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HOW TO [FAR MORE ACCURATELY] MEASURE YOUR SOCIAL SELLING

Measurement_367_shadowWe tend to overvalue the things we can measure and undervalue the things we cannot.

I’d like to tell you I was the first person to say those words, but that attribution should go to author John Hayes.

This is generally true, right? Sure, there are exceptions, but some of the most important things in life simply cannot be accurately measured:

  • Love (and other emotions)
  • Peace
  • Happiness
  • Commitment

In sales, some of the most important key performance indicators can also be difficult to measure, because some buyers are quite skilled in playing things close to the vest:

  • Belief
  • Trust
  • Satisfaction
  • Commitment
  • Interest

With that said, how are you currently measuring the effectiveness of your social selling activities?

Some of you just answered by thinking something along the lines of: “We’re not,” or “We don’t know how to do that.” Still others just thought: “Yeah, we’ve already got that covered.”

Let’s see how you’re really doing.

As per my role here with this blog, I’ve found an extremely helpful resource to assist you in measuring your social selling efforts to a greater degree…or, perhaps for the first time.

Social selling advocate Amar Sheth (@AmarSheth) recently wrote this valuable blog post, for the Sales For Life Blog (@mysales4life), titled: “12 Valuable Metrics For Measuring Social Selling Success.”

In the post, Sheth helps take us beyond the measurement of pipeline and revenue as primary indicators. There are metrics which should be tracked earlier in the process.

Here’s the big idea of this post:

Follow the prescriptive process below to understand how learning impacts sales goals.

So what exactly does Sheth mean by that? The author breaks down the metrics into groups, including:

  • Leading Indicators
  • Current Indicators
  • Lagging Indicators

Here’s how Sheth describes “Leading Indicators”:

Leading indicators describe your learning behaviour regardless of how you decide to learn Social Selling (e.g. self-teaching, on demand videos, workshops, etc.). Depending on the learning tools and resources that you decide to use, metrics will change. Take a look at some of the elements that can be tracked and measured.

To understand what the other two groups of indicators are, as well as to read through the specific metrics for all three groups, take a few minutes to read Sheth’s blog post.

[Reading Time For Sheth’s Post: 3:00 minutes]


QUESTION ::: After reading the post I’m featuring today, what was your biggest “Aha!” moment?

Let’s talk about it…

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IS THERE ROOM FOR INTROVERTS IN SALES?

Introvert_355_shadowFirst off, introverts are terrible at sales.

I’m not sure if you believe that. But I don’t.

I’ve worked in our industry for enough decades to have seen how well some introverts can sell, and sometimes in ways I didn’t expect.

There were a number of times when an introverted colleague would show me how to sell in a new way I hadn’t considered before then.

A lot of light bulb moments in my career were powered by introverts who crossed my path.

[That unexpected dichotomy brings to mind the writing and speaking of The Freak Factor author David Rendall who is quite adept in proving the power of flaunting our weaknesses…but, that’s for a different blog post to be written on another day.]

There are a lot of myths out there about the ability of introverts to be able to thrive in the world of sales. Fortunately, I discovered a myth buster last week and I want to tell you about him and his work.

Sales coach, mentor and author Alen Mayer (@mayeralen) has a good collection of posts about and for introverts in the selling game. That’s what I’m telling you about today.

Introverts take a more gentle approach – they listen deeply to the customer’s concerns. They internalize the customer’s needs, and immediately start problem-solving in their heads – “How can my product or service solve your problem?”

They take the time to build a trust relationship with the customer and whether they make the sale or not (they usually do because of this relationship) the customer walks away thinking, “this person cares about me.”

My favorite resources in this valuable set of posts are the Myths. Here are just a few myths Mayer busts for us:

Although I wasn’t able to locate a single page with all of this myth busting posts, I encourage you to dig into Mayer’s resources.

Because Mayer understands various aspects of introversion, he also helps sellers effectively sell to introverted buyers. Don’t miss posts on this important topic, such as this one.

You can learn more about Mayer here. He’s also written helpful resources beyond the topic of introversion, so see what you can learn from him today.


