Sales blog

11 Reasons NOT to Use LinkedIn for Sales

Posted by Ray Makela

Updating and using LinkedIn has become a bit like flossing your teeth. We are encouraged to do it every day, it seems like a good idea, but the benefits may not be readily apparent.

It takes some discipline, habit and a little bit of time. I often hear from our sales training clients that they know they should be doing more with LinkedIn, but they don’t have the time, knowledge or motivation to leverage the tool.

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Tags: Foundational Selling Skills

Four Step Process to Develop and Achieve Your Sales Vision

Posted by David Jacoby

For many sales managers focusing on short-term day-to-day results, it's often challenging to think like a leader and focus on achieving a long-term vision. But that is exactly what a sales manager must do in order to maximize the performance of his or her team.

A sales vision is a statement that indicates where you want your sales team to be at some future time. Without a sales vision, a sales team may have lack of focus, difficulty prioritizing activities, or a feeling of drifting. A clear sales vision provides focus and direction for you and your team, energizes your team, and improves results and performance.

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Tags: Sales Management

Sales 2.0 Conference Insights on High Impact Sales Coaching

Posted by David Jacoby

Research shows that effective sales coaching can dramatically improve the performance of sales teams—in some cases driving up revenues by 20% or more. But not every sales organization is able to produce these type of results.

While the role best positioned to do sales coaching is the frontline sales managers, not every sales manager is an effective sales coach and not every sales organization has a coaching-friendly culture.

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Tags: Sales Management, Sales Coaching

Managing Sales Behaviors to Improve Sales Performance

Posted by Norman Behar

While there is a lot of emphasis on Sales Coaching and Sales Leadership, the most fundamental skill that a Sales Manager needs to develop, Managing Sales Performance, is often overlooked. 

Perhaps that is because many organizations take it for granted that their managers know how to effectively manage performance.

Unfortunately, that is a huge mistake. While many sales managers may have been able to produce very good results themselves in their prior roles as sales reps, this doesn’t necessarily translate into the ability to get their sales teams to consistently generate great results.

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Tags: Sales Management

Leveraging LinkedIn for Account Management

Posted by Ray Makela

leveraging-linkedin-for-account-management

I often discuss the value of LinkedIn as a way of mapping and researching new areas of the account, and I continue to hear a common theme from many of our participants: 

“I connect with people when I think of it, but I really should do more,” or

yeah, I connect but then I’m not sure how to use this resource in my account management program.

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Tags: Foundational Selling Skills, Sales Prospecting

5-Step Process to Make Important Decisions As a Sales Leader

Posted by David Jacoby

Decision-making is critical to all management positions. However, decision making is even more important to you in your role as a sales leader. 

Sales leadership can be defined as the ability to positively influence the actions and attitudes of the sales team to achieve or surpass their goals. Part of this influence involves how effectively you handle the myriad decisions you face every day.

As a leader you routinely have to make numerous important decisions on a daily basis, including decisions regarding people problems, customer problems and/or opportunities, upper management issues, setting performance goals and so forth.

Your ability to influence your team is directly related to how you make decisions and ultimately on the quality of your decisions. Decision-making, especially in regard to leadership, isn’t always easy, but well-calculated decisions can result in achieving your sales goals and in enhancing your overall image as a leader.

So can you become a better decision maker? 

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Tags: Sales Management

Four Areas to Integrate LinkedIn Into Your Sales Process

Posted by Ray Makela

linkedin-prospecting

It may be time to get serious about how you use LinkedIn for selling, including prospecting. We all hear the buzz about social networks, and especially LinkedIn for business connections.

With LinkedIn network topping 200 million users, this represents a large group of prospects...and chances are good these days that your target prospect at a specific company is on LinkedIn.

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Tags: Foundational Selling Skills, Sales Prospecting

Choosing the Right Sales Management Style

Posted by David Jacoby

One of the most important aspects of being a sales manager is your ability to positively influence your sales team.  Only if you can affect the thoughts, actions, and behaviors of your sales team can you be an effective sales manager. 

Influence is critical to all aspects of your role as a sales manager, including keeping the sales vision on track, motivating the sales team to achieve the sales vision goal, providing your team with overall direction, challenging and driving your team, and so forth.

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Tags: Sales Management

How to Plan an Effective Annual Sales Meeting

Posted by Ray Makela

As organizations go through process of planning their upcoming annual sales meetings, we thought we’d share a few thoughts and lessons learned we’ve picked up along the way from working with our clients

Two questions we like to ask of executive sponsors and meeting planners are basic ones, but all too often forgotten. The questions are:

What are you trying to accomplish with this meeting? 

“What do you expect the participants to think, feel and do differently as a result of this meeting?”  

Many times the goals of the meeting aren’t well defined – it appears as if someone is attempting to fill timeslots so that everyone is engaged for two or three days, but with no cohesive message or desired outcome.

While there may be multiple priorities and objectives that the meeting is attempting to accomplish, it is very important to consider which of the numerous objectives are realistic and attainable in a relatively short period of time. To assist with this prioritization, here is a helpful memory device: M.E.E.T.I.N.G.S.

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Tags: Sales Management

When Sales Coaching is Most Effective

Posted by Norman Behar

If you want to maximize the performance of your sales team, there is almost universal agreement that you must master the skill of Sales Coaching. This makes sense because sales coaching provides the greatest point of leverage when it comes to improving sales team effectiveness. 

Even a small improvement in quota attainment can make a huge difference when you multiply that by 7 – 10 sales reps (the typical number of direct reports for a sales manager).

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Tags: Sales Coaching

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