The Next Level Sales Consulting

How To Sell Like An Olympic Champion

admin — Mon, 01 Mar 2010 22:48:19 +0000

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How To Sell Like An Olympic Champion

The Olympic Games celebrate the spirit of sportsmanship and remind the world that with hard work and determination achieving the impossible really can be possible. At the Olympics, athletes rely on the countless amounts of hours, days, and years of training to face the ultimate test of performance, which is often over in minutes or even seconds. What fuels Olympic athletes to achieve their goals, and how can implementing a similar “training” program, setting goals, and adopting a winning attitude, put you on the victory podium within your own sales organization?

What Does it Take to be Great?

There is no doubt that an Olympic athlete has natural talents and abilities that contribute to their athletic success, but what they do with their talents and the attitude, passion, and determination they possess is what sets them apart from the average competitor. Take a look at your sales career as it stands today. You have talent, or you would not have been given the job opportunity within your organization. The question is, what are you doing to build upon your talent, and do you have the right mental attitude and drive that will make you successful in today’s competitive environment?

Prior to the 2010 Vancouver Olympics, Lindsey Vonn, American Alpine Ski Racer, was quoted by the New York Times saying, “So now I know that I’ve worked harder and prepared myself better than anyone. And I have put things in place. I have a race routine. I have a team of people helping me. I have winning habits. I believe in myself. I have balance in my life. In the end, it’s a mental maturity to let your best come out.”

In the 2010 Winter Olympics, Vonn became the first American woman to win the gold medal in the downhill race and secured a bronze medal in the super-G event.
The same mental attitude, training, and exterior factors that apply to the success of an athlete can also apply to the success of your sales career.

Increase your performance level by adopting the following 4 characteristics of a champion:

1. Remind Yourself of Your Goals Everyday

Not just your sales goals but the goals you have in your life outside of work. Write these goals down and keep them somewhere you will see them multiple times a day. Most sales people that possess a tremendous amount of enthusiasm have goals inside and outside of work that they are trying to accomplish. When a person has a goal they become even more committed. When a person is committed they put more energy into what they do.

Olympians strive to do better each and every day. A person with this personality trait believes that they are good at what they do and are motivated to reach new levels of perfection. They set segmented goals and put plans in place to meet those goals each and every day.

“Focus, discipline, hard work, goal setting and, of course, the thrill of finally achieving your goals. These are all lessons in life.” –Kristi Yamaguchi, former Olympic figure skating champion

Check out our Sales Insights for more on Goal Setting

2. Train With People That Will Make You Better!

Build relationships with the winners on your sales team that you respect and can learn from. More importantly stay away from the negative members of the team. Every office has a few individuals that are gloom and doom - ready to bring you down with them. Misery loves company, so don’t fall into their trap.

Surround yourself with a great network of successful people outside of work as well. Their success and motivation will inspire you to achieve more with your own career.

Top performing athletes surround themselves with a network of inspiring, supportive people. This may include parents, friends, coaches, and even fans. Winners choose to surround themselves with people who are a source of motivation, and in-turn those athletes provide inspiration to their fans who cheer and support them in life and in competition.

“I’ve had nothing but love from everyone and feel so lucky to have such an awesome group of people in this area that have followed me through my career.” –Apollo Ohno, Olympic Speed Skater and “most decorated” American winter athlete, winning 8 medals

Search More Inspirational Quotes and Sales Stories

3. Prepare Yourself to Beat the Competition

While your main focus should always be on improving your own skills, it’s a good idea to keep yourself informed on what’s going on in your industry and with your competitors. You’re not the only one out there, so taking time to do your research can give you a leg-up on the competition.

Many successful sales people are the absolute best at what they do because they have read and studied not only their own website, brochures, and articles, but also their competitors. This prepares them to always be on top of their game in front of prospects and gives them the ability to intelligently answer the “Why your product” questions.

“If you fail to prepare, you’re prepared to fail.” –Mark Spitz, former Olympic swimming champion

For more personal development read: If You’re Not Outselling You’re Being Outsold

4. Stay in Shape! - Both Mentally and Physically.

It is hard to be motivated with an empty gas tank. Being successful takes energy. Mentally you must be on top of your game each and every day. Getting the proper amount of sleep and keeping a healthy diet will give your body and mind the ability to proficiently run thought the day. Staying in shape physically will provide you with vigor and liveliness to wake-up each morning ready to tackle the challenges thrown your way – from sun up to sun down! Being active and physically fit will make enable you feel good about yourself which will surely shine through in your daily interactions with customers, co-workers, family and friends!

