Let us create a 3d Digital eBook for you! DigyCat.com
3 Secrets That Set The Context For Sales Success
In today's competitive environment, every organization is trying to improve sales results. In every company, the most important - and vulnerable - link in the success chain is the performance of their people. As a sales management trainer and coach, I see that managers across every industry fail to take a hard look at the capacity of their people to provide the service -- whether it's to internal or external customers - that puts them in a league apart from the competition.
As a sales manager, you can set the context for your team to pull ahead, or 'breakaway' from the competition. Context sets the tone and often determines the meaning of events and actions. In business, context affects our vision, motivation, ambition, and follow through.
Some aspects of context are outside of our control. Things happen. Markets rise and fall. Yet some people thrive even in hard times. While these people are the masters of context, I would also argue that the 'climate' in which they work could contribute enormously to the difference between success and failure.
Here are three ways you can take charge of the context in which you create an environment where 'breakaway' results can happen:
ADOPT A 'NO BULLIES HERE' POLICY
Some people use much stronger language to describe the people I'll politely call bullies. You may call them: tyrants, egomaniacs, jerks or unprintable. These are the people whose behaviour leaves you feeling badly about yourself, and feel free to use whatever profanity you want to describe them, because they are real trouble.
Many 'stars' shout, belittle, and make unreasonable demands of support staff and colleagues, while ingratiating themselves with the higher-ups. How people treat both the powerless and powerful is a good measure of human character and the "bully" quotient.
One bully can destroy your team's morale. You and your colleagues will spend inordinate amounts of time and energy dealing with this person, instead of focusing outward on breakaway performance.
- Protect your people. If you are in a position to do so, aim to nourish a culture of decency in your organization. While you may not have a 'no bullies here ' policy in writing, you can have it in spirit. If the superstar you're about to hire has a reputation for being difficult, don't hire!
- Set this ground rule for sales meetings: focus on the situation, issue, or behaviour, and not on the person. This rule translates into not placing blame on people. It safeguards the self-confidence and self-esteem of all meeting participants, and provides a process for regulating out-of-bounds behaviour.
PRACTICE ONGOING REGARD
We all do better at work if we regularly hear that what we do matters, that it is valuable, and that our presence makes a difference to others.
Nearly every organization or team I've been privileged to spend time with under-communicates the genuinely positive and admirable achievements of its members. I can understand wanting to avoid conflict, but avoiding praise is puzzling.
Make space at the beginning of a sales meeting for any expressions of appreciation or admiration that anyone may wish to deliver. I recommend that the leader not deliver any of these kudos during the first few meetings so team members get used to practicing 'ongoing regard.' If no one has anything to say, so be it (although I've never seen this happen).
You may find that sharpening your capacity to express genuine appreciation or admiration is vitalizing. It will remind you of why you want to be on your team, and why performing at your peak is important.
How many times have you said that you were going to do something and then not done it because nobody else would know the difference? Try spreading the word. Just the simple act of telling your plan to another person raises the stakes. Most of us place a high value on doing what we say we'll do. There is something profound about taking our commitments seriously when we profess them to another person or when we join in a pact to reach a common goal.
If you are a sales manager, allow your people to tell you how they plan to reach their goals, rather than you telling them how to proceed. Create time, regularly, for them to report what they have been doing and learning. Useful questions to help the discussion are: - What worked?
If you are a team member, seek out someone you trust and check in regularly. Declare what you intend to do and watch what happens!
'CREATE THE CONTEXT' CHALLENGE
Establish the practice of 'ongoing regard' at the start of each sales meeting. The purpose is to recognize people whose performance and integrity helps the team achieve goals and objectives. Acknowledge that their specific behaviour, and the personal qualities that led to that behaviour, had a positive impact on you, on a customer, or on the team.
For example: "Lee, by delegating paperwork to the summer students and making more face-to-face sales calls you are helping us have a great second quarter. You are resourceful and creative."
It may take a number of sales meetings for the practice to feel comfortable and meaningful. Stick with it.
This article may be reprinted in its entirety with express written permission from Nicki Weiss. The reprint must include the section "About the Author".
Nicki Weiss is an internationally recognized Certified Professional Sales Management Coach, Master Trainer, and workshop leader. Since 1992, Nicki has trained, certified, and/or coached more than 6,000 business executives, sales managers and salespeople.