QUESTION :::
 If you’re an introvert in the sales industry, what’ve you learned that you would like to pass on to other introverts in the field of sales?

Let’s talk about it…

Read more »

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WINNING SALES PROFESSIONALS ALWAYS DO THESE THINGS ::: FSG LINKS

Winner_3_-_366_shadowFRIDAY SALES GROWTH LINKS

This week, we’ll work on growing you into more of a winner in everything you do. Most of these traits are applicable beyond your sales career, so look for opportunities in the links below to grow into more of a winning person…who works in sales.

Return to this blog daily, especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

WINNING SALES PROFESSIONALS ALWAYS DO THESE THINGS :::

Dan_Waldschmidt_small_shadow-1Dan Waldschmidt’s Blog
9 Surprising Lessons You Can Learn From Winners
Leader of “The Edgy Empire” (@GetEdgy), Dan Waldschmidt (@DanWaldo), writes a blog which has been named by The Wall Street Journal as one of the top 7 sales blogs “anywhere on the internet.” This post lives up to that prestigious designation.

KEY QUOTE: “Winners refuse to go through the motions on anything they’re doing right now that isn’t helping them get to where they want to be. When you realize something is a waste of time cut it off completely, immediately.”

You can check out a longer list of 29 lessons from Dan here#neverstopwinning

[Reading Time: 1:30 minutes]

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Mark_Hunter_small_shadowThe Sales Hunter Blog
10 Things Top Performing Salespeople Do Regularly
Author, keynote speaker and award-winning blogger Mark Hunter (@TheSalesHunter) gives us this helpful top 10 list of the patterns or traits we all should be sure to consistently include into our work days.

KEY QUOTE: “This list leaves me with one conclusion. The only thing holding back any salesperson from becoming a top performer is themselves.”

Some of these will take more discipline than others to develop into traits, but they’re worth the effort. #neverstopimproving

[Reading Time: 1:30 minutes]

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Keenan_small_shadowA Sales Guy Blog

An Unexpected Trait of The Truly Successful
CEO, keynote speaker [and professional ski instructor] Keenan (@keenan) doesn’t pull punches in his consulting, writing or speaking gigs. It’s helped set him apart. This thoughtful post features Keenan’s observant side as he shares how each of us can benefit from a common trait he’s found in successful people from all walks of life.

KEY QUOTE: “I was extremely impressed with her humility and commitment to learning from every interaction and apply those learnings moving forward. It’s her humility and commitment to learning as she goes and ultimately applying the learnings that will make her successful.”

Do you possess this valuable trait? If not, begin developing it today…then, apply what you learn. #neverstoplearning

[Reading Time: 2:00 minutes]

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Colleen_Francis_150x150-1Engage Selling Blog
The King of Sales Skills
Founder and president Engage Selling Solutions Colleen Francis (@EngageColleen) is a sales veteran with more than 20 years of experience. This video sales tip is about what successful sales teams constantly do to remain strong and growing.

KEY QUOTE: “Sales leaders are often asking me, ‘What’s the one skill that my team needs to get better at that’s gonna make a huge difference in whether we hit or don’t hit our goals this year?’ And I believe it’s ‘Opportunity Creation.’ Notice I didn’t say prospecting or cold calling….”

You may believe you’re already doing this, but what would happen if you did it more effecticely? You likely have room for improvement. #neverstopcreating

[Viewing Time: 2:11 minutes]

>>  Read past Friday Sales Growth Links posts <<

 

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THE ONLY SALES POST ABOUT STORYTELLING YOU NEED TO READ

Doctor_354_shadowI was 10 years old when I came down with what my family believed was the flu. Later that weekend they found me in the corner of my bed tightened into the fetal condition and unresponsive.

The doctors quickly determined that my comatose body had contracted bacterial spinal meningitis and that I likely would not live more than a couple more days.

I woke from the coma four days later, to the surprise of the entire medical team, and a funny thing happened at the hospital a week later.

It was almost Christmas, and so I asked my father if he really would buy me any game I wanted since I woke from my “sleep.” It was something he told me while I was still in day three of my coma.

