Sales Methodology & Process

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31

Dec

It’s that time again! From eating better, to getting more exercise to spending more time with loved ones, people everywhere begin the new year with the intent of creating new healthy habits or abandoning old unhealthy ones.   Seems like the perfect time to take a similar view of your enterprise sales team, and the good news is that just one simple change in 2015 could change everything about your sales performance now and for many years to come.

31

Dec

The launch of a new product can be an exciting time for a company. Nearly every department has a role and expectations are high. Leadership describes how sales of the new product will positively impact the company's future and help position the company strategically for long-term success. Excitement is palpable, except in sales where the launch of the new product is usually accompanied by a newly raised quota.

31

Dec

You've most likely seen the Mayhem GPS commercial. "I'm your GPS. Turn right up ahead. You never update me. So now, I just have to wing it. I meant, turn left up ahead. Recalculating. TURN RIGHT NOW!" followed by a colossal wreck involving multiple vehicles.

31

Dec

I recently conducted a sales effectiveness workshop for an AXIOM client that included an unusual participant. Our clients often want people other than their direct sellers to attend our programs. It is not unusual for attendees to come from marketing, customer service, overlay groups, and even human resources. Sales transformation is a company-wide undertaking and for positive change to occur, any organization that touches the sales effort should be included in the process. It is unusual, though, to have a Director of Procurement in a sales effectiveness workshop.

31

Dec

I am a "professional of the eighties." That's when I entered the sales force and began my long and rewarding career in local media sales. I attended 6 weeks of sales training before being released to the field. While we learned the features and benefits of our product, and how to submit an order accurately, the majority of the time was spent learning and practicing needs based selling in context to the product we were selling, yellow pages.

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31

Dec

You will never improve sales performance by managing your people with sales assignments. Sales Managers must change their management style from managing people to coaching before they will see long term sales transformation.

Although sales assignments are a critical tool in every Sales Manager's tool belt, these assignments only assist managers and sales people in assessing accountability to the organization.

What is a sales assignment?

31

Dec

In order to change your sales results you need change your sales behavior. I bet you've heard that before, and I bet you agree. However, changing behavior is hard, real hard, unless you've set the foundation to make it easy. I offer 5 things you'll need that will absolutely, positively, make changing sales behavior easy.

1. Defined Sales Process and Methodology

31

Dec

Well it is that time of year again when the air gets crisp and the kids' head back to school. My senior in high school had been dreading her reentry. You see this semester she is required to take art to graduate. While most kids would see this as a blessing - Art? Yippee! How hard can that be? My daughter saw it as the coming bane on her permanent record. Grace is a bit type A and she works very hard to excel at her studies. But, art? Well she doesn't have much talent for drawing and she couldn't see how she would be able to excel. I was bracing myself for a grade somewhere south of B.

31

Dec

The Paradox of Choice. With so many media choices available how do local businesses' choose what's best?

31

Dec

For the first hour of my flight home I was engrossed in a conversation with a senior account executive from a technology company. It was, at least for a while, a rather pleasant conversation. We discussed the rise of Apple (both of us carried iPads and iPhones), the economy, travel, summer plans, kids and shared overviews of our respective careers. We had some laughs about our early days in sales and lamented about the passing of "the good old days."