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How to Build a Successful Sales Team

High Performance Sales Team Tyson Group

In a previous post, we briefly talked about taking a Moneyball approach to sales. We looked at the sales competencies that are present in a successful sales team. And we looked at finding the right salespeople with the right skills to match our market strategy and the business environment

The current coronavirus crisis won’t last forever. We know that from experience. But we also know that events like these will have a long-lasting impact on the business environment. The question is, do you have the right people in place in your business to navigate these troubled waters? And will they support your market strategy not just in the current crisis, but in the aftermath once the crisis has passed? 

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Training Industry Recognizes Tyson Group for Its Unique Strengths

Training Industry's 2020 Top Sales Training Companies

There’s no doubt that we’re in the middle of some tough times – a raging pandemic, a downturned economy, rising unemployment…  Yes, we can all agree that times aren’t the best right now. 

But speaking as someone who has served as a salesperson, sales coach, sales manager, and CEO, I can say that we’ve faced tough times before. And to get through the dark times, we do two things. First, we focus on what we can control and change it for the better. And second, we highlight our accomplishments to carry us to better times.  As I’ve coached my team through the years, acknowledge the situation. But work to change what’s in your control and celebrate your victories when they happen.

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Sales Leadership During Times of Uncertainty

Sales Leadership In Times of Uncertainty

In the original version of the Magnificent Seven, Yul Brenner and Steve McQeen spend the opening scenes recruiting men to, “shoo some flies away from a little village.” In one scene, they come across Robert Vaughn who is on the run and now looking for work. When Vaughn agrees to join the team, Brenner holds up seven fingers indicating that they now have seven men on the team. McQueen, however, waves his hand as if to say, “hold on.” He has reservations about Vaughn. That’s when Brenner says, “No. No. He’s a good gun. And where we’re going is no church social.”

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How to Drive Sales in the Face of Business Uncertainty

driving sales in times of business uncertainty

One of the things that I talk to sales leaders about is the difference between a thermometer and a thermostat. A thermostat can set the temperature and manipulate the climate to get to the desired temperature. A thermometer can only take the temperature. With the business uncertainty in today’s climate, we can only take the temperature and react minute-by-minute to this uncertainty.

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The Most Important Rule You Need to Know When Opening a Sales Call

when opening a sales call use the Affinity Rule

When I started assembling my current crew, my current Vice President told me a remarkable story about opening a sales call, displaying exceptional sales acumen for someone who was just starting her sales career.

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Presentation Delivery Secrets You Need to Know to Support Your Salespeople

outstanding presentation delivery secrets from Tyson Group

Looking for ways to boost the performance of your sales team?  Want to give your crew some easy wins? Here’s how you can coach your team in their sales presentation delivery that will have a big impact on their closing rates.

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Tyson Group Noted as a Finalist for This Year’s Stevie Awards

Stevie Awards Logo

Last week, I found out that Tyson Group is a finalist for the 2020 Stevie Awards for Sales and Customer Service in the solution provider category of Sales Consulting Practice of the Year. I’m honored that our group has received this recognition, especially with the caliber of organizations in the running.

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5 Sales Leadership Secrets That Will Put You at the Head of the Pack

sales leadership involves planning, resource management, and strategic thinking

I think we can all agree that being a topflight sales rep or account manager doesn’t automatically make you a candidate for sales management. I’ve seen plenty of cases where the people leading an organization took their top sales rep out of the field, where he or she was flourishing, and put them in a sales leadership role where they couldn’t use their favored skills. 

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Case Study Reveals Sales Training Ideas That Will Impact Your Bottom Line

Greg Kish, Vice President Sales & Service with Legends at LA Stadium & Entertainment District at Hollywood Park

Q:  Tell us about the work you do with Legends

Greg Kish of Legends on Tyson Group training

A:  Legends has been fortunate enough to partner on the most ambitious projects in the history of sports and entertainment. My role is being a steward of iconic brands to delivering on all revenue streams and ensure the financial success of the project. With that said, the most rewarding part is the opportunity to build a team of people and a culture that will have a lasting impact for our partners.

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