Index Business Sales Results 81 - 90 of 301 5 Keys to Building a Dynamic Self-Management Sales System Author : Jeff Hardesty 1) Identify Your Essential Competencies and Performance Metrics If I asked you to list all the essential competencies that YOU are in control of - the ones that are absolutely critical for you to be successful in your sales position…could you do it? For example… Essential Competency or not? " Converting conversations to appointments? (yes it is) " What about filling out paperwork? No! (That's a related task) " What about closing ra... | Read more... Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement Author : Jeff Hardesty Your sales day, week and month are full of scenarios. Each one is unique as to how, when and why they occur. But what's not unique is how often they occur in similar situations, similar prospect titles of contact and similar companies by industry. For example... Why do sales cycles get so drawn out, causing closing ratios to plummet? It's because salespeople fail to identify all significant decision-makers in line with their selling prop... | Read more... What to Do When You Hit the Invisible Sales Revenue Ceiling Author : Jeff Hardesty Have you ever hit a level of revenue that you just couldn't seem to break through? If you have, then you know how frustrating it can feel. You may even spike above this ceiling periodically. But, like water seeking its own level, your revenue results seek a sub-par level. I once walked into a situation much like this. I assumed the position of Vice President in a relatively young company. I was immediately tasked with making the changes ... | Read more... Stop Pointing at Me! Which Way Do You Point Your Accountability Finger? Author : Jeff Hardesty There are two kinds of people when it comes to accountability. •Those who point their index fingers outward •Those who point their index fingers inward We all know too well that most people are quick to blame others and slow to take responsibility. They make excuses or tell a long-winded story about what went wrong and why. Obviously these people feel their success or failure is "outside of their control." The more powerful belief is tha... | Read more... Characteristics of a True Sales Leader Author : Jeff Hardesty In the average sales organization, successful sales reps get promoted to managers. These "new" sales managers are suddenly tasked with leadership and training. In these situations, there is one common liability. The salesperson's biggest strength now becomes the sales manager's biggest weakness in leading a team. Typically, top sales reps don't diagnose and document their sales routines and processes; rather, they “just do it”, as the sneaker com... | Read more... What's Your Magic Number? Author : Jeff Hardesty The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have you identified the KPIs in your sales process? A good KPI example in the sales process might be how many times you advance the first sales appointment to the next phase, whether ... | Read more... What a Nice Thing to Say; How to Give Daily Feedback for Sales Performance Improvement Author : Jeff Hardesty Remember the first time you walked into your sales office? How did it FEEL to you? Was it buzzing, energetic and upbeat? Did you sense a spirit of positive competitiveness? Or, did you notice that the air had a weight of negativity to it? Did you suspect a lack of joy or camaraderie? Maybe you recognized that the positive vibrations were simply missing. That's the power daily feedback can have. If it's being done constructively, it can affe... | Read more... Fishy Salespeople? How to Finally Stop Handing Out FREE Fish to Your Sales People Author : Jeff Hardesty Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help? Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would put a few more sales in the win column (in the short term). But in the long term what are you creating? Nothing but needy, dependent salespeople without an o... | Read more... 5 Tips for Finding Your Core Competencies Author : Jeff Hardesty 1) Is it an essential component to your sales mission or just an ingredient in the recipe? List 10 actions, routines or tasks that are part of your sales day and considered essential components of your sales process. Now, ask yourself. How many of these are essential components to my sales mission are just ingredients in the recipe? Think about a professional golfer's essential competencies from tee-off to last putt. Is the ball and club... | Read more... Auto Sales Training Author : Patricia Jones If you're a salesperson whose dealership has recently gone online, you're probably wondering about the best way to handle online customers. This new breed is entirely different, and dealerships everywhere are incorporating internet sales techniques into their existing auto sales training programs as a result. The internet buyer is much more discriminating than their offline counterpart. They are searching for added value, choice and much more... | Read more... << Start < Prev 1 2 3 4 5 6 7 8 9 10 Next > End >>     [ Back ] Top AlphaContent 2.5.4 © 58 - visualclinic.fr

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