Why Business Owners Fail to Attain Sustainable Sales Growth!
Monday, February 22, 2016
Monday, February 15, 2016
Peak Performance Sales Training Video Intro
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
Thursday, February 11, 2016
Cold Calling: How Sales people Help Prospects Erect "The Wall"
Prospecting must be first analyzed and then viewed through different lenses, in particular from the viewpoint of the buyer. In order to change your results you first must be willing to change your own viewpoint and or opinion of cold calling.
Typically sales people make the mistake of opening with a closed ended question such as "We are calling to determine if you have a need for..." This approach typically results in a closed ended answer: No! Or the sales person says "I would like to know if you have a minute to discuss..." This is another closed-ended question that again results in a closed ended answer: No!
To read this aritcle in full please click here http://www.peakperformancesalestraining.com/content/cold-calling-how-sales-people-help-prospects-erect-wall
Sales and the CEO: The cost of the "Disconnect" between management and the sales department.
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
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.
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
The Impact on your Bottom Line due to Commoditization: Products and Services Don't Commoditize; Sales People DO!
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
By Peak Performance Training and Development www.peakperformancesalestraining.com
Providing CEO’s, Presidents and Business Owners with Executable Strategies that Target the Problems Inherent in Sales, Sales Management and Sales Recruiting
Why do so many sales people jump through hoops to get the prospect’s attention then deliver a stellar presentation, only to have the prospect go with a competitor who comes in at a lower price? To learn more call Peak Performance today at 866-816-0991
Are your products/services overpriced? Are your competition’s offerings under priced?
Why does the prospect perceive your product as a mere commodity—easily replaceable by any number of competitive products?
Has the prospect become a smarter and better negotiator, or do they simply hear the same needs-focused pitch from you and everyone else, that ultimately demotes your superior solution to commodity status?
Why You?
Why you? This is the question most prospects ask themselves when dealing with a sales person for the first time. Why should I buy from you? Most sales people respond with the obvious and expected answers:
1. We have the best product
2. We have the best services
3. We have the best price (having the best price and the best product is often a contradiction in terms)
4. We have been in business for years
2. We have the best services
3. We have the best price (having the best price and the best product is often a contradiction in terms)
4. We have been in business for years
Business Owners: Request your Free CEO Growth Barrier Information Package
Uncover the Top Sales & Growth Obstacles facing Business Owners
Visit http://peakperformancesalestraining.com/CEOSolutions/CEOToolKit
Uncover the Top Sales & Growth Obstacles facing Business Owners
Visit http://peakperformancesalestraining.com/CEOSolutions/CEOToolKit
To read the balance of this tip please visit http://peakperformancesalestraining.com/content/impact-your-bottom-line-due-commoditization-products-and-services-don%E2%80%99t-commoditize-sales
The Difference Between Top Sales Performers and the Rest
The Ability to View Obstacles as Opportunity
Business Owners, CEO's and Presidents: Do your sales people have more excuses and reasons for failing to meet quotas? Or do they develop, implement and stick with a different and more productive course of action?
In these difficult economic times sales people become quite black and white. In other words the difference between top performers and rest becomes quite clear.
For those of you who find it difficult to differentiate between the two, let’s look at a few differentiating factors.
Effectively dealing with Resistant Sales People Part 1
The economy is changing, buyers are more skeptical and you are working harder and longer for the same or less revenue. You have concluded the necessity for or have been asked to lead a change initiative. The problem identified is that what you or your organization have been relying business development specific simply is not working to the point where you can gain the traction necessary to get to the next level. The time, energy, effort and desire are present, however real change and the results are not.
Business Owners: Are you facing Growth Obstacles, Stagnant Sales or an Inconsistent approach to Business Development that have you stuck on the Sales Plateau?
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://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
Change triggers fear reactions and these reactions can lead to resistance. Understanding the fears the cause resistance to change will help you to find communication strategies to reduce the amount of resistance that can impede you from achieving the results you desire.
So, you are going over the same thing with the same sales people each Monday morning, right. They nod, smile and acknowledge your advice however by Tuesday you find them exhibiting the same counterproductive behavior we were discussing the day before!