Nicki guarantees increased sales performance when sales managers become better sales coaches. Sign up for her FREE monthly e-zine, Something for NothingTM, which has powerful tips and techniques for sales managers who are ready to make this transformation. Sign up at http://www.saleswise.ca.
You can email her at firstname.lastname@example.org or call 416-778-4145.
Sales Management - Google News
This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news
Disclosure Laws Favor International Terrorists
The Federal Trade Commission has rule that are supposedly in place to protect franchise buyers from fraud from franchisors who might attempt to mislead them into purchasing a franchise. Part of the franchise rules are addressing required disclosure paperwork.
Change in Sales Organizations Starts with Me
Question: What do the following have in common?- I spend a lot of time spinning my wheels and not getting very much done.- I am continually frustrated with the performance of my sales team.
As a group of sales trainees took a break from our workshop on selling, the distress they were feeling, was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed to track their sales performance was the reason for their anxiety.
Overcoming Sales Objections for Small Business Networks
Do you need help overcoming sales objections? Do you sell computer networks, or other IT-related products and services to small businesses? This article provides tips and hints so you can be overcoming the most common sales objections heard when selling networks to small business prospects, customers, and clients.The problem generally begins when you start talking about a network upgrade.
Book of Lists Marketing for Pressure Washing Companies
The American Business Journals produces a Book of Lists each year in their many markets, it is wise for pressure washing companies to use this book of lists to find new clientele. The book of lists, lists the top companies in size in all industry sectors.
How To Use A Powerful Leadership Tool To Step Up Sales Results
Good sales people can close, but few "step up" for even more sales from that close. Yet stepping up should be one of the easiest accomplishments in sales - that is if you know how to build the staircase.
Management by Osmosis
Sales managers are an interesting breed, effective sales managers are a rare breed. Managing a sales team is entirely different than managing other groups; their role requires them to have not only above average management skills, but also above average ability to manage the overall sales process.
Is Your Sales Trust Factor High Enough to Win Against the Competition?
How high is your sales trust factor?Is it higher than the sales trust factor of your competition?It should be, if you want to increase your success in sales.Your trust factor represents the level of trust that buyers have in you as a seller.
How to Maximize Account Penetration and Jump-Start Sales
Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability.
Stop Drowning: Nine Strategies For Managing Your Priorities
I just got off the phone with Susan. She is a well-meaning, big-hearted, caring, effective and creative sales manager.
Building Trust For Lifetime Success
How We Build a 90% Failure Rate into the Sales Process
I recently began doing training in the banking industry. Across the board, successful bankers close between 2% and 6% of the prospects they call on, starting from their first prospecting call.
Sales Coaching... Fact or Fiction?
The old adage in selling has always been, "Find out what they want, then, give it to them." The fundamentals of selling are clearly that elemental.
Keeping Your Sales Team Motivated
Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem.
How Exhibitors Can Move More Attendees Closer to Buying
Q. What's the single, biggest change exhibitors can make to move more prospects closer to a buying?A.
I recall a heated discussion with a sales director some time ago where I proposed that the long-term effect of setting activity targets for salespeople would eventually lead to failure. He vehemently made the point that he had systematically imposed activity targets on his sales force and that the result had been to treble average income per salesperson within 18 months.
How to Organize a Seminar or an Event
Seminars and events have always been implemented as a holistic experience to participants. Thus, organizing an event requires extensive planning and preparation with most work implemented at least a few months before the actual event.
Outsourcing the Sales Function
Small to medium companies that want to increase sales or profits and find it is possible to outsource sales should - do it! At this point most business owners and executives either become overwhelmed with doubt or fear.Here's what we hear: "We can't give up control of sales, that's too risky.
How to Write a Business Plan Sales Section for a Mobile Service
We all agree one of the most important parts of any business is Sales. We also know that to get sales we must advertise to let potential customers know of our offerings.
Small Business Marketing: Overtaking Your Competitors
Few businesses keep tabs on competitors, yet such knowledge can give you a distinctive competitive edge. Building a file on them, looking at everything from the customer's viewpoint and asking suppliers and employees what they know about them can be worthwhile.
List4Sale Domain Is For Sale - $10,000 For Enquiries eMail Us
© www.List4Sale.biz 2012