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
Wednesday, February 10, 2016
Confronting Sales Ineffectiveness You are going to have to do it sooner or later—What is the cost of doing it later?
Get your Complimentary CEO Growth and Sales Barrier Tool Kit Pleasevisit: http://ow.ly/B8y4q to request your CEO Sales Tool Kit.
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Business Owners, Presidents and CEO’s: You invest more money into hiring and training more reps, invest in additional advertising and marketing, conduct more sales meetings— Are you achieving more productivity?
Regardless of how many rounds of golf your sales people play with prospects, or how many sales meetings or attempts you make to motivate your team, sales are simply not good. Now what?
Many Business Owners adversely impact their margins by dipping into the corporate pocketbook to implement a new bonus plan. At best this may elevate performance temporarily, only to have sales people fall back into their regular non-productive routine.
Some CEO’s fall prey to the complaints and bad attitudes of sales people who say they have no leads, or no one to call. Opposed to dealing with the actual problem, poor closing skills, they again adversely impact their margins by investing into more advertising and marketing campaigns. They simple want you to spend more money for them to get more leads, to have more opportunity to close LESS business!
Business Owners: Request Your Complimentary CEO Growth Barrier Information Package
Business Owners: Request Your Complimentary CEO Growth Barrier Information Package
Uncover the Top Sales & Growth Obstacles facing Business Owners
Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
Visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit
The Negative Impact of failure to change
Sales in the late nineties were very predictable and just seemed to come to you. Sales today are anything but predictable and most sales people fail to go out and make it happen. Relying on a few rainmakers to attain sustainable growth these days just does not work. These rainmakers merely allow you to remain above water. Relying on past lackluster hiring criteria in order to increase the number of feet on the street also does little more than compound your sales problem.
To read the balance of the Tip please
Visit http://www.peakperformancesalestraining.com/content/confronting-sales-ineffectiveness-you-are-going-have-do-it-sooner-or-later%E2%80%94what-cost-doing
Visit http://www.peakperformancesalestraining.com/content/confronting-sales-ineffectiveness-you-are-going-have-do-it-sooner-or-later%E2%80%94what-cost-doing
Business Development Obstacle: How the Price Objection Impacts a Business and what to do about it!
As much as 80% of objections that salespeople encounter are related to price and most often these objections are self-created. Although situations may vary, all price objections have the same cause: your prospect's perception of you and your product are low, or the salesperson's perception of themselves or what they are offering is low.
What do we do as Sales Professionals that negatively impacts our chances and our margins:
Sales is unique in that it is really the only occupation that spends most of its time focused on getting in to see the "decision-maker". The decision-maker is the one who has the least amount of time! Once they make that ultimate contact sales people begin to pitch, present and demonstrate their features and benefits, in other words they provide the customer with a lot of intellect. Unfortunately, this method of presentation often turns Decision-makers into procrastinators. Upon successfully converting the decision-maker into a procrastinator the sales person now doubles up on that intellect with a proposal: more to "think about"! The chase is now on.
Business Owners: How much time and money do you invest simply allowing your sales people to chase people that they never really sold on value to begin with?
Request Your Complimentary CEO Growth Barrier Information Package: Uncover the Top Sales & Growth Obstacles facing Business Owners
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!
- The Critical Importance of Understanding The Buying Process
Please visit http://peakperformancesalestraining.com/CEOSolutions/CEOToolKitFree Sales Kit or For Immediate Assistance Please Contact us Today at +1 866 816 0991
To read the balance of this Tip Please visit http://www.peakperformancesalestraining.com/content/business-development-obstacle-how-price-objection-impacts-business-and-what-do-about-it
How to Master Sales and take your company to the next level.
The evolution of going from where you are, to where you need to be!
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.
Please visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit for more information.
Step 2
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 of first 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 http://www.peakperformancesalestraining.com/CEOSolutions/ComplimentaryCE... for details on how to uncover your overall sales and sales management ineffectiveness.
How could those responsible for managing, motivating and coaching this complacent sales team change their approach in order to change the minds, routines and results of those they manage? People do what they do because they believe it is the right thing to do—however it is not always the most effective thing to do.
Business Owners and Sales Managers who desire change in their organizations must understand that two things remain constant: The Business Owner/Management, and the sales problems. Although sales people come and go, the sales problems seem to be common and constant. Until the business owner/management looks within to determine what they must change then they will find it difficult to change others. After all, you know YOU, better than you know them.
Please visit http://www.peakperformancesalestraining.com/CEOSolutions/ComplimentaryCE... 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/content/how-master-sales-and-take-your-company-next-level
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.
Please visit http://www.peakperformancesalestraining.com/CEOSolutions/CEOToolKit for more information.
Step 2
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 of first 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 http://www.peakperformancesalestraining.com/CEOSolutions/ComplimentaryCE... for details on how to uncover your overall sales and sales management ineffectiveness.
How could those responsible for managing, motivating and coaching this complacent sales team change their approach in order to change the minds, routines and results of those they manage? People do what they do because they believe it is the right thing to do—however it is not always the most effective thing to do.
Business Owners and Sales Managers who desire change in their organizations must understand that two things remain constant: The Business Owner/Management, and the sales problems. Although sales people come and go, the sales problems seem to be common and constant. Until the business owner/management looks within to determine what they must change then they will find it difficult to change others. After all, you know YOU, better than you know them.
Please visit http://www.peakperformancesalestraining.com/CEOSolutions/ComplimentaryCE... 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/content/how-master-sales-and-take-your-company-next-level
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