In sales, sometimes you may not believe your buyer is taking in your words with consideration, and truthfully sometimes they aren’t, but there is often more going on in their head than we can see. So trust in yourself, even when what you see is causing you concern. Remember what’s worked and work it.

Yes often starts off looking a lot like a No.

I told you this story to make two points:

  1. Well-Built Stories Are Powerful: They’re far more powerful than simply talking about a list of your product’s or service’s features or benefits.
  2. Storytelling Speeds Growth In Business Relationships: You can deepen the relationship in a shorter amount of time with relevant, powerful stories.

YOU ALREADY KNEW THIS?
You’ve heard this before, about the power of storytelling in sales, but do you really know the science behind it?

Once you do understand it, you’ll become much better at it because there will no longer be any doubt about how much we as humans are built to seek, enjoy and respond to stories.

I found, last week, what I can easily say is the deepest dive into the science of storytelling, as it directly relates to selling, I’ve ever read. And, if you have any interest in this subject at all, you’ll enjoy learning more about storytelling from it as well.

Founder of Vesper (@meetvesper), pilot [and a fellow lover of French toast], Jimi Smoot (@jsfour), wrote a blog post titled: Stop Selling Features, Start Selling Stories: The Science Behind Story Telling And Why Selling With A Story Works.

It’s the only blog post about storytelling and sales you need to become absolutely convinced that stories are essential in the work we do.

“The difference between any particularly emotional story and a good marketing story is that a marketing story has a purpose” — Tim Halloran

I want to share with you elements of Smoot’s post so you know a little about what you’ll find in this important resource. The author shares the science behind:

  • Why Telling A Story Right Can Add To Your Credibility
  • How A Good Story Can Literally Shift a Customer’s Brain Chemistry
  • How Stories Transport Customers to New Worlds
  • Why Storytelling Can Squash the Skeptic In Your Customer
  • Why Stories Are Critical To Build Relationships

There are also two embedded videos you should definitely take the time to view.

Once you understand, and trust, this information, your colleagues will notice more confidence building in you. Your buyers will respond even more positively on a steady and consistent basis.

That will mean more sales for you. Read the post at Vesper Blog now.

Oh, and yes…my father was true to his word. I chose my game wisely [then I was given many more games and toys by my parents and others]. That year we enjoyed the very best Christmas together as a family we ever had.

[Reading Time of Smoot’s Post: 7:00 minutes]

 

QUESTION ::: What’s the best story you’ve used in gaining a sale?

Let’s talk about it…

Read more »

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HOW TO [REALLY] GROW AS A SALES PROFESSIONAL ::: FSG LINKS

Growth_349_shadowFRIDAY SALES GROWTH LINKS

I believe strongly that you need to work on growing yourself into a more well-rounded, confident and overall better and better version of who you are before you expect miracles from sales strategies and tactics alone.

Growing as a person, as you use a variety of selling practices, will help propel you above and beyond what those strategies and tactics could ever do for you alone.

This week, we’ll work on growing you as a person to help you get closer to turning into that sales professional you’ve always thought you could one day become.

Return to this blog daily, especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

HOW TO [REALLY] GROW AS A SALES PROFESSIONAL :::

Kim_Lachance_Shandrow_144x144Entrepreneur Magazine
10 Ways to Become a More Confident Person [Infographic]
Entrepreneur.com senior writer (@Entrepreneur) and tech journalist Kim Lachance Shandrow(@LaShandrow) offers this comprehensive guide to growing your confidence. You’ll need to put in some work to get there, but it’ll worth it.

KEY QUOTE: “Without getting too Stuart Smalley self-help hokey here, do yourself a favor and accept that you can one day wake up feeling strong, capable and confident. Ready to take on the world. But not without strutting outside of your comfort zone first and often.”

Personally, I grow in confidence most after trying new things and putting myself in new situations. What will you try first? #putyourselfoutthere

[Reading Time: 4:30 minutes]

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Justin_Bariso_144x144Inc. Magazine
An FBI Agent’s 5 Steps to Developing Mental Toughness
Author and the founder of Insight, Justin Bariso (@JustinJBariso), wrote this article for @Inc magazine this week. It’s an excellent opportunity to learn from those needing mental toughness in a completely different industry.

