Fri, 07/29/2016

For sales professionals, fewer things are more frustrating than spending time and effort on a prospect who is never going to become a client. On the flipside, when you connect with a prospect that’s “qualified” to work with you, it can become a very rewarding professional relationship and boost your sales quotas.

What exactly makes a client “qualified” to work with you? To answer that question, think about some of your favorite clients and analyze your relationships with them. You’ll probably see commonalities amongst your best clients – the kind of clients you wished you encountered all the time.

For example, do they share similar demographics such as revenues, locations, and business practices? How about the psychographics? Do they value their employees? Do they treat their suppliers like partners, not just vendors? Are they committed to creating win-win relationships? If you see patterns emerge, it’s not a coincidence. These are the qualities of your ideal prospects, the ones you should be spending more of your efforts on regularly.

Apply the emotional intelligence skill of reality testing and start disqualifying opportunities that don’t match the above criteria. Then focus on fostering relationships with your ideal client profile. The reality is that you win more business with prospects that fit your ideal client profile. Stop wasting time with prospects that are never going to buy.

It pays to know which characteristics make potential prospects most qualified to work you and to seek out individuals and businesses that fit those profiles. So if you want to succeed, we suggest you slow down, take a deep look at your client base and analyze what makes these clients uniquely and genuinely qualified to work with you. Stop putting effort into dead-end situations and shift your focus to prospects that are qualified to work with you. As the old saying goes, fish where the fish are. It will improve your sales.

Good Selling!

tags: Emotional Intelligence, sales, sales training, Sales Speaking, Denver Sales Speaker, sales management training
Fri, 07/22/2016

 

A participant at a recent sales conference said to me, “I think we are making this sales thing way too complicated. If we practice the Golden Rule every day with every sale conversation, close ratios will increase.” 

That person is correct. The Golden Rule has been touted in personal development and religions for years. 

The Golden Rule says to treat others the way you’d want to be treated.

Yes, a powerful selling skill indeed. For example:

#1: Preparation -- Has a poorly prepared salesperson called on you? She didn’t take 15 minutes to look at your LinkedIn profile to see if there were common relationships or connections. No time was invested on the website reading blogs or recent awards, which are key ways to create commonality and likability.

Golden Rule salespeople apply their delayed-gratification skills and put in the work to run an effective meeting for both parties. They don’t to waste their time or the prospect’s time.

#2: Desperation-- There is nothing worse than running a sales meeting with salespeople that have  desperation breath caused by empty sales pipelines. They force conversation, ask leading questions and use outdated closing techniques because they have an unmet quota hanging over their head.

The root cause for desperation breath is an empty sales pipeline.

Treat others the way you’d like to be treated. Your empty sales pipeline is not this prospect’s problem. Show up at every appointment as if you already have exceeded your quota. This mindset creates an environment for curiosity, patience and sincere desire to see if your product can provide value. If your product or service isn’t the right fit, be honest and direct your prospect to other resources. 

#3:  Gratitude.  I am still amazed at how many salespeople will not take five minutes to write, not email, a thank-you note. Really? Come on; this prospect is giving you her business, and you can’t take the time to acknowledge how much you appreciate this new opportunity?

Golden Rule salespeople are self-aware and aware of others. And they know that a good old-fashioned thank-you note goes a long way in a world where the personal touch is disappearing.

Think about and practice the Golden Rule every day. It just might be the most important selling skill you master.

Good Selling!

tags: Emotional Intelligence, colleen stanley, sales, sales management, sales training, Denver Sales, Sales training colorado
Fri, 07/15/2016

Marketing departments invest thousands of dollars in client acquisition, teaching tactics and strategies to initiate first sales conversations. Inside sales department members are hired and trained to qualify prospects, then hand them over to the account executive team. More money is spent to train members of both teams about how to close business at the right margins.

Congratulations. You’re bringing new clients in the front door. But the problem is that just as many clients are going out the back door. The result is stagnant or declining sales due to your company’s reputation on the street.

There are several reasons for clients dropping your product or services. Here’s the biggest one I’ve observed in my work with clients:

There’s no on-boarding process for new clients.

Sales organizations know the importance of creating an on-boarding process for new hires, one that ensures success and helps the new salesperson feel a part of their new sales family. Apply this same logic to your new clients.

In most organizations, after the sale is completed,  another department will work with your new client to install or launch the new service. This handoff to the other department is average at best. The sale is made and then the client is told, “Thank you so much for your business. You will be working with Marcia, our sales engineer. She will be reaching out to you to set up a time to connect regarding next steps. Thank you for your business.”  And goodbye.    

