SalesFitRx BLOG

Category posts

[RESEARCH] EXCEED YOUR SALES GOALS THROUGH THESE SMALL STEPS

Blog_-_Small_Steps_4-13-15_small_shadowThere are a lot of researchers out there researching a lot of things. Did you know there’s been quite a bit of research into why certain songs get stuck in your head more than others?

Those songs (a.k.a. earworms) have nothing to do with this post. I promise.

What I would like to share with you comes out of some helpful research performed at Wharton (“The Small Steps That Have a Big Impact on Achieving Goals“). Although this study is not about sales per se, there are some excellent elements we can extract and apply to the work we do in sales every day.

In the video embedded below, listen to Katherine Milkman discuss the examples of how using prompts [or nudging] and bundling can help you bring about new and healthy patterns in your life in relatively painless ways:

One of the key takeaways is explained well in this portion of the article:

The key takeaways are a number of tools that you can use to try to help yourself or help others follow through on their goals. One key takeaway is that whenever you want to help somebody follow through on a goal, one thing you should do is actually prompt them to think about exactly when and where and how they will accomplish that goal.
By prompting them to think through those things, even if they do it privately and don’t ever tell you their plans, you can help them reduce the likelihood that they will actually forget to follow through because now there is this cue embedded in their memory that is going to trigger the recollection, “Oh, this is when I’m supposed to … this is the moment I said I’d do it.

By scheduling these nudges, or when we assign reminders to specific objects or events, we can be far more effective in making positive changes in the work we do and in the life we live apart from the office.

The other takeaways are also worth reading and finding application moments in your life to bring about goal achievement at the office, at home or anywhere else you want to grow more into the person you’ve always desired to become.

QUESTION ::: What do you want to change in your life? Considering these finding, how can you plan small steps to change and grow in the right direction? …and what song is currently stuck in your head?

Let’s talk about it…

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

0

FRIDAY SALES GROWTH LINKS ::: TOP REPS, POST CALL TIPS & SALES TEAM BOOSTS

Team_Work_308_shadowThis week’s links cover what top sales reps do outside the office, what you need to do after a sales call and two resources to help you boost the overall strength of your sales team.

Come back and visit this blog every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career:

WHAT TO DO :::

The Peak Sales Blog
What Top Sales Reps Do Outside of the Office
Eliot Burdett (@eliotburdett with @peaksales) put together this clear understanding of 2 kinds of sales professionals. If you aren’t already in the group described as Top Performers, here’s a clear map on how to do what you need to do to get there.

KEY QUOTE: “…the top performing reps kept working while the majority of reps, come 5pm, would leave the office and not touch any work until 9am the following morning.

While unplugging at the end of the day isn’t necessarily a bad thing, I noticed the best reps were unique in the sense that they did at least one and usually all of these 5 things outside the office.”

Choose now. #whichoneisyou
[Reading/Listening Time: 1:30]

++++

Sales Performance Blog
5 Things to Do As Soon As You Hang Up a Sales Call
Justin Zappulla (with @janekpg) offers one way, which works for him, to begin a plan of making the most out of every call in order to improve your customer and prospect relationships as well as being more effective on the next call you make.

KEY QUOTE: Ultimately, it’s good business—and very satisfying—to have a post-call plan and be deliberate about carrying it out. It will not only help analyze the call you just hung up from, but will make your next call even more dialed in.

This is an intentional process requiring discipline, but it’s not a big commitment. You can do this. #getdialedin
[Reading/Listening Time: 2:00]

IMPROVE YOUR SALES TEAM :::

Sales Initiative Toolbox
12 Power Questions For Rapidly Improved Performance
René Vidal (@goalsexpert) offers some excellent diagnostic questions that get down to the heart of some sales performance issues you may already be facing.

KEY QUOTE: At the end of the day, personal and professional success belongs to those who start with a specific plan, then exert the daily self-discipline to finish. Game over.

