The tools and systems developed for salespeople created a new issue, time management. Of a 49 hour work week, how many hours are sellers actively engaged in sales activities? Would you guess 30 hours, 20 hours, 15 hours, the average seller spends
As a seller, I can think of few phrases that I hate more than “let me think about it.” The longer a deal takes to close, the odds of closing drop dramatically. Why is that? The forgetting curve starts: 75% of the information is forgotten within 24 hours, 90% of the inforamtion is forgotten within 30 days and 50% of the information they can recall is
Every seller has struggled making quota at one time in their career. The reasons it happens are endless, ranging from losing a large client, unrealistic quota, market shift, competitors to bad pipeline management. The stress to hit the goal can become overwhelming. Here are some steps to help you turn it around.
Are you meeting with the sales team to discuss the deals they are losing? This is a healthy and productive way to build revenue. Open and honest discussions with the sales team are essential to establish trust between sales management and salespeople. Remember, this is not a rah-rah meeting where you just combat all their issues. This is a listen and learn where you make clear decisions based on facts and analysis.
Forty percent of salespeople think prospecting is the hardest part of their job. Email marketing has proven to be a primary lead driver for many sales teams. The key to increasing your response rate is having a great prospecting email. Here are some components that make up a better email.
“You are hired. You walk in on Monday and sit down at your desk. Walk me through how you will be successful in this job, starting with the first day.” This is a simple go-to question I use when hiring salespeople; but it is surprisingly difficult to answer.
If you have made sales, you have received a commission check and felt the cold hand of Uncle Sam digging into your paycheck and taking his share. Taxes are a tricky beast to tame. When you are negotiating your contract, small changes in the classification and how you receive the money makes a big difference in your check. I asked my good friend and my financial planner Mike Eklund from Financial Symmetry to break it down for the other C students and me. Since state taxes are unique to each state, we are focusing on Federal taxes. And as a CYA, please always consult a licensed accountant before making any decisions on you your taxes. This blog will not hold up in court.
You never regret hiring a high producing seller before you need them. New hires fill various sales needs, including new product launches, predicted revenue increase, and market expansion or entry.
According to PBR, an astonishing 85% of sales training falls short of delivering on its ROI. Approximately 80% of new skills are lost within one week of training and about 87% of skills are lost within a month.
As reps, we frequently make the mistake of providing a smorgasbord of options believing the more choices we offer, the better chance we have of meeting the buyer's needs and closing the deal. What happens to the buyer?
