What would it mean to you if you could identify & close the gaps in your sales approach? The 5 Steps Towards Success

What would it mean to you if you could identify & close the gaps in your sales approach? The 5 Steps Towards Success

Posted on December 11, 2013by ceogrowthsolutions www.peakperformancesalestraining.com

Get your Complimentary CEO Growth and Sales Barrier Tool Kit Please visit: http://ow.ly/B8y4q to request your CEO Sales Tool Kit.

Looking for Top Sales Producers?Request Your Complimentary “Recruiting Top Producers” Information Package. Visit: http://ow.ly/B8yMw

Step One —Acknowledging sales weaknesses

When people first come to the conclusion that they need improvement in certain areas of their lives they go through a multi-step process. The first step is always Acknowledgement. A person cannot begin the process of effectuating change until he or she acknowledges the need for change in a certain area, or that a certain aspect of life or business is not yielding the results desired from the efforts put forth.

To overcome obstacles that impede effectiveness in prospecting please Request Further Information or call 866-816-0991 for more Sales Assistance

Step Two—Stop externalizing your sales problems!

The second phase of the process if known as Externalization—On the surface this phase appears to contradict the Acknowledgement phase as people take the natural direction offirst looking at factors other than themselves in order to determine why they are not getting the results they feel they deserve.

For example, when a business owner recognizes that change must occur within the organization, they tend to blame economic or market conditions for their current results. Often they will point fingers at what they see as a complacent sales team, without acknowledging the responsibility of those who hired these people initially and those responsible for managing, motivating and providing the sales advice and structure required for the effective performance of a sales team?

Please visit Peak Performance Training & Development for details on enhancing sales performance results.

Call us at 866-816-0991 or visit Peak Performance Training & Development for details on how to uncover your overall sales and sales management ineffectiveness.

To read the balance of this tip please visit http://peakperformancesalestraining.com/TipsAndAdvice/SalesProTips

Peak Performance Sales Training Best Practices

Peak Performance Training and DevelopmentProviding Executable Strategies that Target the Problems inherent in Sales, Sales Management and Sales RecruitingCall us Direct at 866-816-0991 or Visit www.peakperformancesalestraining.com

CEO's & Business Owners How your Sales Course of Action becomes either your Companies Anchor or Catalyst for Growth.

 

All CEO’s face constant forks in the road as they navigate their business through changing economic and market conditions. The problem they face is not the fact that economic conditions or market conditions are constantly changing and have dramatically changed since the late 90s. The issue does not lie in the fact that buyers are buying in a completely different way from the way they bought in the late 90’s. The problem lies in the fact that the CEO fails to change.

As human beings we are habitual, meaning that we create habits that convert into a routine. The problem with a routine is that it will only produce a certain level of productivity.

Businesses have habits and often these habits are either developed or approved by those at the top. What is a business habit? A business habit is something your business relies on and repeats eventually becoming automatic.

Sales Organizations that find themselves stuck atop a plateau generally either rely on bad habits, or they rely on habits that in the past produced good results, however longer are effective. 

 

If you find yourself stuck atop the “sales plateau” call Peak Performance today at 866-816-0991 or request specific information online at http://www.peakperformancesalestraining.com/Contact/RequestInformation

Remember one thing. Extreme conditions create extreme behavior. This means that when sales become flat or economic conditions become extreme we become extreme in our behavior. When external factor change, so must we. 

 

Business Owners; Request our CEO Growth Barrier Tool Kit Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit

If you are not gaining the traction necessary to get to the next level or gaining the results you need it is now time to examine your business habits and re-engineer them, maybe even ask for help. This again is very difficult for the CEO, President or Business Owner as they more often than not are the ones providing help and support to others within their organization. However who do you rely on? Who do you count on for support and structure when things get tough? CEO’s take our Complimentary CEO Diagnostic to identify where you stand VS where you deserve to be. 

 

Visit http://www.peakperformancesalestraining.com/CEOSolutions/ComplimentaryCE...

