The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
I’ve been giving a lot of thought to what makes a successful salesperson and I realize that one of the key components of all the top performers that I talk to is resilience. They are absolutely committed to keep going even in the face of adversity.
Trying to motivate a member of your sales team to break out of a sales slump?
No matter their skill level, ambition, and work ethic, even the best of salespeople go through a period where they create less than desirable results. And, if they stay in this pattern for too long, they tend to lose confidence in their own abilities and throw themselves even deeper into a negative spiral.
So, what’s the real secret behind helping your reps get back on track when they’re struggling? (more…)
Have you ever put together a sales strategy which you believed to be near flawless, only to see it fail in the long run?
In my years of consulting, I have rarely (and I mean rarely!) come across a seriously flawed sales strategy. However, I have come across many (and I mean many!) sales strategies which ultimately fail.
So, what’s the missing link? If most sales strategies are sound and concrete, why do so few of them make a lasting impact?
One of the things that I’ve noticed that really holds salespeople back is their inability to ask for the sale. Well, I shouldn’t say “inability” because everybody is able to ask for the sale, many of us are just not willing to. We fear rejection. You can be a great prospector and a great negotiator and you can handle all the objections, ask all the right questions but if you never ask for the sale, then you’re never going to get the sale.
It goes without saying, but sales can be one of the most stressful professions out there, period.
Your sales team is constantly feeling the pressure of hitting targets, keeping clients happy, ensuring the delivery of what was promised, and the list goes on. There can, as a result, be a natural tendency for sales professionals to “oversell” in an attempt to close more deals and hit their targets.