Why should business owners and CEOs hire small, independent professionals, as opposed to other, more traditional options? Here are her top five reasons.
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Hindsight bias occurs when people feel that they “knew it all along” — when they believe that an event is more predictable after it becomes known than it was before it became known.
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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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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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US News lists the sales manager among the most stressful jobs one can have, and a survey by Thrive Global found 67% of reps are close to reaching burnout. In another survey by online career database PayScale, the sales account manager was ranked as the second most stressful job, with 73 percent of respondents rating the role as "highly stressful."
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