Successful Businesses Have Successful Habits...To read the balance of this Tip Please visit http://www.peakperformancesalestraining.com/content/how-your-business-habits-become-either-your-companies-anchor-or-catalyst-growth

Serious Growth Symptoms that indicate Business Owners need a directional Change.

Often it begins with a Business Owner having a feeling that things are not good.

Because of the consistency in problems they become conditioned and often consciously unaware of what is happening. However the feeling remains.

It is analogous to a parent who becomes conditioned to a badly behaved child you simply refuses to clean his or her room. What is imperative is that Business Owners actually come to the realization that these problems are real, and do not go away on their own. Certain incremental actions can and will brings these problems under control. However failure to recognize and acknowledge these issues creates a downward spiral that can become unmanagable.

·         Constant Managerial Frustration based on relying on a Wing it Approach to Sales as opposed to a Consistent, Effective, Productive and Duplicatable Sales Process

 ·         Built up Resentment based on numerous attempts to motivate de-motivated sales people who lack initiative, direction and effective follow up

For the full tip text and balance of these serious problematic indicators please visit http://peakperformancesalestraining.com/content/serious-growth-symptoms-indicate-business-owners-need-directional-change

CEO SALES TOOL BOX MENU

Peak Performance Training and Development is an International Leader in CEO, Sales and Sales Management Training. We Provide CEO's, Presidents and Business Owners with Executable Strategies that Target the Problems Inherent in Sales, Sales Management and Sales Recruiting

 

This CEO SALES TOOL BOX MENU is a sampling of CEO Tools which can help you to identify, target and resolve the major issues inherent in Sales, Sales Management and Sales Recruiting

Request Your CEO Growth Barrier Information Package Uncover the Top Sales & Growth Obstacles facing Business Owners

Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit

Do you Invest 100% of your Time, Energy and Money without the Return on Investment?

Business Owners, Presidents and CEOs

Business Owners, Presidents and CEOs of sales organizations spend much of their time second guessing what they could have or should have done differently that would have produced a better result.

For example: sales people you hire… yet do not produce, positive attitudes that slowly convert into excuses, and justifications for poor performance surface followed by an environment of complacency that creates anemic sales activities and turnover ... all create a plateau effect.

To view this tip in full please visit http://www.peakperformancesalestraining.com/Contact/RequestInformation

Effectively dealing with Resistant Sales People Part 2

Effectively dealing with Resistant Sales People Part 2 By Peak Performance Training and Development

For Part 1 of this Tip Please visit http://peakperformancesalestraining.com/content/effectively-dealing-resi...

The Cause of Ultra Resistant Sales People:

Parochial Self-interest

This type of resistant sales person values acceptance and often must be the center of attention. When someone else is advising or suggesting a different course of action the spotlight is not focused on them. Change for them triggers a fear of failure or a fear of rejection. This person worries that the change may uncover their lack of skill or knowledge and cause them to be rejected as incompetent. They may be worried they will lose their job especially if there have been other indicators (past poor performance) that this is a possibility. They may also feel slighted that they were not chosen to be the leader or if they are not directly brought into the mix early if they value power. They are consumed by their needs and can not whole heartedly see the change as a positive step for the company or organization.

Solution: Communication, Incremental change, Support and Feedback

Little or no communication sets off the fear of the unknown and can make people feel out of control. If they are left with many questions and no answers, this can lead to panic and anxiety which can lead to revolt and insider back talking.

Business Owners: Are you facing Growth Obstacles, Stagnant Sales or an Inconsistent approach to Business Development?

How much of a role do you play in your own level of dissatisfaction?

Request our Complimentary CEO Sales Slide Show and Tool Kit

Please visit http://peakperformancesalestraining.com/Powerpointform1.html to request your Tool Kit or contact us direct at 866-816-0991

Step 1: Stop telling and begin asking. When sales people are asked to identify what changes might be necessary to achieve an objective, often you will find that they might come up with the same or similar course of action you would have commanded initially. Now it’s their idea.

