A recent study of 2,663 sales organizations by Think Training, Nightingale Conant and Trainique uncovered five areas that shed light on what separates the best from the rest (visit http://www.revegrowth.com/free_articles.htm for a copy)
Issue one - A poorly defined sales process. 82% of all CEO's said their sales organization had a process that was poorly defined or a process that wasn't being followed. A sales process is like a road map. If you pay attention it helps you determine if you are in heading in the right or wrong direction. A well defined sales process does the same thing. It should be consultative in nature, have defined steps that allow both parties to develop a better understanding of each other and a set of questions that help you qualify or disqualify.
Issue two - Lack of essential skills. 42% of CEO's said their salespeople lacked the essential basic skills needed to do their job properly-ouch. During the 70's and 80's it was common for large corporations to hire new sales recruits and put them through a 12- 18 month intensive sales development program. Those days are gone, leaving a huge skills gap! Odds are if you are younger then 40 you never received the type of training you really needed.
Issue three - Failing to focus on the right kinds of activity. 90% of CEO's said their salespeople focused on low payoff activities or called on the wrong people. It is a common mistake to confuse being busy with being productive. Top performers know what they are doing, why they are doing it and whom they are doing it with.
Issue four - Allowing "self talk" to sabotage your efforts. 86% of CEO's said their salespeople had negative thinking or self talk that was damaging their sales efforts. There are hundreds of examples but the most obvious has to do with discounts. Over and over again I hear salespeople say they have to be the lowest price to win the business. Every study I have ever read says that there are 4 ? 6 other issues ahead of price but we have been "programmed" to think price is the issue. It is critical to understand how you have been programmed and how some of thoughts are working against you!
Issue five - Sales management not developing their people enough. 67% of CEO's said that their sales managers were not spending enough time coaching and developing their salespeople. The job of a sales manager is to coach their people just like in professional sports! Unfortunately if we don't have a sales process, salespeople with undeveloped skills or the wrong people coaching becomes impossible.
For salespeople taking responsibility for our own professional development is the key! Have a process, hone your skills, focus on the right kinds of activity, be aware of your thoughts, get some coaching, join a sales mastermind group, or join an association dedicated to your success.
Good sales professionals realize their strengths and weaknesses and create a plan that addresses their abilities. Great sales professionals repeat this process over and over.
Brian is the Chairman and Founder of the the United Professional Sales Association (UPSA). UPSA is a non-profit organization headquartered in Washington DC that has addressed the concerns and challenges of individual sales professionals. Brian has authored the world's first universal selling standards and open-source selling framework for free distribution. This 'Compendium of Professional Selling' containing the commonly accepted and universally functional knowledge that all sales professionals possess. The open-source selling standards have been downloaded in 16 countries by over 300 people. Over 30 people have made contributions.
Because UPSA is not owned by one person or any company, it is a member organization and guardian of the global standard of entry into the sales profession.
Find out about the membership organization and understand the processes and framework of professional selling at the UPSA Website at http://www.upsa-intl.org. Find out more about Brian at: http://ezinearticles.com/?expert_bio=Brian _Lambert
![]() |
|
![]() |
|
![]() |
|
![]() |
You've heard this before: There were four people named Everybody,... Read More
Recently I stumbled across some notes that I had kept... Read More
So you have a boss who dumps all over you... Read More
What does it mean to be an "effective executive"? Well... Read More
The way we do business has changed dramatically over the... Read More
One of the most asked questions I get is how... Read More
I have received a number of requests for advice from... Read More
A recent study of 2,663 sales organizations by Think Training,... Read More
Small to medium companies that want to increase sales or... Read More
You're a small company with a good product. You are... Read More
About 2 years ago, I participated in a training program... Read More
I don't even like saying the word d---------g. I have... Read More
Many sales meetings are boring and a waste of salespeople's... Read More
Business can be like war sometimes.You may have to fight... Read More
Everybody thinks that the businesses will slow down a bit... Read More
The objective of an incentive is to incite action within... Read More
According to former Harvard Business School professor David Maister, typical... Read More
Things to watch out for when selling your product in... Read More
Targeting is the process of selecting high potential customer accounts... Read More
There are really only two types of competitor:1. Obvious2. HiddenThe... Read More
That we live in a time of relentless and pervasive... Read More
I have searched for a new way to increase the... Read More
Because of corporate downsizing, many people have been laid-off or... Read More
Corporate videos are an important sales tool that can often... Read More
I recently began doing training in the banking industry. Across... Read More
1. LOOKING for a "quick fix" to close more sales... Read More
We all agree one of the most important parts of... Read More
This week's article is my response to a question by... Read More
Compounding the problem are two myths regarding measures of competency... Read More
Workplace ConflictConflict is an inevitable part of business life and... Read More
Generous Donor RefusedPicture this. You are a fund development director... Read More
While heading home at day's end, you begin reflecting on... Read More
Twiddling your thumbs and waiting for some business to come... Read More
I just finished a phone call with a potential client... Read More
In the past, if you said the word "plan" to... Read More
Because of corporate downsizing, many people have been laid-off or... Read More
For many years as a sales manager, I would only... Read More
Be clear about where you are now. Audit your strengths... Read More
Do you know anyone who regularly wins bids? Or can... Read More
You've probably heard of focus groups. It's a tool that... Read More
About 2 years ago, I participated in a training program... Read More
Recently I stumbled across some notes that I had kept... Read More
A number of sales "Gurus" have promoted the theory that... Read More
This is a quandary not unlike the chicken or the... Read More
Corporate videos are an important sales tool that can often... Read More
How you prioritize your sales territory management activities depends upon... Read More
Many people today simply prefer the convenience of paying by... Read More
Seeing the results of advertising your business can be like... Read More
A Highly Conscious Approach To Business Management. For more on... Read More
In a classic business-to-business print ad from the late 50's... Read More
Help buyers discover the answers they need to understand and... Read More
Recently, I was asked to spend some time on the... Read More
I have searched for a new way to increase the... Read More
Although I never met the man, I imagine Lou Boudreau... Read More
An effective way to increase your profits and sales is... Read More
Small to medium companies that want to increase sales or... Read More
No matter what you do, it seems, your employees do... Read More
I was in the depths of a major depression. As... Read More
Sales managers are an interesting breed, effective sales managers are... Read More
The American Business Journals produces a Book of Lists each... Read More
The elements involved in building a sales force, especially one... Read More
This week's article is my response to a question by... Read More
Budget Guidelines for Trade Show MarketingB'techa didn't know - Trade... Read More
Design and Implementation of a new Sales & Marketing campaign... Read More
Coaching is about finding out the cause of poor performance... Read More
You're a small company with a good product. You are... Read More
Sales Management |