A few years ago, I attended what I still think of as the best sales meeting of my career. The sales leader who organized it found the right mix. Three days and not a minute felt boring or wasted!
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LinkedIn and other social media platforms are full of those who self-describe as “#1 Influencer,” “Change Agent,” “Hacker,” “King,” “Best-selling Author,” “Wolf,” “Keynote Speaker,” “Evangelist,” “Thought Leader,” or ”Advocate.”
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Don’t let the negative behavior go on forever. Do everything you can to test if the person can be coached, and then move on when necessary. Time doesn’t make things better -- only action does.
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For me, there is no alternative for a company or an individual to being sales-centric. If you want your business to grow, all parts of the organization have to be focused on selling, and there is no room for “corporate” behavior. Very few products or services sell themselves.
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In a recent dialogue with a European business looking to enter the US market, we reviewed the different options available. Some of the low-cost options seemed more like dipping a toe or baby steps and anything but a deliberate and purposeful market entry.
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The most basic measurement of sales success is revenue per month. With a limited number of hours each month, the measure of success translates to Sales effectiveness per hour.
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Many sales leaders fail to monitor any prospecting metrics or efforts among their salespeople. 18% indicated their company does not set out specific metrics/goals on how much time reps should spend prospecting. 32% of sales leaders indicated they don’t know how much time reps prospect.
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Sales productivity is typically measured in sales revenue per salesperson, individually and as an average over a team. This is a straightforward approach that can be further enhanced by including factors like, e.g., hours worked, profitability, percent of target, or lead conversation.
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In the world of sales, confident people really are more successful. When you increase your and your team’s confidence in sales, you’ll set more meetings, have stronger sales presentations, and close more deals.
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Now it is time to take a look at what questions to ask. Here are 75 questions, grouped by their intent or their situational setting in the sales process.
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