Apply your empathy skills and step into your client’s shoes.

What are they thinking or feeling? I’ll guarantee you they are starting to wonder about their buying decision. They have questions such as:

  • Who is Marcia?
  • Is she competent?
  • Will I ever talk to you, Mr. Salesperson, again?

Avoid the pull of instant gratification; set up a formal handoff with the person that will be servicing your new  account. I suggest a video call, as there is still nothing that replaces human interaction, actually seeing and meeting your new contact. Set clear expectations, including answering those questions, for that handoff meeting.

  • Who is Marcia? – Tell your client that Marcia is a rock star! Remember, they purchased from you. They don’t want to think they are being handed off to the “B” team.
  • Is she competent? – Oh yes! Let your client know Marcia’s credentials and expertise. Tell them that one of the reasons Marcia will be taking care of their account is to make sure they have an expert working with them to ensure installation success and great service after the sale.
  • Will I ever talk to you, Mr. Salesperson, again? This varies by organization. Set the expectation that you will reach out two to three times within the next six months to make sure everything is going as expected. After two to three touchpoints, your client will be in love with Marcia and comfortable with the new relationship.

Stop whining that you don’t have time. I guarantee you such phone conversations and email contact  take about 30 minutes. Not a big investment to keep a happy client that will repeat business and refer business.

   Stop the revolving door of clients and focus on the back end of the sale as much as the front end.

Good Selling!

 

tags: denver sales training, sales training, colorador sales training, colleen stanley, Emotional Intelligence, sales management
Fri, 07/8/2016

Empathy, by definition, is the ability to understand or share the feelings of another person. In terms of Emotional Intelligence and sales, empathy is the ability to “walk in a client’s shoes” and is a vital skill set. It has huge influence in your sales transactions and conversations.

Psychologists debate whether empathy is simply innate or can be nurtured. We, at SalesLeadership, think there’s some component to both of those elements but that doesn’t mean that you cannot strengthen and improve your ability to empathize, especially using it as an Emotional Intelligence skill. In fact, we know and believe many of us can and do.

Empathy isn’t just a soft and touchy feely skill. Top sales producers are often the best at utilizing empathy in their customer connections and prospect conversations.  Here are a few of the benefits to building this critical Ei skill.

Empathy can build rapport, trust and validation.  Imagine that you are meeting with a new prospect, an inherited prospect or a prospect that might appear to have reservations or concerns. Showing empathy by listening, acknowledging what he or she shared, and relating to the person can put the client back at ease and help to build trust. It helps to hear from others that we are not alone in our challenges. Empathy allows you and the customer to air out concerns and potential road blockers to sales.

Empathy allows you the ability to address a client’s fears and concerns. More than likely, your client will be walking into your sales meeting with fears or concerns already in the back of his or her mind.  Rather than avoiding the topics, it can be beneficial for both of you to discuss them openly. Do not underestimate the value of acknowledging another’s concerns. This can make a huge impact, not just on the current sales transaction but in keeping the sales relationship thriving long term.

Being empathetic allows you to acknowledge that you have heard the other person correctly. Here’s one secret to building stronger professional sales relationships that can boost your rapport and numbers: Acknowledgment. Have you ever had someone repeat back to you what they thought you said? Did it always come out correctly the first time? If not, did it help you to get it right the second or subsequent times? Chances are it probably did. Acknowledging and mirroring back to the other person will get you both on the same page and can clarify information. It’s a win-win for everyone.

Empathy can elevate trust, build rapport and validation, and help both you and your client to meet goals. Sales professionals that are willing to continue to grow, listen and sharpen their empathy skills often see a payoff. We recommend it.

Good selling!

 

tags: Denver Sales Management, sales training Denver, colleen stanley, Emotional Intelligence, sales, sales training, sales management
Fri, 07/1/2016

We’re half-way through the year and sales managers are either smiling or singing the blues when looking at sales numbers. If your team isn’t hitting quota, it’s time to apply the EQ skill of delayed gratification and look for the root cause for missed sales goals. 

It is easy to get caught up in the sales gerbil wheel of sales management and continue to repeat the same mistakes. Get off the treadmill and figure out where you need to focus your coaching efforts for the second half of the year.

