Encourage Sales Starters to Build a Strong Sales Team
Getting a two-way conversation going is crucial to increase sales effectiveness, and questions are a great way to do it. Let’s talk about Sales Starters. One time I was with one of my new hires, Ellen Valudes, at a meeting with a VP at Comcast. Sometimes pleasantries can take over a meeting, but Ellen is very gregarious and powerful communicator and I had coached her on that earlier.
Learn To See Through Your Prospect’s Eyes To Increase Sales Performance Metrics
When I had my call center, I remember fielding a question from a member of my inside sales team after she finished a call. She said, “I just got off the phone with a guy who said he didn’t have time to talk because he was in a meeting. That just doesn’t make sense to me! Why would a decision maker stop their meeting to take a call only to say, ‘I don’t have time to talk’?”
How Grit and Determination Underpin Sales Effectiveness
There’s an exercise I like to do with management teams and salespeople in which they list attributes that would make their replacements successful. “If you had to hire somebody for your job and would get a bonus of 20 percent of your salary, what are things you would hire on?” I ask. They make a list of twenty or thirty things. But it comes down to three broad categories. At least 60 percent of success is based on attitude—things like grit, endurance, and perseverance. Another 20 to 30 percent revolves around skills like goal-setting and communication. The rest comes down to knowledge of basic theories and education.
Adopt and Express Humility to Increase Sales Effectiveness
Are you the kind of sales leader who often thinks: “I’m constantly dealing with idiots”? I get it, sometimes it can feel like you’re working on an island managed by six-year-olds. With that perspective, however, it’s likely that not only prospects, but your sales team, will view your self-assured behaviors as arrogant, forceful, and incapable of admitting mistakes. Climbing the organizational ladder requires an extraordinary degree of self-belief, which up to a certain point is seen as inspirational. Yet the most-effective leaders are the ones who don’t seem to believe their own hype. Instead, they come across as humble.
Lance Tyson is an industry leader in sales training, development, and management. Selling is an Away Game is a must read for any sales professional, sales leader, or aspiring candidate in the industry.
Chief Revenue Officer, Tampa Bay Sports and Entertainment