Many service related companies for example find themselves between a rock and a hard place today based on their beliefs and subsequent behavior. Often their base business is built followed by the inevitable; and that is that they are so busy servicing and filling potential new orders, that they have no time to prospect for new business. This dilemma is often the root cause of what we refer to as the sales plateau.

Presidents and Business Owners, Click Here take our complimentary CEO Sales Barrier Diagnostic By completing this form below you will identify the real root cause of the sales symptoms that negatively impact sales productivity.

For more on modifying Sales Routines,Implementing Sales Criteria/Process and Attitudinal Training, Click Here to Call 866-816-0991. Hoping your team will change is not an option.

 

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Sales Producers | Why they fail to Produce

Sales Producers

Sales Producers: Why they Fail to Produce!

Why is it that even so called top producers find themselves stuck in neutral? What is it that they are doing, or failing to do that has them spinning their wheels and yours? How has their mindset changed and how does this change in mindset impact overall performance?

Over the course of the past few years even many top producers have lost their edge.

Why? First let's examine some of the characteristics of top performers in the world of sales.

The one factor found in all producers is consistent sales production, regardless of the time of the year or economic conditions.

Click Here to take our CEO Growth Barrier Diagnostic Or Click Here to Call 866-816-0991

What Makes a Top Sales Performer?

If you took a group of top sales performers and put them into a room, what would you find? You would see salespeople with different personalities, levels of aggression, temperaments and styles of selling. Some would be aggressive closers while others are more consultative. Some would be highly educated, while others are not. So what makes a top performer sell more consistently than others? And most importantly what makes a top performer consistently perform regardless of external factors such as the lagging economy, shrinking budgets and skeptical buyers?Attitude is a key factor in high sales performance. Regardless of the number of years spent selling, or level of understanding one has in regards to sales techniques or strategies, without a strong conviction in oneself, the prospect's conviction in moving forward will not be there.

For more on modifying sales routines, implementing sales criteria/process and attitudinal training Click Here to Call 866-816-0991 Hoping your team will change is not an option. Click Here to Request Specific Information 

Why Sales People Often Go From “Wanting to Move a Mountain” to “Hoping to Meet Quota”! A depletion in self esteem. Self esteem is a component of attitude! Sales professionals and business owners tell us all the time that they are rejection proof when in fact we as human beings are not rejection proof.

As a human beings we are emotionally responsive. That means we respond emotionally to stimuli; in this case the stimulus are lies, excuses and many reasons for not buying that cause the feeling of rejection. Eventually this rejection depletes their self esteem. This depletion in turn creates a downward spiral. Is your company experiencing attitudinal problems such as complacency, being more reactive than proactive, making excuses or simply buying into the excuses given by prospect followed by selling these excuses back to management? Click Here to Call 866-816-0991 to break this non productive environment!

The Downward Spiral. Once self esteem begins to deplete, an individuals level of expectation begins to erode. Sales people begin a new position with an attitude of “I’m going to move a mountain” followed by “I hope I can just meet quota”. When the level of expectation depletes inevitably this breaks down their level of performance. For example, they stop making the calls, they stop challenging excuses, they stop getting appointments and they START to go to work for the buyer. This is evident when they begin selling you the excuses they bought from the buyer. Boss, they have no time or they have no money!

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

This isn’t the problem. The problem is, are you buying the excuses? Once performance breaks down productivity breaks down and here you are, reading another tip from Peak Performance hoping that something will change. Nothing will change until and unless you change the playing field and the environment that you have either developed or have allowed to take hold. Take back control of your company. Click Here to Call 866-816-0991

This negative economy unfortunately has created an increase in the amount of negativity and personal rejection sales people experience. This negativity in turn depletes self-esteem, which in turn reduces the sales person's "level of expectation" for success. Many sales people these days only expect to sell enough to keep their jobs. This reduced level of expectation reduces their performance level, which finally reduces the level of sales.