KEY QUOTE: “Mental toughness. It’s the ability to push through difficult (and even painful) situations while maintaining peak performance. It’s what separates the elite from the above average, and is only gained through training and hard work. For entrepreneurs and business owners, it means having the grit you need to get through the hard times, and the presence of mind to avoid getting caught up in the good times.”

You’ll only benefit from developing a greater degree of mental toughness. #betougherthanthem

[Reading Time: 4:00 minutes]

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David_Berezin_144x144CloserIQ Blog
6 Scientific Tips for Being a Better Salesperson
Freelance writer David Berezin (@DavidB_NY) wrote this blog post for @CloserIQ back in June and I wanted to make sure you didn’t miss it. Each tips comes from very credible scientific research sources.

KEY QUOTE: “…the Harvard Business Review surveyed customers about their biggest grievances with salespeople. Of the people surveyed, 26% said their biggest grievance was salespeople not following their companies’ buying process. This shows the importance of adapting your pitches to the way your customers and their companies make decisions.”

There’s something to be said for going with your gut, but take note of what research continues to tell us. #improveyourselftoday

[Reading Time: 2:00 minutes]

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Lindsay_Kolowich_144x144HubSpot Sales Blog
7 Handy Tips to Stay Motivated at Work [Infographic]
Lead writer of the @HubSpot marketing blog, Lindsay Kolowich (@lkolo25), found an especially valuable infographic last week you’ll surely find helpful in growing you as a person and as a sales professional in your sales career.

KEY QUOTE: “Motivation. It’s the difference between getting things done and remaining horizontal on a Netflix binge. If you’re feeling a bit ‘meh,’ here’s how to kick yourself out of it.”

This resource is especially practical. Don’t miss it. #getthingsdone

[Reading Time: 3:30 minutes]

>>  Read past Friday Sales Growth Links posts <<

 

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HOW TO AVOID A SALES STRATEGY #FAIL

Fail_3_-_351_shadowWhile no sales strategy works every time, there are certainly many tried-and-true methodologies. Still, what works for one sales team doesn’t always work for another – but why is that?

If the strategy itself is sound, and has proven to be successful – what makes it work for one office (sales team), while it ultimately fails for another?

The answer doesn’t lie in the sales strategy, itself – it lies in the execution. Regardless of the quality or feasibility of the strategy itself, if your team fails to put it into action (or worse – executes it incorrectly) you won’t experience a lasting impact from its implementation.

The truth of the matter is, many sales managers look to a quick-fix solution when seeking new methods for boosting sales – but few of them pause to take the time to really consider the methodology or reasoning behind the strategy.

Additionally, if your sales manager can’t articulate the importance of action, or why this approach to it is desirable, the likelihood that your sales reps will carry the new approach into the future is virtually nil.

If you’d like to ensure that your newest sales strategy lives beyond inception, and grows to become a successful strategic approach, just follow these important guidelines:

  1. Communicate your plan. Be sure that your sales team understands what is needed to put your approach into action – and that they have the tools, information, and resources they need to do so. By communicating your sales strategy effectively, you’ll eliminate the false assumptions which might trip you up, in the long run – and ensure that everyone is on the same page!
  2. Rally your team. After communicating your plan, ask for feedback from your sales reps. They are the ones in the midst of the action, so you’ll need to ensure that they are onboard. Ask for their commitment, let them know that you are available to address concerns, and help them set realistic and achievable goals which align with your sales strategy. By rallying them to the cause, and asking them to support your new focus as a team, you’ll promote its success.
  3. Measure your results.  Create a schedule for monitoring progress, and stick to it. Regular check-ins with your sales team will help them feel supported, and help you measure their results. Hold your team accountable for meeting their sales goals, and provide coaching opportunities for those who may be struggling. By monitoring the implementation and success of your strategy, you’ll gain important insight into its overall impact on your sales.
  4. Provide appropriate compensation. Sales reps respond best when incentivized, so offer compensation which is commensurate with the strategy, and you’ll find they transition smoothly. Make sure you structure commissions in a way which promotes the adoption of your new sales strategy, and offers tangible rewards to those who perform appropriately.

