Motivating and managing key employees can prove to be one of the most difficult tasks required of business owners and managers, and the ultimate success of a company can rely on the ability to understand the most common mistake that sales staff make. It is important to realize that most people consider a job in sales to be very tough and a competent manager or business owner must be prepared to handle the perceptions of their staff. The most common mistake that sales staff make is generating too much of their time to non-revenue generating activities. While the sales force may believe that they are working incredibly hard, the fact of the matter is that most of the “hard work” does not actually accomplish any progress towards quotas or goals. Read the rest of this entry »
Top Business Social Media Websites for Busy Sales Professionals
Okay… I know that this topic has been done before. That being said I thought I might bring a different perspective to the mix. As you may or may not know, I own a SEO Company called WebTalent SEO. I often use social media websites to connect with prospects and generate qualified sales leads. I have also coached many other business on how to make the most out of their time spent on these social networks. The most common rebuttal I get from experienced sales professionals is that they just dont have enough time to monitor and maintain all these profiles. Now many of the other blog posts list dozens of site that you need to be on in order to effectively reach your prospects online. Read the rest of this entry »
Suggestions For Overcoming Sales Comfort Zones
Ah, comfort zones. The bane of the B2B salesperson. I believe that the loss of productivity and sales effectiveness caused by the limitations of comfort zones is so widespread that it could be the number one problem for salespeople.
What’s a comfort zone? Since we are talking about salespeople here, it’s some aspect of the salesperson’s job with which he/she is Read the rest of this entry »
Ask for the order
It’s amazing to me how many sales professionals go through all the work involved with setting up a sales presentation and don’t execute the most important one, asking for the order. Think about it ! We plan out our strategy, prospect potential candidates, go to meeting or set up phone calls, qualifying the client and presenting features and benefits of our product or service. Most sales people keep talking when they have already sold the product. Why do they do this? Because they never asked for the sale. Read the rest of this entry »