  1.  Win-loss analysis. Look at where you are winning business and losing business. Your team might be working very hard writing recommendations for prospects---that are never going to buy. They simply don’t match your ideal client profile.  If you sell on value, stop calling on cheap prospects. 
  2. Sales activity.  Is your sales team doing enough activity and the right activities? Study the findings from your win-loss analysis.  Where are your best leads coming from?  Your worse leads? Stop, study and start doing more of what works. Yes, it can be that simple. 
  3. Sales skills.  Okay, your sales team is doing the right activity and calling on the right prospects. The reality is they just aren’t very good at holding effective sales conversations.  Invest more time in role plays and coaching.  Perfect practice makes perfect. 
  4. Time management. The best salespeople recognize that time is a finite asset.  And they are good at organizing their calendars and life. Often, a salesperson isn’t accomplishing as much as needed during the week because he or she wastes one or two hours per day. That adds up to 10 hours lost each week and 40 hours each month. Teach your sales team the basic principles of productivity.
  5. You.  How much time are you investing in training and developing your team?  As a sales manager, it’s easy to get pulled into multiple directions, many that don’t support your main role of developing your salespeople.  Apply the EQ skill of reality testing.  Does your calendar reflect training and development as your main priority?    

It’s half-way through the year and more than one team has pulled out the game in the second half. You don’t want to be in the position of relying on a Hail Mary pass in the fourth quarter to pull you out your numbers for the year.  Stop, study and start doing more of what works! 

Good Selling!

tags: Colorado Sales Training, Colorado Sales, Denver sales trainer, Emotional Intelligence, Denver sales training programs, Denver Sales Management, consultative sales training, increased sales
Fri, 06/24/2016

I grew up in a family with eight kids. More than once, our parents would shout up the stairs, “Get to bed and get some sleep.” Once again, I am learning that my parents were correct. 

Arianna Huffington, author of “The Sleep Revolution: Transforming Your Life, One Night at a Time,” is on a mission to change the world. I heard her speak at the Sales Machine conference in New York. She shared a sad but true statement: “Human beings are more concerned about making sure our cellphone batteries are charged than keeping our bodies charged!”

Many people are physically at work, but not mentally sharp or focused because of lack of sleep. An Australian study found that being awake more than 17 hours can cause cognitive impairment equal to having a blood alcohol level of .1 percent -- that means being legally drunk. (No wonder we’re not hitting sales quotas!)

Sales is a competitive business and requires energy, creativity and critical thinking skills in each conversation. 

If a salesperson isn’t getting enough sleep, it’s easy to fall into the trap of working harder---not smarter.

So what can you do?

  1. Say “good night” to your technology. Leave your computer and smartphones in your office. Research shows that artificial light from our gadgets activates our brains and interferes with melatonin production, which plays a key role in our sleep cycles. Look around your bedroom. It probably resembles an airport, not a bedroom, with all that technology dinging and blinging.
  2. Pre-sleep planning. Great salespeople engage in pre-call planning, so apply those same skills to your sleeping habits. Figure out a routine that relaxes your mind. Stop trying to get by on five or six hours of sleep, and make a plan that ensures you get the necessary seven to eight hours.

Mark Bertolini, Aetna chairman and CEO, has put his money where his mouth is. He started a program last year to encourage Aetna employees to get more sleep. The company provided Fitbit fitness trackers to them. When employees proved they got  20 consecutive nights of sleep of seven hours or more, Aetna rewarded them $25 a night, up to $500 a year.

Is it paying off? Bertolini said employees have become a little more than one hour more productive each month. That math works when you have more than 47,000 people working for you. 

Go to bed and increase your energy and revenues!

tags: Denver, Denver Sales Management, sales training Denver, Emotional Intelligence, sales, sales training, sales management, colleen stanley, Colorado Sales Training
Thu, 06/16/2016

Most people who work in sales have heard of the term, “ABC, Always Be Closing” before, but here’s another spin. How about “ABC” as in “Always Be Connecting” to your customers as you reach to meet your sales goals?

Connecting to customers is part of the Emotional Intelligence curriculum and the beauty of using Ei is that it takes you and your client out of the fight or flight mode. This benefits everyone in the process.

What does it look like to “connect with your client?” It means being willing to be patient, to listen to your clients, to ask them pertinent questions, and to not react with knee-jerk solutions. It translates into recognizing the role of your own emotions and your client’s emotions and concerns during your sales conversations or transactions.  It helps you to become empathetic to your client’s concerns and points of view while you work together for better, stronger, and solid outcomes.  

Yes, it can take practice, but the investment is well worth it.