Can attitudes change? Improve? Yes, however removing the obstacles and mindset that lead to the less than positive attitude is essential. You can now see the progression of how self esteem, when decreased, creates a snowball effect that eventually lowers the sales person's levels of performance. Paranoia seems to have been replaced with hopelessness and a viewpoint that everything will turn around when the economy improves. This hopeless viewpoint is what we call externalization. Unfortunately, instead of implementing "change" to get a change in their bottom line, many sales people have decided to use this economy as their reason for poor production.

 

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Economic Barriers? A Valid Sales Excuse or Poor Sales Performance

Economic Barriers

Economic Barriers? A Valid Sales Excuse or Poor Sales Performance

How often do you find yourself questioning why your company is consistently not hitting its sales goals? For most Business Owners and Presidents, this is not because of lack of effort or time spent attempting to drive business. Click Here to Call 866-816-0991

Jack Welch, former CEO of GE said: "When you take on a leadership role, it's no longer about you, it's about them." What Jack said was this; It doesn't matter how good you are or how effective you may be or have been in the past, what matters is how effective and productive you can make the individuals that you decide to hire and keep on your sales team.

Presidents and Business Owners: Click Here for our CEO Growth Barrier Diagnostic 

One of the major factors that leads to poor sales performance is the Inability to Transfer Selling Skills to others. Sales Managers often move into a Sales Management role because of their ability to identify and win business. Selling skills, past selling success or even your current ability to personally drive business, is of no use or value to your organization if you cannot transfer these selling skills to your team and convert them into productivity.

One major factor that Business Owners must understand that leads to poor sales performance, is not understanding or identifying the differences in sales manager types. The Difference Between the Field Manager, the Corporate Manager & The Effective Manager In the many years of training CEO’s, Business Owners, Presidents and Sales Managers, we here at Peak Performance have determined that there are essentially three different types of Sales Managers:

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 Field Manager, the Corporate Manager and the Effective Manager Field Managers, regardless of the situation stand by their team regardless of what did, or did not occur, or excuses given. They defend all actions and accept all reasons and excuses for poor performance all along refusing to adhere to or endorse corporate objectives. Business Owners and Presidents can as well fall into this dangerous category. The need to make friends … Over rides the need to drive business. The symptoms include: Failing to implement or enforce performance standards or sales goals Failing to terminate sales people who consistently fail to produce Failing to question obviously unqualified appointments or pipeline prospects that inevitably waste valuable time and negatively impact the bottom line. The Field Manager enjoys personal attention and values building friendships while building the business is secondary.

The Corporate Manager is interested only in moving up the corporate ladder, taking all of the credit and not allowing the sales team to have a real voice in the company. The corporate manager often hires only those who will not pose a threat to their own upward movement. They tend to talk out of both sides of their mouths. For example, they tend to praise the team when it shines a light on their own accomplishment of driving business. However they consistently keep their team down often through use of fear in order to keep them slightly off balance.

The Symptoms Include: A sales team that tends not to diplomatically challenge excuses and objections resulting in pipeline bloat. Creative thinking and independent thought come to a screeching halt. Sales meetings that resemble a heard of deer on a highway full of oncoming traffic. Turnover, turnover, turnover! The Corporate Manager builds a sales culture of distrust, resulting in low performance, low moral, low productivity and high turnover!

The Effective Manager is what you want, want to attain, or want to become. They achieve the difficult balance of motivating people yet hold them accountable to performance standards that achieve sustainable growth. They listen and utilize feedback from their sales teams. In addition they resolve real issues and differentiate between valid issues and excuses without prejudice. They are selfless and give credit where and when credit is due without over inflating actual results. The Results include: The Effective Manager build grows leaders.

The Effective Manager builds teams of people who stick and produce. They increases profit and shine the light on those who helped him accomplish it. Do you want to give your sales people the tools to realize untapped potential and increase your bottom line? Click Here to Call 866-816-0991

 

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Managing Sales People | How Sales People, Manage Management !

Managing Sales People

Managing Sales People: How Sales Reps, Manage Management 

Have you ever wondered why your sales team is not achieving what you perceive to be optimum levels of production for your company? Or why you find yourself going over the same thing with the same sales people without a change in mindset, routine or result? Below we will explore just two major reasons why Business Owners lose control over their sales people, corporate direction and profit margins.