First let’s understand the cause. Sales people resist change because of a variety of reasons. For the balance of this Tip Please Visit the Peak Performance CEO Sales Blog at http://www.peakperformancesalestraining.com/content/effectively-dealing-resistant-sales-people-part-1-peak-performance-training-and-development
WHY BUSINESS OWNERS COMPOUND THEIR SALES PROBLEMS, AS OPPOSED TO DEALING WITH THEM HEAD ON. THE MAJOR MISTAKES THAT LEAD TO THE SALES PLATEAU!
Get your Complimentary CEO Growth & Sales Barrier Tool Kit 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
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.
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.
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
Why CEO's, when faced with Growth obstacles resort to Self-destructive Strategies
Mistake # 1 They impact their margins by adding to their sales team opposed to solidifying their existing team currently who are under-performing. To add to ineffectiveness, they rely on past lackluster hiring criteria in order to increase the number of feet on the street.
Request Your Free “Recruiting Top Producers” Information Kit
Visit http://www.peakperformancesalestraining.com/Recruiting/RecruitingToolKit
Mistake # 2 They again negatively impact their margins by investing into more advertising and marketing campaigns instead of dealing with the problem of poor qualifying, poor closing skills, and poor follow up on leads previously developed. In effect they spend more to get more leads to have more opportunities to close less business!
Request Your Free CEO Sales Management Information Kit | Sales Tools
Identify the Top Sales Obstacles facing Business Owners that Impact Growth
Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
To read the balance of this tip please visit http://www.peakperformancesalestraining.com/content/why-ceo%E2%80%99s-when-faced-growth-obstacles-resort-self-destructive-strategies
The Major Sales Management Factors that Lead to Poor Sales Performance
Get your Complimentary CEO Growth and Sales Barrier Tool Kit
Please visit: http://ow.ly/B8y4q to request your CEO SalesTool Kit.
Looking for Top Sales Producers?
Request Your Complimentary “Recruiting Top Producers” Information Package. Visit: http://ow.ly/B8yMw
By Peak Performance Training and Development A Leader in Sales, Sales Management and CEO Training
How often do you find yourself questioning why your company is consistently not hitting its sales goals? For most Business Owners and Presidents, this is not because of lack of effort or time spent attempting to drive business.
Jack Welch, former CEO of GE said: “When you take on a leadership role, it’s no longer about you, it’s about them.”
What Jack said was this; It doesn’t matter how good you are or how effective you may be or have been in the past, what matters is how effective and productive you can make the individuals that you decide to hire and keep on your sales team.
Presidents, Business Owners, Sales Directors: In order to identify the non productive habits your sales team relies on, you must first identify the common problems they face.
Please visit our CEO Growth Diagnostic at: http://peakperformancesalestraining.com/CEOSolutions/ComplimentaryCEODia…allowing you to uncover the real sales gaps causing sales ineffectiveness.One of the major factors that leads to poor sales performance is the Inability to Transfer Selling Skills to others. Sales managers often move into a sales management role because of their ability to identify and win business. Selling skills, past selling success or even your current ability to personally drive business, is of no use or value to your organization if you cannot transfer these selling skills to your team and convert them into productivity.One major factor that Business Owners and Presidents must understand that leads to poor sales performance, is not understanding or identifying the differences in sales manager types.
The Difference Between the Field Manager, the Corporate Manager & The Effective Manager……… To read the balance of this and other CEO Tips please visit http://www.peakperformancesalestraining.com/content/major-sales-management-factors-lead-poor-sales-performance
The Impact to Business Owners of the Ineffective Sales Person Final Vers...
Peak Performance Training and Development
Providing 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
The Impact on your Bottom Line due to Commoditization: Products and Services Don't Commoditize; Sales People DO!
By Peak Performance Training and Development www.peakperformancesalestraining.com
Providing CEO's, Presidents and Business Owners with Executable Strategies that Target the Problems Inherent in Sales, Sales Management and Sales Recruiting
Why do so many sales people jump through hoops to get the prospect’s attention then deliver a stellar presentation, only to have the prospect go with a competitor who comes in at a lower price? To learn more call Peak Performance today at 866-816-0991
Are your products/services overpriced? Are your competition’s offerings under priced?
Why does the prospect perceive your product as a mere commodity—easily replaceable by any number of competitive products?
To read the balance of this tip please visit http://www.peakperformancesalestraining.com/content/impact-your-bottom-line-due-commoditization-products-and-services-don%E2%80%99t-commoditize-sales
Leadership Tools and Resources
Business Owners, Presidents and CEOs
In Need of Leadership Tool? Do you feel like you’re banging nails in the wall with your forehead?
