The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
When you see a sales rep struggling month after month, and missing target after target, it’s enough to make any sales leader uneasy.
The problem is most leaders handle poor performers the wrong way. There’s a tendency to have “tough conversations” or attempt to punish them into higher performance. Some leaders even give poor performers the “cold shoulder” and allow a rep’s professional performance to seep into their personal behavior towards them. These are all things that are extremely counterproductive and more often than not, contribute to more negativity and even worse performance.
Are your “standard procedures” disconnecting and disengaging your customers?
Want to drastically increase sales in your organization? Pick up your copy of Nonstop Sales Boom.
It was a pleasure to again talk to and gain Alan Weiss’s valuable insights. Million Dollar Maverick is out now, and Alan is talking all about being a Maverick in the speaking industry. Tune in to his eye-opening ideas and thoughts!
I travel for a living (it seems) and for the last two years I have been avoiding the US Connections area at Pearson airport like the plague. Why? To sum it up quickly, it’s been a mess! Small cramped facilities, confusing steps that were not well communicated, multiple procedures that triplicated tasks, insufficient capacity for Global Entry, and machines that were constantly broken or out of order.
Plus, mixing connecting and non connecting passengers meant the passenger loads were too high to process everyone in time to make flights. My last fight was delayed an hour simply because the system could not get everyone through security and customs on time. Not cool.
Today, that all changed.
The new procedures show excellent promise:
I spent the week with two teams of top performing sales professionals this week. Although I suspect that some of them will fall out of that position before too long. Here are my observations:
- Buying behaviour has changed. This is not good or bad; helpful or hurtful. It just is. Ignoring the changes in your market will not make them go away. You must adapt to continue thriving.
- Top performers are intimate with their numbers. They know their conversion ratios between lead to opportunity and opportunity to close.
- An opportunity is only a opportunity when you AND the prospect think it’s one.
- The best performers participate fully in workshops. They ask questions, challenge each other and provide examples. The poorest performers (and the ones who need the workshop the most) set quietly and do nothing.
- If you can’t get the sale, secure the next step.
- Excellent prospecting creates excellent sales results. Master this skill.
- Sales Acceleration = Lead Quantity*Pipeline Velocity.
- The chances of a serial killer lurking in your LinkedIn feed is a preposterous reason not to accept a connection (and one I heard this week). How can you expect to grow your business if you don’t add new people to your network?
- If you fly for business, and don’t have TSA pre you don’t value your time.
- Business buyers are informed by the way they make decisions as consumers.
- An airport shop that sells hair care/skin care products and does not offer them in travel size is doomed for failure.
Happy May everyone! Enjoy your first long weekend of the summer.