The Sales Leader
Cutting Edge Strategies for Sales Leaders by Colleen Francis
They’re not the enemy.
Stop hanging on to poor sales performers!
It’s becoming increasingly apparent to me that sales leaders hesitate far too much when it comes to getting rid of their dead weight. In fact, this is a common element I come across in many dysfunctional sales teams I observe.
Wondering if, perhaps, this is something you might be guilty of yourself?
Is your business experiencing wild swings in revenue?
This may surprise you, but relaying too much emphasis on closing business for your sales team is actually counterproductive to increasing your revenues.
What?! Let me explain.
Your sales team needs to know how to pivot.
Anyone can memorize a sales script – but it’s an essential skill for salespeople to be able to handle all elements of a real-world conversation, including those dreaded objections.
An unexpected answer, question or concern is no grounds for a sales rep to lose their composure. Their expectation should be to carry right on the with the conversation and pivot with another question.
No, a “deer in the headlights” look does not bode well with instilling confidence in a buyer’s mind.