The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
Do more: it’s an expectation imposed on sales reps constantly. Every year, quotas go up, KPIs get revised and the number of people that need to be served keeps climbing.
And…it’s happening in a selling market that’s changing faster than ever, and putting a lot of pressure on sellers.
When people are pressed, many are prone to make bad decisions: going overboard with sales work, often in a scattershot way, hoping something—anything—will hit their target.
They’re hitting and exceeding their targets with no signs of slowing down.
Should you even bother to coach your top sales performers?
This week, I had the pleasure of addressing 400 top Financial Services professionals at a national sales conference in Las Vegas.
In fact, the image embedded to this blog post is the “backstage” view I had before the audience starting piling into the room.
Here are the top 10 points from my keynote, they’re the strategies that work today:
Want to know the easiest way to lose control of the sales process?
Time and time again, I’ve seen salespeople hold off on presenting their price to a prospective client until the final written proposal. They don’t bring up pricing in person or before a written proposal is sent because they’re afraid to scare away their potential client. Ironically, by following this methodology, they end up scaring away the prospect anyway.