Process or Talent? Which do you take?

That’s an easy one.  Process always trumps talent.

Before you get upset and start defending how talented your staff is and that you couldn’t generate the numbers that you do without them, imagine how much more productive they would be if you gave them leads that close at four times the normal rate?  Or if you have sales events for them to use that routinely lead to $100,000 days?

I’m not going to completely define what process should be in place, but I will say that as a sales manager, process always trumps talent. Here is why.

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Effort or Experience? If You Must Choose, Which One Do You Pick?

The ultimate question for managers.  Most want both, and if you can find a salesperson that does both, do whatever you can to keep that person forever.  However, many times it’s a struggle.  For one reason or another, experience leads to less effort and sales behaviors that have the potential of harming the department.

So I ask the question – How do you handle the experienced salesperson who can put up some numbers but doesn’t exude the principles and effort that you would like in your department?

Here is the rub.  Salespeople believe that as long as they are putting up numbers that everything is okay.  They believe that revenue dominates every other action that may be displayed.  To a certain point, they are correct, however, we all know that other actions are taken into consideration.

This situation can be defined in that age old saying “Risk vs Reward”.  How much do you value this salesperson’s production versus the potential damage that is being done to the department. (more…)

How Good Could You Really Be?

Have you ever looked up at the end of the year, see your numbers and thought you could have done better?  Even if you have had an outstanding year, if that July slump didn’t happen, or if that one big deal would have closed you would have sold and earned more.

The truth is that it’s not that one sale or that one slump caused you not to maximize.  Most likely it was the culmination of several acts that led to your final results.

You most likely hit a period of the year where you changed your behavior for the worse.

Sometimes success is our greatest enemy.  When things are going well we tend to think that our fortunes won’t change.  This causes us to become complacent with our actions, attitude, and strategy.  When this happens, we make ourselves susceptible for a slump, or off sales year.  While this happens to the best of us, there are certainly ways to minimize the risks.

Keep Your Focus:  When things are going well, we should not only keep doing them, but should maximize our efforts.  Ever hear the saying that the best time to make a sale is after a sale?  If you’re on a hot streak do everything possible to keep it going.  Do not change your behavior. (more…)

You are a Brand, Control It

I’m sick of hearing salespeople, or just employees for that matter, play the blame game.  They blame their spouse, they blame their leads, they blame their territory, they blame their employer, and so on.  In essence, they hold everyone else accountable except for themselves.  They blame others for their failure or mediocrity.  They let others dictate their brand.

Believe it or not, you are a brand.  Sometimes it’s referred to as a reputation when speaking to a person, but I believe that it’s bigger than that.  I believe that people are a brand that can add value to themselves regardless of the situation.

You build a solid brand by making yourself better, by accomplishing tasks, and by building a reputation as an expert.  You can’t do it by sitting in your cubicle, so get busy with the steps below. (more…)

Work Hard AND Smart

Mike Dunlap, coach of the Charlotte Bobcats, had an interesting quote.  He said, “Back in the day, hard work used to be a given, now its a talent”.

In sales, if you don’t have hard work, you’re not going to be successful.  Therefore, if you’re not top of the charts in effort metrics, you shouldn’t read the rest of this post.  This post is to help hard workers maximize their efforts.

This is not to be confused for a short cut.  This is to be used to enhance your efforts to make them more effective. (more…)

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