Colleen’s Blog

Could your sales process use a little more assertiveness?

Far too many sales organizations focus only on the internal KPIs (the things that drive your performance): sales velocity, sales process, your funnel, your pipeline, the number of calls you make, the number of conversions you make, your closing ratio, or your average sales cycle. 

When sales leaders think about their sales teams and the success they're creating, they often think about, well, their sales!

It's easy to get "bogged down" by our daily tasks, calls, meetings, emails, coaching, and so on. But, in the midst of the never-ending list of "to-dos," don't forget to "information gather" and ask your sales team these questions:

Good help is hard to find? Not necessarily. A potentially untapped talent source may be right under your nose.

Creating and maintaining a high-growth, high-profit business in your marketplace—one where sellers, leaders, and customers all thrive—is essential. That’s why, for many years, I’ve advocated putting value-based selling at the centre of your work.

Some sellers (erroneously) believe that they should be attempting to sell to anyone and everyone. This is, counterintuitively to some, an excellent recipe to create a disaster.

It's easy to get wrapped up in shiny new prospecting methods or techniques. But, let's not forget about the basics in sales!

I want to highlight an important coaching technique that you should be practicing with every single one in your sales team: owning the story. What do I mean by that?

I’ve been talking a lot about the importance of having the right mindset for uncertain times. And for sellers and leaders alike, I regularly remind you why you must adapt, how you work, and how you connect with customers to survive and thrive in this fast-changing marketplace.