Olympians know what it takes to be the best at their sport. They know their bodies and ensure maximum performance by training, practicing, eating and resting to maintain the highest level of efficiency. Elite athletes adopt a healthy regiment to keep their bodies strong and their minds focused.

“I am building a fire, and everyday I train, I add more fuel. At just the right moment, I light the match.”
–Mia Hamm, American Soccer player, 2004 Summer Olympics

“Citius, Altius, Fortius”

The Olympic motto reads: “Citius, Altius, Fortius”, which means faster, higher, stronger. Baron Pierre de Coubertin, founder of the Modern Olympics created this motto, and in his own words it’s “a motto for people who dare to try to break records.” So on the brink of the Winter Olympics 2010 closing ceremony, what “record” are you striving to break? Whether it’s an individual sales record, a team record, or a companywide record, the important thing is to always set a goal for yourself and GO FOR IT!

About The Next Level Sales Consulting

The Next Level delivers performance consulting to sales organizations, client service organizations, and call centers. We focus relentlessly on boosting the key metrics that matter most to your business.

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

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eLearning for Sales Training: Can it Improve Sales Performance?

admin — Wed, 27 Jan 2010 00:33:04 +0000

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eLearning for Sales Training: Can it Improve Sales Performance?

Over the past decade, eLearning has been an important enabler in education as well as corporate training & development. Universities have been offering online courses for over 10 years now, making education and college degrees reachable for the distant learner. Companies have been utilizing eLearning for standard corporate education such as HR policies, corporate culture, and product training…But now, organizations are also realizing the power and benefits of utilizing eLearning as part of a blended solution to improve sales force effectiveness.

Developing Your Value Proposition

The number one response you DON’T want prospects to ask or even think after hearing your value proposition is “So what?” Let’s be honest, most of the value propositions out there are pretty weak. How many times have you asked this same question to value propositions such as:

• “We are the best in the business and offer outstanding products” – So what?
• “We were rated # 1 last year” - So what?
• “We top the competition” - So what?

A strong value proposition should be clear, concise, and able to convey tangible results such as:

• -Increase market share
• -Increase revenue growth
• -Improve customer retention
• -Reduce employee turnover

If you heard a sales representative say, “Our clients typically see an increase in revenue by 20-30% in the first year without increasing their sales force or increasing overtime,” wouldn’t you be curious to know how?

Buyers want to know exactly what you can do for them, so don’t be vague – “Specific is Terrific!” It is also essential that you are prepared to prove your statement with documented case studies, client testimonials, and actual project results.

“It takes the hammer of persistence to drive the nail of success.” - John Mason Get More Inspiration

Features & Benefits

A value proposition is a great statement to have on your website, your marketing materials, and to convey at the beginning of a sales call, but where you will really hit home with your prospects is with features and benefits. Features are the indisputable facts about your product or service. Benefits are the advantages your product or service offers. For example, a feature may be that you have been in business since 1957. The benefit related to this feature is that you have developed a strong reputation and your accounts are confident that you will be there for them for years into the future.

Features and benefits are the cornerstones of the value-building process. This is because features and benefits influence purchasing decisions. It is difficult to be effective in sales without a mastery of your product knowledge. In addition, linking a feature with a bridge and a benefit is a powerful tool you can use to communicate what you can do for your prospects/accounts in a memorable, compelling, and persuasive way.

Here are some examples of Feature + Bridge +Benefit:

Feature = In business since 1957 (+) Bridge = What that means to you is (+) Benefit = Strong reputation and will be around to support you well into the future

Feature = Independent privately owned company (+) Bridge = The Benefit to you is (+) Benefit = We listen and respond to our customers like you, not Wall Street or other interests

When developing your features and benefits, it is important to listen to your prospects and know what is important to them.

Use these templates and tips to create your own features & benefits:

Now Sell It Like You Mean It!

Enthusiasm is one of the keys to persuasive communication. Does excitement come through your voice when you present the features and benefits that you worked so hard to master? It’s not enough to know your company’s products and services. You must really believe in what you are saying, and then get to the point that you can verbalize the features and benefits in a motivating way. This takes practice so keep at it!

Never assume that your prospect knows even the most obvious features and benefits about your company. It’s up to you to ensure they know them after speaking to you. So, start at the beginning, talk in simple terms, and after conducting discovery, directly apply the features and benefits to your prospect’s needs.