Though introducing your new sales strategy with these steps may take a bit more time, initially, a careful approach to implementation will save you serious time and effort, in the long run.

By ensuring that your sales team is on board and dedicated to action, you’ll help them launch your plan with the understanding and confidence they need to be successful!

For more information on discovering more selling time, improving your sales strategy, increasing your odds of successful closing – please contact me today: karl.gustafson@SalesFitRx.com  |  602-427-2399

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STRATEGIC SALES TEAM MOTIVATION FOR SALES MANAGERS

Cheerleaders_355_shadowAs a sales manager, we both know you need to effectively motivate your sales team, but you shouldn’t be shaking a pair of pompons to get the job done.

There are so many stories in our industry of well-intentioned sales managers, who had no idea how to strategically motivate the individuals in their sales team, and more or less used painfully bad cheerleading efforts in an attempt to rally the troops.

You’ve probably experienced that, as I have, and cringed the entire time as the show wouldn’t seem to end.

I was reading an article this week on the topic of sales team motivation, and I appreciated the approach the author used to help sales managers grow in this area of sales management.

Sales trainer,  neuro-linguistic programming (NLP) expert and keynote speaker Leigh Ashton (@nlpsalessuccess) wrote a post this week for Sales Initiative’s Toolbox (@SI_SalesUK ) titled: “Your Sales Team: A Motivation Check List.”

I believe you’ll find it helpful as well.

Ashton begins with a set of diagnostic questions:

  • Does every member of your team know where they fit in to the bigger company objectives?
  • Do you know the higher purpose of each of your team?
  • Are your sales peoples’ targets realistic bearing in mind your industry’s current market conditions?
  • Do your team members only very occasionally contact you for guidance?
  • Do you know the “meta-programmes” of each of your team?

A higher amount of answers of “yes” points toward your team likely being more motivated.

The rest of the post goes on to unpack each of those questions, including additional questions to give you a more comprehensive understanding of your sales team. Read through each of them, they’re brief, and see what you can use for your own team.

MONEY
As much as money can help motivate an individual, it’s not solely as effective as you may believe:

“Most meaningful research suggests money is only ever an effective motivator in the short term. And that’s usually always confirmed whenever I dig below the surface at the companies I train and when I talk to sales directors and sales teams generally.”

Read Ashton’s post now.

[Reading Time of the Sales Initiative Post: 3:00 minutes]


QUESTION:
 What forms of motivation have you used, with success, as a sales manager?

Let’s talk about it…

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HOW SALES REPS NEED TO USE CONTENT MARKETING

Sales_Funnel_2_-_329_shadowIt’s time to slowly put down that piece of content before you hurt yourself or someone else.

Unless you just entered the sales industry from school in the past 3-4 years, you very likely didn’t have any formal instruction in how to effectively use various forms of content to lead your prospects through the sales funnel. At least, not under the name of “social selling.”

I’m not talking about traditional “sales collateral” such as sell sheets and brouchures.

You’re not alone in our industry if you’ve had to learn as you go, making more than a few mistakes along the way.

According to HubSpot, content marketing generates 3x as many leads as outbound marketing.

If you’re not seeing that kind of ROI on your content marketing campaigns, compared to your outbound efforts, then perhaps you need to tweak your process a bit.

I’ve stated it before that my role with this blog is to focus primarily on locating truly helpful resources from others in the sales industry so you can grow in your career without needing to find it all yourself.

Today is no exception in that quest.

Last November, one of the bloggers (“Mark”) for the @trapit Blog wrote a post titled, “What Your Sales Team Needs to Know about Content Marketing.” I remembered it last week, for a couple of reasons, and I want to tell you about it.

The post, as a whole, is one of the better posts you’ll read on the subject because of its practicality. It’s both helpful and useful without any filler or fluff. Here’s why it was so memorable to me.

The first reason why I remembered this post, nearly a year after it first appeared on Trap!t’s site, is because of the content under the header: Content and the Sales Funnel.