1. The Business Owner who does not have an intimate knowledge of the problems inherent in sales.

 

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

Ramifications: This Business Owner with no front line sales experience often falls prey to the excuses for non-productivity provided by the sales person. You’re relying on a system or rather the lack of a system used by your sales people—Your plugging your company and financial future into the hands of your sales people rather than taking your sales people and plugging them into your system. Shipping and receiving, accounts receivable, accounts payable, customer service, tall these departments have a system that employees must adapt to, comply with and work within the checks and balances of the system.

Unfortunately, most sales people receive very few checks from their prospects and as such keep their companies out of balance. Click Here to Call 866-816-0991 to uncover viable options to get back on track.

2. The Business Owner who was successful at sales but lets their entrepreneurial spirit impede sales productivity Ramifications: In this situation, the characteristics of the Business Owner—entrepreneurial spirit and the desire to be in control—results in him or her over-directing and over-controlling the sales team leading in high turnover rates. Unfortunately, the people who do stay with this type of business owner or sales manager are the ones who are followers by nature and as such are subservient not only to their boss but also to their prospects. This sales person’s inability to take control results in the business owner stepping in to close deals or resurrect sales. So in this scenario the sales people are getting paid to sell while the business owner ends up doing the majority of the work. Who’s really managing who here?

 

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Sales Plateau | Why Business Owners get Stuck

Sales Plateau

Sales Plateau | Why Business Owners get Stuck

Business Owners all have good intent—In fact we all do what we do because we believe that it’s the right thing to do. Unfortunately the choices we make are not always the most effective courses of action.

Sales ineffectiveness and pipeline bottlenecks ultimately create a situation where you work harder and longer yet your company fails to gain real traction. This in turn results with the organization being stuck on a sales plateau.

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

CEOs and Business Owners also fall Victim to Common Management Traps. Opposed to dealing with the real root cause of sales ineffectiveness—which leads to bloated pipelines and complacency in the sales team—Business Owners instead fall victim to a series of common mistakes. This does not occur because management intends to sabotage the company but because many at the top fall prey to several common issues.

1. Business Owners become conditioned to the excuses given by the sales team for deferring change. They become reserved to the fact that 50%, 60% or 70% efficiency is the best they can achieve. In other words the Business Owner accepts less than optimal effort, yet they are held accountable to 100% of the salaries, commissions, bonuses, benefits, advertising, marketing and other expenses necessary to maintain the sales team.

2. Business Owners fail to change their sales team’s minds about under-performance as such failing to change the routine of the sales team that has them operating at significantly lower levels than they should be.

3. Business Owners do not realize that in order to get someone to “think” differently, they first must get them to “feel” differently as such the sales team remains in a complacent comfort zone.

4. Business Owners want and desire change, yet fail to uncover their sales team’s incentive to change.

For more on modifying sales routines, implementing sales criteria/process and attitudinal training Click Here to Call 866-816-0991. Hoping your team will change is not an option. Click to Request Specific Information Online.

Why CEO’s often Resort to Self-Destructive Strategies:

Mistake # 1 They impact their margins by adding to their sales team opposed to solidifying their existing team currently under-performing. To add to ineffectiveness, they rely on past lackluster hiring criteria to increase the number of feet on the street.

Mistake # 2 They again negatively impact their margins by investing into more advertising and marketing campaigns instead of dealing with the problem of poor qualifying, poor closing skills, and poor follow up on leads previously developed. In effect they spend more to get more leads to have more opportunities to close less business!

Mistake # 3 They rely on the optimism inherent in most sales people or on their gut feel regarding a sales candidate opposed to an objectively created 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 under-productive sales team. Opposed to implementing their financial future into a proven system, they put their financial futures into the hands of sales people who have consistently proven that their own personal routine is flawed. For specific information on how to overcome these and other sales obstacles please Click Here to Call 866-816-0991

 

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