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1). 5 Keys to Building a Dynamic Self-Management Sales System 1) Identify Your Essential Competencies and Performance Metrics If I asked you to list all the essential competencies that YOU are in control of - the ones that are absolutely critical for you to be successful in your sales position…could you do it? For example… Essential Competency or not? " Conv... 2). 5 Tips for Finding Your Core Competencies 1) Is it an essential component to your sales mission or just an ingredient in the recipe? List 10 actions, routines or tasks that are part of your sales day and considered essential components of your sales process. Now, ask yourself. How many of these are essential components to my sales mission are just ingredients in t... 3). 6 Danger Signs You May Be Headed to Micro-Management 1) Do you monitor and manage tasks or do you identify and train to essential competencies? Do you want to know the big difference between due diligence and a core competency? Here's a classic example: Collecting 50 business cards per day is an act of data procurement, while training to a 60% conversation to ap... 4). Characteristics of a True Sales Leader In the average sales organization, successful sales reps get promoted to managers. These "new" sales managers are suddenly tasked with leadership and training. In these situations, there is one common liability. The salesperson's biggest strength now becomes the sales manager's biggest weakness in leading a team. Typically, top sales reps don't dia... 5). Fishy Salespeople? How to Finally Stop Handing Out FREE Fish to Your Sales People Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices and ask for help? Maybe they needed the old veteran to come in and nail down the close. Well, we all know you just can't do that any more. Sure, that would put a few more sales in the win column (in the ... 6). How to Recognize Your ‘True’ Sales Performance Competencies Let’s first define what we mean by a “core competency.” We will then introduce the 3 Core Competencies, and spend our time understanding how they can dramatically increase your success. The term Core Competencies refers to those essential elements in the sales process that most directly impact your success. These elements are controlla... 7). How to Sell Your CFO on Sales Training Ask any CFO what their first impression is when they hear the words ‘Sales Training’ and they might communicate back their ‘Real world’ vocabulary of ‘un-accountable’ and ‘un-measurable’. Simply put, they know they’re wasting at least half their sales training budget dollars; the problem is they don’t know which half. And from a sales manage... 8). Magic Number Calculator - A Diagnostic Approach to Sales Performance We discussed the most overlooked Key Performance Indicator is the "magic number," which refers to how many new appointments a sales rep must generate each week in order to achieve their revenue goal. In early 2000 I walked into a VP of Sales mission with a sales organization consisting of 120 reps spread out over 12 sales regions. They were running... 9). Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement Your sales day, week and month are full of scenarios. Each one is unique as to how, when and why they occur. But what's not unique is how often they occur in similar situations, similar prospect titles of contact and similar companies by industry. For example... Why do sales cycles get so drawn out, causing cl... 10). Sales Prospecting and a Targeted Selection Process What’s a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to understand who you are calling on and why you have chosen them. It can be as simple as choosing an industry, picking a company name out of the yellow pages, und... 11). Stop Pointing at Me! Which Way Do You Point Your Accountability Finger? There are two kinds of people when it comes to accountability. •Those who point their index fingers outward •Those who point their index fingers inward We all know too well that most people are quick to blame others and slow to take responsibility. They make excuses or tell a long-winded story about what went wrong and why... 12). The 10 Most Important "To-Do's" of Any Successful Salesperson 1) Define your Target Market 3 questions that set you up for success (or failure) 1) Who do I call on? 2) What do I call on? 3) Why should I call them? Here's why: 1) Your average revenue per account is directly proportional to what companies you decide to call on. 2) The... 13). What a Nice Thing to Say; How to Give Daily Feedback for Sales Performance Improvement Remember the first time you walked into your sales office? How did it FEEL to you? Was it buzzing, energetic and upbeat? Did you sense a spirit of positive competitiveness? Or, did you notice that the air had a weight of negativity to it? Did you suspect a lack of joy or camaraderie? Maybe you recognized that the positive vibrations we... 14). What to Do When You Hit the Invisible Sales Revenue Ceiling Have you ever hit a level of revenue that you just couldn't seem to break through? If you have, then you know how frustrating it can feel. You may even spike above this ceiling periodically. But, like water seeking its own level, your revenue results seek a sub-par level. I once walked into a situation much li... 15). What's Your Magic Number? The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have you identified the KPIs in your sales process? A good KPI ... 16). What’s the Objective of Your 1st Sales Appointment? Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not. And with a pre-defined objective to your 1st appointment you can (1) set a realistic benchmark of success and (2) measure the outcome. It becomes p...