Step 2: Incremental change: Do not begin by lifting 500lbs. Begin the process by incrementally increase day to day activities and use each base hit as a motivator to increase to higher levels.

To read the balance of this Tip Please Visit http://peakperformancesalestraining.com/content/effectively-dealing-resistant-sales-people-part-2-peak-performance-training-and-development

Executable Strategies that Target the Problems Inherent in Sales

#Business Owners Presidents and CEOs

Are you in need of Executable Strategies that Target the Problems Inherent in #Sales, #Sales Management and #Sales Recruiting?

Most Business Owners are frustrated by:

• The high rate of sales staff turnover.
• Their high expectations being met with low productivity levels.
• #Sales people who constantly drain their company of time, money and energy.
• Sales people who spend more time making friends than money.
• The investment of time, energy and capital to get sales people in front of decision-makers only for inadequate results in return.
• Spending the majority of their time, energy and money (turnover) on the weakest sales people—those who consistently fail to confront objections, side with the prospect's reasons for deferring the sale, and who build a particularly bloated pipeline.

Then Visit http://www.youtube.com/watch?feature=player_embedded&.     for an overview and viable options

By +Peak Performance Training and Development

Providing CEO's, Presidents and Business Owners with Executable Strategies that Target the Problems Inherent in #Sales, Sales Management and Sales Recruiting

Visit our Full +Peak Performance Website Blog and CEO/Sales Management Tip Section at http://www.peakperformancesalestraining.com/blog

Why Business Owners compound their sales problems, as opposed to dealing with them head on.

Presidents, Business Owners and CEO’s all have, for the most part, good intent. In fact we all do what we do because we believe that it is the right thing to do. Unfortunately it is not always the most effective thing to do.

Sales ineffectiveness and pipeline bottlenecks ultimately create a situation where companies work harder and longer yet fail to gain real traction. This in turn results with the organization being stuck atop a sales plateau.

As opposed to dealing with the real root cause of sales ineffectiveness which in turn leads to bloated pipelines, which leads to a complacency in the mind of the sales team, business owners instead begin a process which is a series of common mistakes. This process is not relied on because management intends to set out to sabotage the company. We will first outline the process, and then we will detail the mistakes. This process is relied on because many at the top fall prey to several issues.

1) Business Owners become conditioned to the excuses, lies and reasons for deferring change by the sales team. They come to believe that 50%, 60% or 70& efficiency is the best they can achieve. In other words the Business Owner accepts 50%, 60 or 70% effort, yet they are held accountable to 100% of the salaries, commissions, bonus, benefits, advertising and marketing and other expenses necessary to maintain the sales team.

2) Business Owners fail to change their sales team’s minds, resulting in failure to change their routine.

3) Business Owners do not realize that in order to get someone to “think” differently, they first must get them to “feel” differently.

4) Business Owners want and desire change, yet fail to uncover their sales team’s “incentive” to change.

For more on changing minds, attitudes and routines please visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKitgs

To Read this tip in full please visit http://www.peakperformancesalestraining.com/content/why-business-owners-compound-their-sales-problems-opposed-dealing-them-head-major-mistakes

 

 

Peak Performance Sales Training Best Practices

Peak Performance Training and DevelopmentProviding Executable Strategies that Target the Problems inherent in Sales, Sales Management and Sales Recruiting

Call us Direct at 866-816-0991 or Visit www.peakperformancesalestraining.com

Sales and the CEO: The cost of the “Disconnect” between management and the sales department.

Sales and the CEO: The cost of the “Disconnect” between management and the sales department.

Why it is crucial that the CEO, President or Business Owner play an integral role in sales and business development?

The most important reason is answered in question form. Who has the most to gain and the most to lose from a sales team’s business development activities? Many Presidents, CEO’s and Business Owners make a crucial mistake in actually putting the financial future of their company in the hands of their sales team! We are not implying that you should not do everything possible to create a sales team that is self reliant and responsible for their own territories and sales quotas. However, when there is a break or disconnect between the leader and sales team, this is where a long-term pervasive problem begins.

The Problems associated with the Sales Black Box.