That section discusses:

  • TOFU (no, not that cubed non-meat food product)
  • MOFU
  • BOFU

Yep. We’re talking about the sales funnel.

What you get with this section of the post is clear direction about which specific types of content are consistently effective for leading buyers through each stage of the funnel.

The second reason why this post was so memorable is the pair of downloadable templates. Each one gives you what you need to accomplish an important step in determining the right content for the right person at the right time…without anything extra to muddy the waters.

  • The First Template is Related to Buyer Personas (to make sure you’re getting that part right): See if your current personas answer the questions posed in the template. If not, consider adding that information to your current personas.
  • The Second Template Is Related to Mapping the Content: The template is extremely simple in form, but it’s what’s necessary for sales pros who aren’t accurately mapping the right content [leading to unnecessary frustration over consistently ineffective content drip efforts].

One Last Thought: This kind of content may not have been created by your company. The right piece of content from a credible third-party source will often work even better than what can easily be seen as self-serving. Someone else’s stats, research findings, case study, video, blog post, article or infographic can be content marketing gold if it’s correctly mapped to the right persona.

Go ahead and read this important resource now.

[Reading Time For Trap!t’s Post: 4:00 minutes]

 

QUESTION ::: Have you been happy with the results of your content marketing campaigns so far? If so, what’s worked? If not, what do you believe is the problem?

Let’s talk about it…

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THE ESSENTIAL SALES TEAM MANAGEMENT CHECKLIST

Checklist_2_-_350_shadowSales Managers: Are you minding [all of] your P’s and Q’s?

Regardless of the structure of your sales team or organization, as a manager, the responsibility for inspiring and motivating your team falls to you.

Your role is critical in the creation and maintenance of a healthy sales environment – and sometimes, just a small shift in your management style or strategy can make a huge difference.

At SalesFitRx, we’ve given a lot of thought to effective sales team management – and we’ve come up with some suggestions, a checklist, for self-improvement which will help you hone your managerial skills, and become a better team leader.

Although these sales management aspects aren’t new to you, it’s important to take a step back from time-to-time to review what you’re doing, as well as what you may not be doing:

  1. Practice good follow-up. It’s something you encourage your staff to do – but do you practice it yourself? Ask your sales team for feedback on coaching, training, or team meetings – ask them if the information presented was useful and applicable to their experiences, or if they have any suggestions for improvement. You may be surprised at just how important these discussions can be to the overall health of your team.
  2. Keep learning. Effective sales team management stresses continual development of skills – but do you place any emphasis on your own training? Continue your professional development by attending coaching courses, management seminars, and communication classes, and you’ll find your improved skills are a positive contribution to your team.
  3. Set clear goals. Goals aren’t just for your sales team! Setting managerial goals is important, and creating measurable milestones will not only help you hold yourself accountable for your team’s development, it’ll keep you on track for creating a team of balanced, well-adjusted sales professionals.
  4. Be a great resource. Great sales team management means sharing your best practices, successes, and expertise with your reps. Let them know that you are knowledgeable and accessible, and that they can come to you with questions, challenges, or to receive qualified advice. And don’t be afraid to refer them to outside resources, in those cases where you don’t have all the answers!
  5. Hone your communication skills.  Do some research regarding learning types, and communication styles. Are you presenting information in a way everyone on your team can connect to? By honing your own communication skills, you’ll improve your overall approach to sales team management, and create an environment of inclusion.
  6. Focus on the positive. Emphasize the successes and achievements of your staff, and go out of your way to offer encouragement to those who are struggling. Adjusting your focus to reinforce the positive can be challenging, but a little appreciation and support can go a long way towards the development of a strong, resilient team.
  7. Become an excellent mediator. Effective sales team management includes the ability to rise above any conflict. When your team is squabbling or experiencing negative morale, address it immediately and diplomatically. Get to the root of your team’s concerns, and use your mediation skills to diffuse any negative interaction.
  8. Be a dedicated observer. Pay attention to the dynamics of your sales team, and keep an eye out for areas of potential improvement. Careful observation will help you hone your sales team management strategy, prioritize action, and offer valuable insight into team dynamics.
  9. Be trustworthy. Without an established relationship of trust, your leadership and guidance mean nothing. To build solid relationships, your team needs to know they can rely on you to act with honesty and integrity – so be trustworthy, and you’ll gain their respect.
  10. Practice accountability. Ensuring that you are following guidelines, policies, and instructions you’ve outlined for your staff isn’t just good sales team management, it will also help you understand the obstacles and challenges your team faces, and provide valuable insight on overcoming those obstacles. By accepting responsibility for your actions, and owning the results, you’ll also encourage your sales team to do the same.