Take a moment to listen to one of your top performers explain the features and benefits of your company. Learn from them! After all, they must be doing something right.

About The Next Level Sales Consulting

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

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Delivering Your Value Proposition: Make it Worth More Than Words

admin — Thu, 22 Oct 2009 20:55:43 +0000

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Delivering Your Value Proposition: Make it Worth More Than Words

Decision makers are in a unique position in today’s economical environment. For starters, they are under a lot of pressure to make the right purchasing decisions that will most benefit their company. They must ensure that every dollar is spent wisely; and therefore, they are now scrutinizing their providers more than ever. At the same time, they have a multitude of options to choose from. Sale organizations are casting their nets wide, in hopes to gain new business, which means the next time your client or prospect’s phone rings, it could be your competition on the other end.

Developing a powerful and tangible value proposition will set you apart from the competition and entice your prospects to investigate your company more. The ability to back it up will win you the business!

Developing Your Value Proposition

• “We are the best in the business and offer outstanding products” – So what?
• “We were rated # 1 last year” - So what?
• “We top the competition” - So what?

A strong value proposition should be clear, concise, and able to convey tangible results such as:

• -Increase market share
• -Increase revenue growth
• -Improve customer retention
• -Reduce employee turnover

“It takes the hammer of persistence to drive the nail of success.” - John Mason Get More Inspiration

Features & Benefits

Here are some examples of Feature + Bridge +Benefit:

Feature = In business since 1957 (+) Bridge = What that means to you is (+) Benefit = Strong reputation and will be around to support you well into the future

Feature = Independent privately owned company (+) Bridge = The Benefit to you is (+) Benefit = We listen and respond to our customers like you, not Wall Street or other interests

When developing your features and benefits, it is important to listen to your prospects and know what is important to them.

Use these templates and tips to create your own features & benefits:

Now Sell It Like You Mean It!

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

Enter Email Address* to Join Our List

Is Your Frontline Helping or Hurting Your Bottom Line?

admin — Thu, 24 Sep 2009 22:05:00 +0000

Is Your Frontline Helping or Hurting Your Bottom Line?

Your frontline team, whether they are handling inbound calls or placing outbound calls, can be responsible for driving a tremendous amount of business. Consequently, if your frontline does not have the proper training, they can also drive business away. The sheer volume of people and organizations they touch outside of your four walls puts them in a key position to retain existing customers, up-sell current deals, and bring in loads of new business. Ensuring that your frontline can effectively utilize “discovery”, overcome objections, and close, will put your company ahead of the competition.

Discovery

To effectively drive business through your frontline, it is important that both incoming and outgoing calls begin with what’s called “Discovery” - Uncovering “What they want and why they want it.” In the discovery process, your goal is to determine where the prospect/account is currently, then identify their desired state, and determine how you can help them get there. Top salespeople start with general questions about the organization, and then learn more about the prospect’s needs and current process, and finally they ask about what the prospect/account expects in this type of a relationship. All along you can be asking questions to create selling gaps and opportunities for you to fill the gap. Getting into the habit of using discovery best practices will help you obtain the information you need to make the sale.

The following are examples of general questions. You can customize these to each prospect or account.

EXAMPLE SERIES OF QUESTIONS:

General Questions: Tell me about your organization; How long have you been here? In business?
Needs Questions: What or who does your company currently use? What are your top markets?
Process Questions: Tell me about your process from start to end.
Major Benefit Questions: What will it do for your company if we can meet your needs?
Selling Gap Questions: Why is that so important to you? How do your employees feel about that?

It may seem obvious, but taking notes during discovery is very important. Your prospect/account is going to share a lot of information and your want to be sure to capture the most important details so that we can refer to them later when you are creating the tailored solution. Your notes will also help you with rapport building during future conversations. Remember to review these notes prior to every sales call.

“It takes the hammer of persistence to drive the nail of success.” - John Mason Get More Inspiration

Handling Objections

The philosophy on resolving objections over the phone is simple: “Don’t get frustrated. Stay positive. Keep pushing.” There are thousands of individuals and companies out there who have a need for what you provide. Still, there are times when you will receive objections that you can work to overcome when speaking to a prospect/account on the phone. The key is to be prepared for those objections ahead of time so you can be quick on your feet when they come your way…and they will!

