Today, I really want to focus on sales leaders for this strategy. Specifically, any sales leader who has a team who needs to set targets or an individual who sets their own targets such as a business owner or an individual contributor.
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Always be prospecting. Why do I say that? I can tell you that in 25 years of selling, I have never met a sales problem that can’t be solved without good prospecting skills.
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We’re approaching the end of first quarter for many salespeople and it’s a good time for us to take stock.
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Over the past 12 months, I have done some deep analysis of the sales pipeline, specifically looking for points of leverage that we can create more success with, as well as looking for any problem points that need to be fixed. Here's what I learned.
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Most sales reps are making a fundamental mistake when handling the pricing objection. They're always trying to get the buyer to make an apples-to-apples comparison on the pricing and that’s not what we want. We want the buyer to be faced with an apples-to-oranges comparison. Now, why do we want that?
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Recently, I was working with a client on some planning for their sales team. Specifically, we were creating action plans for every sales team members so that they would know how many calls, emails, meetings they need to take in a given day, week, month or year in order for them to hit their goal.
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It’s really common for people to set goals. In sales, if you don’t set goals yourself, you'll probably have someone setting them for you anyways.
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