Could you or your team be missing the one key to being a top performer in sales? Are you interested in sales because you want to make more money? When I ask this question to a group, immediately everyone's arm shoots up. The truth is, wanting to be good at sales just to make more money isn't all it takes to be successful.
Learn MoreCould you be headed for a revenue crash? Here are six…often missed warning signs.
Here is a new interview with me and Lattice Engines on the power of referrals and cross selling.
In rethinking the sales process this way, every step of the process represents a set of tasks or activities that have to be complete in order to move the deal through the pipeline. It’s no longer the probability of close—a subjective opinion from the sales rep—but the percentage complete in the sales cycle—an objective statistic based on facts.
Too often when looking at a sales team’s success, managers only look at the actual sales (the closing of the business). Of course, this is important—but the sale is a lagging indicator. If you have no sales closing today, it indicates that your team has not been performing well for months. By the time you’re at the point of no business, you’re already well into trouble. In fact, you are at the point of no return.
Sales Leader Quote of the Day: Motivation
Sales people hear it all the time: “ABC. Always be closing.” But as a sales leader I’d recommend that you adopt a slightly different mantra for yourself: “ABR: Always be recruiting.”