THE SIX MOST COMMON TELEPHONE OBJECTIONS INCLUDE:
1. I’m not interested
2. Just signed with someone else
3. No time; Too busy
4. We already use you
5. We do our own in-house
6. Just send me some information

We asked top performing corporate account managers how they handle the six most common objections. Here is what they say.

For more on Overcoming Objections and other effective sales tools visit our sales insights

Closing

Closing is really the process of opening a relationship. Getting the buying commitment is not the only detail when it comes to closing. You want the customer to have a good buying experience so they will continue to buy from you in the future. Most of the typical closing techniques like asking for the order are actually accomplished in the objections process. Focus your attention on helping the prospect/client by sincerely addressing their concerns.
If things start to stall, you may feel the need to over promise, but don’t. Just to make the sale. You will set yourself up for future prospect/client disappointment, decreased repeat business, and less referrals. Realize that many prospects/clients create buying resistance as a negotiating technique. Focus your attention on value, not price. Review the details of every closed sale. The client often forgets them; or even worse, thinks they heard something you didn’t commit to. Make sure this never happens by summarizing all details.

About The Next Level Sales Consulting

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

Enter Email Address* to Join Our List

Successful Sales Performance Improvement Plans: What Matters Most and Where to Invest?

admin — Mon, 24 Aug 2009 22:43:10 +0000

Successful Sales Performance Improvement Plans: What Matters Most and Where to Invest?

According to industry experts, the top objectives for sales executives in 2009 were increase revenues, increase profitability, and increase market share. Seems pretty simple, right? The question is how to make it happen. Achieving any of these three objectives requires an investment in sales effectiveness, but where should your company invest its dollars? And with the limited funds available today, it is not enough to just write a check, cross your fingers, and hope you see results. It is vital that the plan be strategic, that there is buy-in from all levels of the organization and that the plan is seen through until the desired business results are met.

Commit From Start to Finish (and Beyond)

When tri-athletes prepare to face their biggest race ever, the IRONMAN challenge, you can bet your bottom dollar they have been training for more than just the middle leg of the race. Giving a stellar performance in only the cycling segment is not going to put anyone at the front of the pack. It is essential that the athlete commits to preparing for all three segments, prior to race day, in order to have the skills and the stamina to cross the finish line with the best of the best!

Just like in an IRONMAN challenge, there are three factors that considerably impact any sales force effectiveness initiative; buy-in from senior management, design and delivery, and follow-up through execution. During a recent webcast, the audience was asked “What has been the biggest challenge you have observed in the execution of your company’s sales force effectiveness initiatives in the past?” 90% of those polled said their biggest challenges were; “Buy-in and alignment from all levels of the organization” and “Follow-up and coaching through execution with the sales leadership team.”

So what does this mean? Companies are designing outstanding training content, and delivering it superbly, BUT… 1) It will never really be adopted and enforced due to lack of buy-in and alignment across the organization and 2) Without follow-up through execution, no matter how good the content or how well its delivered, sales performance improvement will never be sustainable. So the bottom line is, without buy-in upfront, and without follow-up on the backend, one great day of training is not going to improve your bottom line.

“All things are created twice; first mentally; then physically. The key to creativity is to begin with the end in mind, with a vision and a blue print of the desired result” - Steven Covey Get More Inspiration

Gaining Buy-in Isn’t Always an Easy Sell

When a sales force falls short of its goal, it’s tough to ignore the results. Sure, excuses can be made, but the numbers are on the table, and if the sales force does not meet or exceed expectations, it’s time to take action to ensure substantial improvements.

So why is it so difficult to get everyone onboard towards implementing a performance improvement plan? There are many reasons why gaining buy-in across an organization is not always the easiest task. Some may think that more work will be required of them, while others are notably resistant to change. Many may be skeptical of investing in sales training, while some just don’t think it’s “their problem.” So what’s the best way to rally the troops and make things happen?

Do your research! – If you are presenting a plan of action, make sure you have the data to back it up. Research both the issue and the solution. Where is the shortfall and what data supports your findings? What is your proposed solution, and do you have quantifiable results to show previous success?

Hold an alignment meeting – or a “Commitment Meeting” at which all key stakeholders are present. Senior management sets expectations for results and establishes measurable project goals, timelines, and responsibilities.

Ensure accountability – once the goals are set make sure everyone knows their role and their responsibility. Being a key part of a movement will instill a sense of accountability and pride throughout the path towards meeting the desired business goals.