Don’t skip this one. You’ll definitely find at least a few great questions you’ll know you need to answer right away. #performanceenhancing
[Reading/Listening Time: 1:30]

++++

NextGen Leads
Eight Experts Reveal How To Boost Morale On Your Sales Team
Logan Strain (@lm_strain) really did a great job pulling together many important insights from these 8 sales experts. It’s vital to keep your sales team motivated, but simply being a cheerleader is NOT what they need from you this week.

KEY QUOTE: Only YOU can motivate you. With that said, I can certainly de-motivate you.

Which of these recommendations will you put into practice first? #bemorethanacheerleader
[Reading/Listening Time: 6:00+]

 

>>  View past posts for Friday Sales Growth Links  <<

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

0

FRIDAY SALES GROWTH LINKS ::: RECOVERY TIPS, CASTING OFF, NETWORKING & RESPONDING WELL

Boss_308_shadowThis week’s links are about recovering well from a lost sale, casting off unhelpful things, how most networking efforts are useless and what to do if you have a bad manager.

Come back and visit this blog every Friday for my Friday Sales Growth Links feature where I filter online resources to help you grow in your sales career:

PROFESSIONAL GROWTH :::

MarrsCoaching.com Blog
What Happens When You Lose A Sale?
Pierce Marrs (@piercemarrs) offers a valuable blog post with the option to listen to Marrs read the text to you. I highly recommend it. The post offers direction on what to do, and understand, after losing a sale.

KEY QUOTE: “…I respectfully told him the truth. I could not meet the deadline and that he should buy from my competition. It was a difficult decision but the right one for him. I have no concern about having a chance when he does another project because I treated him the way I would want to be treated and he understood that. I did not lose my customer. I just lost that sale. There is a big difference.”

You won’t win them all, but you’ll win more sales if you recover from the losses the right way. #winthenexttime
[Reading/Listening Time: 3:30]

++++

TheSalesBlog.com
The 7 Things You Must Leave Behind to Get Ahead
Anthony Iannarino (@iannarino) is back again this week with a new resource. It’s a challenging one, even for me after all of my years in our industry.

If you approach this blog post with an open mind and willingness to be honest with yourself, the two minutes you spend reading this will give you an excellent  ROI:

KEY QUOTE: “… to say you believe something without acting in accordance with that belief is the same as not believing it.”

I wish I was handed this list back when I started my first job in sales. I really do. #takethechallenge
[Reading/Listening Time: 2:00]

++++

Harvard Business Review
99% of Networking Is a Waste of Time
Greg McKeown (@gregorymckeown for @HarvardBiz) boldly titles his latest article, but he has some great examples to back up his claim told to him by a man known as “Mr.Davos” because of his incredible ability to effectively network at the highest level at every event he attends.

KEY QUOTE: “Opportunities do not float like clouds in the sky. They are attached to people.”

Now you can be incredibly effective during your next conference, even if half of your colleagues have no idea why you’re doing all that you’re doing [or not doing]. #networklikeyouowntheplace
[Reading/Listening Time: 3:00]

++++

EyesOnSales.com
Six New Ways to Handle: “I Need to Talk to My Boss/Partner/Corporate” Etc.
Mike Brooks (@top20percent) has a real knack for putting together detailed nuts and bolts posts about what to say and do in specific selling conversations. This post is no exception.

KEY QUOTE: “these techniques won’t always work at overcoming this stall (sometimes they will, though!), but they will let you know how much of a stall this put off is, whether or not it’s a smokescreen, and how much of a shot you have at overcoming it, side-stepping it, or setting yourself up for a successful next call (or if there should even be a next call with a prospect).”

>> Be sure to bookmark his extremely valuable archive of posts. #dontmissthisresource
[Reading/Listening Time: 4:00]

WHAT YOU NEED TO DO :::

Score More Sales Blog
When You Have a Bad Sales Manager
Lori Richardson (@scoremoresales) once again appears in my weekly list of links with this recent post. She gives excellent advice to determine your next steps and what they should be depending on your situation.