Ei skills are available to everyone who is willing to take the time to learn them and practice them, and for sales professionals who are willing to embrace them, they can make a big difference, from boosting your own individual sales potential and your company’s revenues, to making the sales process itself more effective and enjoyable. In our book, “Emotional Intelligence for Sales Success” and in our classes with clients we call this aptitude for connecting the “return on emotions.” Studies across the country have shown its effectiveness in transforming and energizing sales organizations and their revenues.

So instead of focusing only on the “ABC, close,” remember to also think about your “ABC, connections” to your customers. Remember that’s not just about selling a product or service; you’re always selling to a person. There’s a wonderful symmetry that happens when you build solid connections. By focusing on connections more, it’s also highly likely more closes will follow.

Improve your sales closing ratio by not forgetting the other “ABC – Always Be Connecting.” Before you pick up the phone or meet a client, be willing to use Ei skills to connect with your client during the whole process.

Good selling!

tags: Denver Sales Management, Denver, Colorado Sales Training, Emotional Intelligence, sales, sales management, colleen stanley
Thu, 06/9/2016

Emotionally intelligent sales teams win more business because they are competitive and collaborative, two words not often used in describing a sales team.   Collaboration requires teamwork and interpersonal skills.  Most sales organizations talk about the value of teamwork.  Unfortunately most of that talk never makes the walk. 

So what is the reason for lack of collaboration on a sales team? 

#1:  Ego.  You have salespeople consistently at the top each month.  Being one of the top sales dogs brings recognition and admiration.

Unfortunately, it’s for these same reasons that top producers don’t share their best practices.  They attend sales meetings and maybe share AVERAGE practices.  They aren’t going to give away their secret sauce…..they might lose their top dog status. 

News alert!  Time to apply self-awareness and reality testing.  You can share everything and anything you do with other members of your team.  Execution is the key, not your wonderful knowledge.  Knowledge is not power until it is applied.

#2:  Ignorance.   It’s important to remember that one or two salespeople hitting quota cannot continue to scale a company.  It’s only when all members of your team mates are hitting quota that a company makes a profit.  Yes, money does buy happiness. 

If the company is more profitable, they reinvest in research and development, which keeps the organization ahead of the innovation curve.   They invest more money in marketing, which gives salespeople more brand awareness in the market and leads.  The company hires the best people to serve your clients after the sale, increasing retention and referral business.   Getting the picture? 

Be competitive and be collaborative.  Take time to help answer a newbies questions.  Pay attention.  Is a member of your team in a slump and could use some encouragement.  Maybe a member of your team is working on a big ‘deal.”  Your insights and perspectives could help them win that deal—even if you don’t get the commission.  When one person on the team wins, you all win. 

Emotionally intelligent sales teams know that the competition is outside of the building, not inside the building.

Good Selling! 

tags: Denver Sales Management, denver sales training, sales training, sales management, Sales Management Program, colleen stanley, Emotional Intelligence
Thu, 06/2/2016

“Can you help my sales team close more business?” As a teacher of sales skills, I’ve been asked this question frequently. The answer is “yes,” with a strong qualifier: Your sales team may not have a problem with closing opportunities; the problem may be in finding the right kind of opportunities in the first place. 

There are too many salespeople holding first and second sales conversations with prospects that are never going to buy. I have debriefed hundreds of sales calls and the first question I always ask a salesperson is, “Should you have been there in the first place?” Translation: Did this prospect fit your ideal customer profile? If not, there’s no reason to start a conversation and certainly no reason to have a second one. 

Here are two questions that will help your sales team open up better conversations and opportunities.   

#1:  Does this prospect fit my psychographics? Our best clients value education and outside advice.  They look at training and development as an investment, not a line-item expense. If a prospect sees it as an expense, the conversation usually focuses on, “What’s your price?” rather than, “What are your outcomes?” 

#2:  Is the prospect collaborative or combative? The best engagements are those where you and the prospect sit side by side, combining collective experiences and intellect, to create the right outcomes.

A combative prospect is guarded during the sales meeting. He gives short answers and is reluctant to share the budget or decision-making process. This prospect expects the salesperson to become a psychic and put together recommendations with no direction.

An early mentor gave me great advice in qualifying opportunities: “What’s starts stinky ends stinky.” 

Improve your closing ratio by asking the qualifying questions before picking up the phone. Is your prospect qualified to do business with you? 

Good Selling!

tags: Denver Sales Management, denver sales training, sales training Denver, colleen stanley, Emotional Intelligence, sales, sales training, sales management
Thu, 05/19/2016

Companies leave millions of easy dollars on the sales table each year because their sales teams in different divisions are reluctant to cross-sell company products and services. CEOs and sales managers often try to solve this problem by designing compensation plans that incentivize the sales team to introduce their counterparts to their clients. The plan is good, there is commission to be made and yet, the sales teams continue to operate in different silos. Why? 