Effective sales team management isn’t just about what you say, it’s about what you do – and the best way to lead is through example.

By focusing your sights on the self-improvement tactics which make you a better leader, you’ll hone your managerial skills, inspire your sales team, and improve overall morale – ensuring a more healthy and successful approach to accomplishing your organization’s sales goals.

For more information on how SalesFitRx can help your organization find more selling time, streamline the sales process, and improve your sales team management strategy – contact me today: karl.gustafson@SalesFitRx.com  |  602-427-2399

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BEST PRACTICES FOR [EXCEPTIONAL] SALES PROFESSIONALS ::: FSG LINKS

Boy_-_Success_355_shadowLately, I’ve been grouping my Friday list of links under a certain topic or focus. But this week’s links are helpful for sales professionals of all experience levels.

Return to this blog daily, especially every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career.

Be sure to bookmark and explore our Friday Sales Growth Links archives as well.

BEST PRACTICES FOR [EXCEPTIONAL] SALES PROFESSIONALS :::

Chris_Westfall_139x139Millennial CEO Blog
Five Ways to Stop Giving In, and Get What You Want
National elevator pitch champion and author Chris Westfall (@westfallonline) wrote a guest blog post for the @millennialceo blog. In it, he targets 5 issues and 5 corresponding actions to get what you want…whatever it is that you really want.

KEY QUOTE: “Persuasion and influence are the cornerstones of leadership, a leadership that exists at any level. If you want to move forward in your life, your relationships and your career, you’ve got to be able to persuade and influence others.”

This one is challenging and inspiring. Don’t miss what Westfall has to say, then think about applying it to your life and work. #getafterit

[Reading Time: 6:00 minutes]

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Geoffrey_James_141x140Inc. Magazine
10 Ways to Write Better Sales Emails
Professional speaker, award-winning sales blogger and author Geoffrey James (@Sales_Source for @Inc) penned this post that goes deeper into this topic than most. It was actually crowdsourced from his email subscribers. It’s a fairly common subject to see in posts in our industry, but James approaches it in some very effective ways.

KEY QUOTE: “Customers don’t want to read an analysis of their business and the state of their industry. They want to know why talking with you is worth their precious time, so get to that part as quickly as possible.”

James tells us what the wrong and right things are to do or not do for each of the 10 recommended areas of focus. #usethesetipstoday

[Reading Time: 4:30 minutes]

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Salesforce_146_shadowSalesforce Canada Blog
[Infographic] Simple Tips to Become the Most Productive Salesperson Ever
The bloggers at the Salesforce Canada Blog are highlighting this infographic, created by @salesforce, in this post. It offers a set of researched recommendations that’s above-and-beyond what you often find in infographics. It’s really good advice to help you stay as productive as possible.

KEY QUOTE:

Salesforce_infographic_401_shadow

Put some of these into practice today…and see what happens#gettingthingsdone

[Reading Time: 5:00 minutes]

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Ago_Cluytens_143x140_shadowAgo Cluytens’ YouTube Channel
5 Tested Ways To Reduce Stress And Work Better
Practice Director EMEA @RAINSellingAgo Cluytens (@Acluytens), wrote this blog post a few years ago but the expert advice still stands today.

KEY QUOTE: “This reduces my personal stress at work by allowing me to record every single task that pops into my head in the appropriate category, and tackle it when I choose to (note the word “choose”). The result ? I stopped stressing about ‘I need to do …’ and every single week/day I know exactly what I need to get done.”

Keep an eye on the rest of his blog posts here#workbetter

[Reading Time: 2:30 minutes]

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