The black box view of sales is an attitude often found in Presidents, CEO’s or Business Owners who do not have a background in or an intimate knowledge of the problems inherent in sales. They set organizational goals that are dependent on revenue numbers and so present sales goals to the black box of the sales department and anxiously await the outcome without managing the intricacies of reaching the goal—namely they fail to oversee the microcosm of day to day activities that are required to meet the goal. This laissez faire mentality often results in a disappointed and frustrated CEO.

Request Your Complimentary CEO Growth Barrier Information Package

Uncover the Top Sales & Growth Obstacles facing Business Owners

Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit

To read the balance of this tip please visit  http://www.peakperformancesalestraining.com/content/sales-and-ceo-cost-%E2%80%9Cdisconnect%E2%80%9D-between-management-and-sales-department

Why Business Owners compound their sales problems, as opposed to dealing with them head on.

Presidents, Business Owners and CEO’s all have, for the most part, good intent. In fact we all do what we do because we believe that it is the right thing to do. Unfortunately it is not always the most effective thing to do.

Sales ineffectiveness and pipeline bottlenecks ultimately create a situation where companies work harder and longer yet fail to gain real traction. This in turn results with the organization being stuck atop a sales plateau.

As opposed to dealing with the real root cause of sales ineffectiveness which in turn leads to bloated pipelines, which leads to a complacency in the mind of the sales team, business owners instead begin a process which is a series of common mistakes. This process is not relied on because management intends to set out to sabotage the company. We will first outline the process, and then we will detail the mistakes. This process is relied on because many at the top fall prey to several issues.

1) Business Owners become conditioned to the excuses, lies and reasons for deferring change by the sales team. They come to believe that 50%, 60% or 70& efficiency is the best they can achieve. In other words the Business Owner accepts 50%, 60 or 70% effort, yet they are held accountable to 100% of the salaries, commissions, bonus, benefits, advertising and marketing and other expenses necessary to maintain the sales team.

2) Business Owners fail to change their sales team’s minds, resulting in failure to change their routine.

3) Business Owners do not realize that in order to get someone to “think” differently, they first must get them to “feel” differently.

4) Business Owners want and desire change, yet fail to uncover their sales team’s “incentive” to change.

For more on changing minds, attitudes and routines please visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKitgs

To Read this tip in full please visit http://www.peakperformancesalestraining.com/content/why-business-owners-compound-their-sales-problems-opposed-dealing-them-head-major-mistakes

 

 

Business Owners Request your Complimentary Sales Barrier and Growth Information Package

Business Owners, Presidents and CEO's

Request Your Complimentary 

CEO Growth Barrier Information Package

Uncover the Top Sales & Growth Obstacles facing Business Owners

Through This Kit You Will Discover: 

Why Business Owners,are working longer and harder, investing more money to stay afloat yet their sales people remain stuck in neutral. 

Why sales people fail to proactively prospect to identify and close new business. 

Why Business Owners, Presidents and CEOs go over the same thing w/the same people w/out a change in their habits, routine or results! 

Why anemic behavior and a complacent environment has taken hold ... and how to prevent it. 

Why we convert Decision Makers into procrastinators and spend time chasing prospects!

Visit http://peakperformancesalestraining.com/CEOSolutions/CEOToolKit
 

The Top Five Growth Obstacles Business Owners Face Each Day

By Peak Performance Training and Development

Providing CEO's, Presidents and Business Owners with Executable Strategies that Target the Problems Inherent in Sales, Sales Management and Sales Recruiting

Call us Direct at 866-816-0991

Every year sales organizations spend millions of dollars investigating new ways to grow sales. Business owners know that sales are the life blood of the company, or do they? Again, your own corporate culture (behavior-your way of thinking that translates into your habits and routines) may actually be telling you that the way to grow is through R&D, maintaining existing accounts or through attending networking events or conferences. If you can't produce new business, then there is no company, or at least no future for that company; it is that simple!