KEY QUOTE: The number one reason someone quits a company is because of his or her direct supervisor.”

Bookmark Lori’s blog so you don’t need to wait for me to highlight her next valuable post. #badmanagergoodadvice
[Reading/Listening Time: 2:00]

>>  View past posts for Friday Sales Growth Links  <<

 

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

0

YOUR SALES CAREER: WHAT SINGLE SHIFT IN PERSPECTIVE WILL CHANGE IT ENTIRELY?

Are you willing to undo major perceptions and rewire your understanding of your role in sales?

Here’s the catch: You’ll need to try something new.

If you do the same things in the same ways and you’ll generally get the same results, right? What if you’re one of the ones who is always wanting to improve and will try new things in order to achieve greater results?

Is that you…or, could that become who you are? That’s one thing about advertising you can control, how much you develop and grow as a sales professional.

Bill Caskey (@billcaskey) has put together a very interesting proposal around the concept of “the flower and the bee” in his recent blog post, “The One Thing That Will Change Your Sales World.”

Caskey explains:

The ‘flower and the bee’ phenomena goes like this: in nature the flower must pollinate itself. It sits there waiting for the bee (one of the many ways pollination happens) to pollinate it. The flower does not labor, nor does it stress about bees showing up. Bees, on the other hand, are scurrying about trying to find food, and pollinating the flower.
In business, sales people are typically the bees and the customer is the flower. Sales people scurry around the country looking for food.

Why does it have to be that way?

The article goes on to outline an action plan built upon the idea of constructing a very specific sales platform. This is something, he states, that “98% of people will not do.” And in my opinion, I believe he’s correct.

You may take an initial look at his 3 step plan and think you’ve heard them before, but he goes on to detail the purposes and execution of each step. Reading all of it will help you see how it’s all connected.

QUESTION ::: What’s the weakest part of your sales skill set? Would you be willing to make big changes in order to see significant growth? What would you change?

Let’s talk about it…

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

0

FRIDAY SALES GROWTH LINKS: DISTRACTIONS, METAPHORS & COACHING IN THE MOMENT

Friday_Sales_Links_small_shadowCome back and visit this blog every Friday for my Friday Sales Growth Links feature:

TACTICS & EXECUTION :::

TheSalesBlog.com
Eliminate Distractions And Do Good Work
This is an excellent reminder to be a good steward of the limited time you have each day. Increase your selling time by remembering how good things become bad things when they take the place of the best things.

JillKonrath.com
[INFOGRAPHIC] Words That Sell: Using Metaphors to Drive Sales

An effective metaphor can definitely assist you in getting closer to “Yes.” This infographic from presentation and sales specialist Anne Miller, along with the list of scenarios offered by speaker/author/sales specialist Jill Konrath, give you a lot of helpful direction and ideas in about 60 seconds of your time.

RESEARCH :::

Harvard Business Review
SteveWMartin.com

What Top Sales Teams Have in Common, in 5 Charts
HBR.org offers a concise article from the results of this extensive research. It’s good information to know and hold up against the traits of your own organization. You may very well have some low-hanging fruit ready to harvest.


TRAINING :::

BillCaskey.com
When To Coach In The Moment

I believe too many opportunities for coaching sales professionals are lost when you fail to coach individuals in the moment. There are times for this kind of coaching and other times when scheduled coaching meetings are best. Listen to this audio blog post, from Bill Caskey, to learn more about when to stop in the moment and strengthen your team one member at a time.

Openview Labs
Sales Training Is a Line Not a Dot
Too much of what is learned in training is lost within the first 30 days following training sessions. Daniel Chalef offers an approach to help that knowledge and understanding stick with trainees longer. I can see this being effective in many organizational situations.

>>  View past posts for Friday Sales Growth Links  <<

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

Read more »

0