You’re working on the wrong end of the problem.

Lack of compensation isn’t the root cause for salespeople not introducing their counterparts to clients. It’s lack of trust -- and who wants to admit that to a member of their team? It’s the proverbial elephant in the room. 

This lack of trust happens for a variety of reasons. Often, it’s simply because the sales teams haven’t bothered to get to know one another. And are you really comfortable taking a stranger to your best client? Others may have had a bad experience in the past, i.e., their counterpart sold their product or service to the client and then had trouble on the fulfillment side.     

Work on the right end of the problem.

Sales managers: Set a key performance metric for members of your sales team to connect with salespeople from other divisions. Yes, it’s sad but true: You just may have to set a metric for building relationships within your own company.   

Teach your team members how to be assertive and clear on their expectations when bringing a partner rep into a meeting. Such expectations can include:

  • Each person’s role in the meeting and how to conduct a team call. Who’s on first works great in baseball, not sales. 
  • The value propositions that will open a consultative dialogue with the client. No product dumping allowed. 
  • Communication – how you expect your partner to keep you in the loop. Overcommunication is best. 
  • Share the level of service you give your client and make sure your partner division is committed to delivering the same.
  • If there is a problem, discuss your expectations for taking care of issues. Do it by phone or in person, not via email, which can be misinterpreted. 

Take advantage of an easy way to grow revenue by embracing cross selling. Set up both you and your partner for success by building trust and setting clear expectations. 

Good Selling!

tags: Denver Sales Management, denver sales training, Colorado Sales Training, Emotional Intelligence, colleen stanley, Denver sales training programs
Fri, 05/13/2016

At SalesLeadership, we are analyzing products and services to help us continue working with the right type of prospects and clients. Now, I am a qualified prospect. I have a need, not a want. I have the money to invest and I am the economic buyer. 

So why didn’t I buy from your salesperson?

He or she just wasn’t that good. And I am a pretty easy buyer, as I love salespeople. So what did they miss during the sales process? 

#1 No pre-call planning or preparation – I ask each salesperson, “What do you know about SalesLeadership?” I am amazed and disappointed to hear these answers:   

  • It looks like you guys do some type of training. (So you didn’t even go to the website?)
  • Yes, I’ve been meaning to pick up your book.  (And you probably will have good intentions to service my account, but never get around to it.)

#2:  Not fully present. If the salesperson had done any pre-call planning, read any of my blogs or my book, they know I rant and rave about paying attention and leaving cellphones out of meetings.

More than one salesperson has brought a cellphone to a first sales meeting with us, setting the phone directly in front of them so they’d miss no incoming messages. The sales conversations were comical.

“Colleen , tell me about your goals and what you are trying to accomplish. Oh, excuse me,” (checking the phone) “sorry about that. Now, what are your goals?” Nope, not feeling the love or trust needed to partner with you. 

#3: Generic Recommendations. One salesperson called in from his cellphone, while driving, to review his high-level recommendations. This was the same salesperson that had asked us to send lots  of information to ensure that his firm could meet our needs. Since he didn’t have the material in front of him, he just gave his canned presentation. Canned is not compelling and doesn’t earn my business. Come on, at least try to link one of your solutions to our prior conversation!

So if you’re wondering why your sales forecast is off, check to make sure your sales team has covered the three basic selling steps to earn a prospect’s or customer’s business: Prepare, be present and align your solutions with your client’s pains and goals.  

Good Selling!

tags: sales, sales management, colleen stanley, Emotional Intelligence, sales leadership, Colorado Sales Training, Denver sales training programs
Fri, 05/6/2016

Sure, sales professionals ask effective questions to engage and influence prospects and customers.   Well-thought-out questions can change the dynamic of a sales conversation, set you apart from the competition and result in more business.    Sales managers ask provocative coaching questions to shift behavior, attitudes and skills. 

But let’s set that aside for a moment, because there is one more question to ask in order to raise sales performance.  Gary Keller, author of “The ONE Thing,” shares a powerful, focusing question:

“What is the one thing that you can do today that by doing it, will make everything else easier or unnecessary?” Now, that is a great question!   

For sales managers, the one thing might be carving out more coaching and training time with their sales teams. This should be considered sacred time that all involved know cannot be interrupted by checking emails or taking phone calls.