A past study of 2,663 sales organizations by Think Training, Nightingale Conant, and Trainique uncovered five areas that differentiate successful sales organizations from the rest.

Obstacle One – A wing-it mentality towards selling. 82% of all Business Owners said their company had a sales process that was poorly defined, wasn't being followed or no sales process at all. A sales process is analogous to a professional basketball team playbook. Without a consistent offense, a consistent defense and a consistent agreed to set of plays, what you have are great players who can't put the ball in the hole because they just don't know what their next move is. They become purely reactive to the opposing team, in this case the prospect! Is your sales team proactive and offensive in their business development approach, or have them become reactive and purely defensive in their approach? Call Peak Performance today at 1-866-816-0991 to discuss viable options.

Visit: http://peakperformancesalestraining.com/ for an overview. Presidents and Business Owners, take our complimentary CEO Diagnostic at: http://peakperformancesalestraining.com/CEOSolutions/ComplimentaryCEODia... to uncover the gaps in sales and sales management inefficiency that create anchors to your success and growth.

Obstacle Two – ............To read the balance of this tip please visit http://www.peakperformancesalestraining.com/content/top-five-growth-obstacles-business-owners-face-each-day

Uncover the Top Sales & Growth Obstacles facing Business Owners

Request Your Complimentary 

CEO Growth Barrier Information Package

Uncover the Top Sales & Growth Obstacles facing Business Owners

For Immediate Assistance Please Contact us Today at  +1 866 816 0991

Peak Performance Training & Development A Leader in

CEO/Executive, Sales & Sales Management Training 

is proud to provide you with our Complimentary 

Sales Management Information Package. 

Most Presidents, CEO’s, Business Owners and Sales Directors want to remove the Major Obstacles to Growth.

This kit will provide you with answers to the problems

inherent in Hiring, Managing and Motivating Sales People.

Through This Kit You Will Discover:                                  

Why Business Owners,are working longer and harder, investing more money to stay afloat yet their sales people remain stuck in neutral. Why sales people fail to proactively prospect to identify and close new business. Why Business Owners, Presidents and CEOs go over the same thing w/the same people w/out a change in their habits, routine or results! Why anemic behavior and a complacent environment has taken hold ... and how to prevent it. Why we convert Decision Makers into procrastinators and spend time chasing prospects!

Request Your Complimentary CEO Sales Management Info Package Now!

Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit

What would it mean to you if you could identify & close the gaps in your sales approach? The 5 Steps Towards Success

Get your Complimentary CEO Growth and Sales Barrier Tool Kit Please visit: http://ow.ly/B8y4q to request your CEO Sales Tool Kit.

Looking for Top Sales Producers?Request Your Complimentary “Recruiting Top Producers” Information Package. Visit: http://ow.ly/B8yMw

Step One —Acknowledging sales weaknesses

When people first come to the conclusion that they need improvement in certain areas of their lives they go through a multi-step process. The first step is always Acknowledgement. A person cannot begin the process of effectuating change until he or she acknowledges the need for change in a certain area, or that a certain aspect of life or business is not yielding the results desired from the efforts put forth.

To overcome obstacles that impede effectiveness in prospecting please Request Further Information or call 866-816-0991 for more Sales Assistance

Step Two—Stop externalizing your sales problems!

The second phase of the process if known as Externalization—On the surface this phase appears to contradict the Acknowledgement phase as people take the natural direction offirst looking at factors other than themselves in order to determine why they are not getting the results they feel they deserve.

For example, when a business owner recognizes that change must occur within the organization, they tend to blame economic or market conditions for their current results. Often they will point fingers at what they see as a complacent sales team, without acknowledging the responsibility of those who hired these people initially and those responsible for managing, motivating and providing the sales advice and structure required for the effective performance of a sales team?

Please visit Peak Performance Training & Development for details on enhancing sales performance results.

Call us at 866-816-0991 or visit Peak Performance Training & Development for details on how to uncover your overall sales and sales management ineffectiveness.

To read the balance of this tip please visit http://peakperformancesalestraining.com/TipsAndAdvice/SalesProTips