Sales Management: Week 13 – 21 Disciplines

Disciplines: 13 of 21 – Make sure they know your product cold. (And how it warms up to the competition!) Product and competitive knowledge just get you in the door.  If your salespeople cannot explain and demonstrate the benefits of your product and why it is superior to the competition, do not put them in … Read more

Sales Management: Week 12 – 21 Disciplines

Disciplines: 12 of 21 –Elevate reps to become a “Trusted Advisor.” It takes a lot to earn the status of Trusted Advisor.  You have reached the pinnacle of the sales profession when your customer gives you this title.  It is a status you want all your sales reps working to achieve.  Because this is so … Read more

Sales Management: Week 11 – 21 Disciplines

Disciplines: 11 of 21 – Teach them to really listen.   Everybody talks about the importance of listening, but few people ever hear anything.  Most sales reps are so anxious to either get their pitch out or want to answer a question before it is finished being asked, that they never really “absorb” the question. … Read more

Sales Management: Week 10 – 21 Disciplines

Week  10 – 21 Disciplines Learn, practice or drill a sales lesson every day.   You never see a major league baseball player skip batting practice on game day.  And many of those players make millions of dollars.  Professional golfers hit the practice range with a coach before the start of every tournament round.  Professionals … Read more

Sales Management: Week 9 – 21 Disciplines

Week 9 – Poor sales forecasts make for a bad business climate. Many reps will pad their sales forecast to make it look good to the boss. Obviously, this eventually fails.  On the other side of the coin, which is equally as bad, is the sales rep that will not put a prospect into their sales … Read more

Sales Management: Week 8 – 21 Disciplines

Week 8 of 21 Disciplines – Focus on getting customers, not deals. If you’re in a B2B business your growth will come from repeat business or recurring revenue from your existing customer base.  You can make questionable promises to close a single deal but that’s not how you build a business.  (Don’t forget, even if you … Read more

Sales Management: Week 7 – 21 Disciplines

Week 7 of 21 Disciplines –  The highest degree of integrity. You cannot be one kind of person and another kind of salesperson.  As a Sales Manager, you cannot tolerate (or afford) to have unethical salespeople in your company.  One thing that should get a sales rep fired on the spot is lying to, and/or misleading … Read more

Sales Management: Week 6 – 21 Disciplines

Week 6 of 21 Disciplines – Documentation for every call. Sales reps come and go.  You just don’t want them “going” with the knowledge of your prospects and customers notes, activities, contacts, meetings, etc., in their head never to be seen by your company again.  Whatever CRM or sales automation system you use, you need to … Read more

Sales Management: Week 5 – 21 Disciplines

Week 5 of 21 Disciplines – Demand a guaranteed number of QUALITY sales calls. Your reps need to be thinking about making quality calls rather than focusing on quantity.  They should not want to leave the office until a certain number of quality calls have been made – meaning getting newly qualified prospects or reaching current … Read more

Sales Management: Week 4 – 21 Disciplines

Week 4 of 21 – Nurture a desire to be better than the competition. No mistake about it, the top performing rep is the one who does not like to lose.  You want reps that hate losing to the competition and don’t do well at all with coming in second place.  You must instill the concept … Read more