Maybe, the one thing is investing more time in making your weekly or monthly group sales meeting a great sales meeting -- the kind that motivates salespeople and better equips them to land more business.

Salespeople, your one thing might be to apply the good coaching and training provided by your sales managers. Or, it could be reaching out to other top sales producers to create or join a mastermind group that shares best practices. Your mother was right: “Tell me who your friends are and I will tell you what you’re like.” 

Ask yourself this powerful question now: What is the one thing I can do today that by doing it, will make everything else easier or unnecessary? 

Great questions produce great sales results. 

Good Selling!

tags: sales training Denver, Denver Sales Management, sales training, Emotional Intelligence, colleen stanley, Sales Manager, denver sales training
Thu, 04/28/2016

Millennials often are profiled as employees with no work ethic , a high sense of entitlement, even as being delusional about what it takes to be successful.  

But this interview with a young sales manager at a large company should give companies hope that perhaps it’s not age dictating results – it’s simply the person you hired. 

Question: How did you get started?

Answer: I started out as in intern and worked my way up. At age 25, I became a manager and now have a team of 26 people. Our financial results have been at the top of the company, with over 60 comparable branches.    

Q: What has made you successful?  

A: Early on, I found a producer that served as my informal mentor. I’ve seen a lot of situations in offices where salespeople and leaders get caught up in politics. They say what others want to hear. This producer was extremely honest and to the point. He didn’t sugarcoat things. People respect that approach, even though it may turn a few people off. My mentor also took action on a problem rather than stress and hide behind emails. 

Q: As a fairly young manager, what is some knowledge that you wished you would have gained earlier in your leadership role?

A: I’ve been in this leadership role for two years, and one thing I’ve learned is to gain perspective. It’s important to talk to two or three people to get different perspectives on the same issue. It helps me better solve problems. 

Q: What advice do you give to young interns and team members? 

A: A lot of other interns have a tendency to embrace that techie environment where it’s all about work/life balance. I tell the interns that I wear a suit to work, show up first and leave last.  

Be patient. That means starting at the bottom, and doing the grunt work and processing. It’s going to suck, it’s going to hurt a little bit; keep plugging away. Also, be patient with your peers. If you lose your patience with someone, you’re going to lose their respect. 

It was refreshing to interview this young man. And it reinforced an old adage: Don’t judge a book by its cover.  Meaning, don’t buy the stereotypes, whether you’re talking about millennials, baby boomers, people from other nations and of other religions, etc. You’re going to find good and bad in any group of people. And if you’re an employer, give millennials the chance to prove themselves.

Good Selling!

tags: sales, sales management, Emotional Intelligence, colleen stanley, sales training, millennials
Fri, 04/15/2016

A few myths of the sales world should be busted, particularly those surrounding the DNA of top sales producers. I’ve heard more than one CEO or sales managers accept thinking such as, “Big producers have big egos — it just goes with the territory.  Top salespeople are lone rangers; they don’t play well with others.”

It’s time to eliminate these bad myths because they’re costing your company thousands of dollars.

Myth number one: Top producers are egotistical and prima donnas — it just goes with the territory. The inference is that top sales producers get to say and do anything, as long as they are bringing in revenue. That type of attitude doesn’t really lend itself to a healthy culture, or uphold core values of respect and trust. 

The Reality: Top sales producers are confident, not egotistical. How do I know? I work with great salespeople, top sales producers that know the day you start believing your own press is the day you quit learning and improving. It’s the first step towards mediocrity and complacency.   

Myth number two: Top producers are lone rangers. Yes, some top producers are lone rangers and produce a lot of business.  Go ahead and hire them, with the clear expectation that this profile won’t help your sales organization scale. Lone-ranger salespeople don’t like helping team members because that “people thing” slows them. Their mantra is that it’s every man or woman for themselves.      

The Reality: Top sales producers are independent and interdependent. They understand that one top sales producer can’t carry the entire company quota. Top sales producers also understand that sales is more complex today, requiring the brains of many, to beat the competition.   

Tim Sanders, author of “Dealstorming,” advises against hiring the lone genius.  “In this complicated selling environment, you should stop focusing on hiring top producers and instead, search out and acquire team players with the tendency to spin up webs to capture sales opportunities,” he writes. 

It’s time to discard old sales myths and start filling your team with confident salespeople that play well with others.  Scale revenues quickly and profitably by hiring the right salespeople, not just the best salespeople.   

Good Selling!

tags: Colorado Sales Training, sales, sales management, Emotional Intelligence, colleen stanley

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