What Growth Tools are you unaware of that could help you build a profitable business?
Get your Free, No Risk, No Obligation Consultation today
• Identify the degree of Untapped Sales Potential
• Identify the degree of Untapped Sales Potential
• Identify specific sales weaknesses and WHY
• Get Viable Options – The “O” in Power is “Options
Call Peak Performance at 866-816-0991 or visit: http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
Driving a Sales Team Towards Productivity
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
Many believe that Companies actually have a Corporate Culture, when what they have in place is Corporate Behavior, in otherwords a way of doing things. Read on to uncover how your Corporate Behavior may be an anchor to growth!
Do your sales people tend to “manage established accounts” or develop new ones? Do they tend to over “service” at the expense of under-selling? Is your focus on quality or driving your corporate bottom line and profit margin? If so call us today at 866-816-0991 to discuss viable options to get you on track with sustainable performance.
Most people don’t realize that the sales culture within an organization is actually built upon the beliefs and routines of those who manage the company. If you happen to be a Business Owner, President, CEO or Sales Manager, then that would be you…please read on.
Do you believe in solidifying, managing and maintaining established relationships or developing new ones? This can, in a down economy be the difference between getting stuck atop the “sales plateau” or achieving real growth.
With that understanding, you have infused both good and bad practices. These practices (Corporate Culture) generally come from two different areas: 1) Your Success, 2) Your Behavior
Call Peak Performance today at 866-816-0991 to discuss viable options or Request your Complimentary CEO Growth Barrier Kit
Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
Presidents and Business Owners, take our complimentary CEO Diagnostic at:http://www.peakperformancesalestraining.com/CEOSolutions/ComplimentaryCE… to uncover the gaps in sales and sales management inefficiency that create anchors to your success and growth.
To read the balance of the tip please visit http://www.peakperformancesalestraining.com/content/driving-sales-team-towards-productivity
The Seven Deadly Growth Sins of CEO’s
By Peak Performance Training and Development.
A Leader in
CEO/Sales and Sales Management Training.
866-816-0991
Business Owners: Have you been questioning your approach toward
business development? Is there a correlation between your approach and the
results that have you frustrated?
In an economy infested with contracting capital budgets,
cynical decision-makers, and sales professionals with poor outlook and morale,
managing (changing) yourself, your company and your sales people is critical to
your bottom line.
In an extreme environment, Presidents, Business Owners and
CEO’s often fail to implement and enforce change. Instead they resort to
extreme behavior!
Which of the following common but ineffective and costly sales management approaches have you unknowingly been using?
1. Accepting
the excuse that the poor sales performance is a result of the economy, and wait
out the storm rather than implementing real change to increase sales.
2. Although a
victim of expensive turnover, you continue to hire using the same criteria
believing that your sales superstar is just around the corner!
To read the balance of this Tip Please Visit http://peakperformancesalestraining.com/content/seven-deadly-growth-sins-ceo%E2%80%99s
Are you in need of Executable Strategies that Target the Problems Inherent in Sales, Sales Management and Sales Recruiting?
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:
|
Request Your Complimentary CEO Sales Management Info Package Now!
Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
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'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
Wednesday, February 10, 2016
Sales Stagnation: The Negative Impact of Failing to Act on Uncertainty
Running a sales organization includes taking on risks on a day to day basis. Challenging sales people, holding them accountable to day to day productive sales behavior and even terminating those who do not perform, well, that IS your job. However fear of change and more importantly concerns over how sales people may accept these changes negatviely impacts business like no other obstacle.
This tip will explore three major mental barriers to Sales Success To read this tip in full visit http://www.peakperformancesalestraining.com/content/sales-stagnation-negative-impact-failing-act-uncertainty
This tip will explore three major mental barriers to Sales Success To read this tip in full visit http://www.peakperformancesalestraining.com/content/sales-stagnation-negative-impact-failing-act-uncertainty
Have you hit the #Sales Plateau? Free CEO Growth Tool Kit
Have you hit the #Sales Plateau? Free CEO Growth Tool Kit | Sales Management Tools http://ow.ly/wnGux
CEO's & Business Owners How your Sales Course of Action becomes either your Companies Anchor or Catalyst for Growth.
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
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
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