The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
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Do you turn your computer on each morning only to find a mountain of unread emails that need your attention?
Email overload is an epidemic in the workplace. Most salespeople that we poll tell us that they spend up to 40% of their day just managing email correspondence between clients and internal partners. If this sounds about right for you as well, let me put things into perspective. If you continue this trend throughout 2017 and work 5 days a week, you will spend 104 days next year in your email inbox.
If you manage a sales team of 10 people, that is almost 3 years of collective time in 2017 between your sales team that will be spent in an email inbox and not actually selling. If you manage a sales team of 100 people, well…you can do the math.
If there’s one habit that will make your sales team successful, it’s this one.
Ensure that each member of your team never ends their day without engaging in at least one activity to put new opportunities in the top end of the sales pipeline.
Certain members of your team might scoff at the idea of fitting yet another activity into their already hectic schedule, but this does not have to be a time consuming endeavor! All a rep must do is complete one of the following activities:
One of the biggest mistakes you can make is trying to sell to everyone that comes into your pipeline.
I know, it’s intuitive as a salesperson to sell as much as possible, but effective salespeople know how to pick and choose which prospects to sell to. They know the good from the bad.
The reality is, not every prospect is an ideal candidate for your product or service. The sooner you learn this important lesson, the sooner you can focus on the prospects that are ideal candidates for you to work with.
It’s one of the questions I receive the most often…how can a salesperson overcome those dreaded pricing objections?
It’s interesting that this comes up so often, because it seems to me that more often than not, most salespeople are looking at pricing objections from the wrong perspective. In fact, these common objections often have nothing at all to do with price! Let me explain.