At this early stage in the project, if each senior leader makes his or her individual commitment to the long-term success of the sales team and agrees to advocate for the initiative for the long term, then the organization is way ahead of the game!

For more on Gaining Buy-In From the Top view our 5 Tenets of Sales Success

A Quick Fix Quickly Fails

Many organizations treat training like a “get slim fast” program, but for the millions of people who have tried these shams, and the billions of dollars wasted on them, we all know that a quick fix program does not achieve sustainable results.

Implementing change takes time, and if training is only thought of as an “event” rather than a process, then surely the results (or lack thereof) will be disappointing. So who’s responsible for reinforcing the program and following-up through execution after the instructor led training has taken place? It is not practical for the trainer to take on this role. It should be the sales managers’ responsibility, but do they have the management skills to coach the sales force towards reaching the performance improvement initiative goals?

This brings us back to the original question, “where should your company invest their dollars?” The investment should be made in training and development of your sales managers, because sales people improve when sales management improves. A great sales coach can be worth their weight in gold, but the skills to successfully lead a sales team is not something that often comes naturally.

According to a recent case study published by TrainingIndustry.com, a leading telecommunications company with 2,500 salespeople surveyed their sales force and discovered, salespeople rated their sales managers very high on “cares about my success”, but rated sales managers lowest on “provides the coaching I need to be successful.” A caring word of encouragement, and a pat on the back is great and all, but for a sales manager to truly impact the success of a sales team they must have the skills to coach their sales people through every stage of the game.

The sales manager is in the position to reinforce tactics taught during a sales improvement program, to coach through execution, and to insure the team continues down the right track towards reaching the company goals. A well trained sales manager has the ability to change the individual lives of their sales people, and positively impact the state of their company as a whole.

For more on Sales Coaching Read our best selling book: Selling is Everyone’s Business

About The Next Level Sales Consulting

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

Enter Email Address* to Join Our List

Feeling the Heat to Make Sales Sizzle this Summer? - Try these Cool Sales Tips:

admin — Thu, 16 Jul 2009 21:15:46 +0000

Feeling the Heat to Make Sales Sizzle this Summer? - Try These Cool Sales Tips:

Oh summer! What a wonderful time of year to fire-up the grill, bask in the sun, and enjoy quality time with family and friends! There’s no doubt about it, summer is one of the best times of the year – but while you may have crowned yourself master of the Weber on the weekends, how do you plan to spice up your recipe for sales success? Summer is not only a great time of year to rejuvenate your personal life, it’s also a perfect time to revive your work life by taking advantage of opportunities you might not have during other times of the year.

Reconnecting - Make it Personal

Throughout the summer season you may find yourself with a little extra time on your hands…as many people do tend to vacation around this time of the year. Don’t sit around twiddling your thumbs - be proactive! Use this time to update your client list and reach out to customers you may not have spoken to in awhile. Your current and past clients are also the most likely to be your future clients. Create a list and start reconnecting!

Get creative with the way you reach out to people. No one likes receiving the standard “Update Your Contact Information” e-mails. Here are a few more personable suggestions:

Tried a fantastic new restaurant that you think others may like as well? E-mail your customers and tell them about it!

Heard about a new golf course opening in the fall? Send a note to your golf lovers who might be interested in testing out the fresh greens. Maybe even set-up a future tee time.

Have an amazing BBQ recipe that you think is award worthy? Share it with your most beloved customers! - Don’t have a master BBQ recipe? Steve Johnson, President of the Next Level wants to share his secret BBQ recipe with you! E-mail us for this mouth-watering recipe!

See, all it takes is a little thought. You have nothing to lose and everything to gain! Your customers will appreciate the personal touch and you have now reopened the lines of communication. You never know, you may just catch someone at the right moment. Be sure to update their contact information along the way.

For a truly amazing motivational sales story read: Love Your Customers

Be a Social Butterfly

The weather is warm, people are out and about, and friendly faces can be found everywhere you turn. Summer is a great time to network without even thinking about it. Just take a look at your upcoming calendar – there is bound to be a social gathering of sorts in the near future. Networking doesn’t have to be done in a suit and tie. Everyday activities are a great place to get to know what those around you do for a living, and let them know what you do as well. It’s part of life. Whether you’re cheering your kids on at the next soccer game, hanging at the community pool, or enjoying dinner next to complete strangers on your Caribbean cruise, make it a point to strike up a friendly conversation.

People are more apt to relax and let their guard down during social activities. You don’t have to be overly “salesy” or aggressive. Just through casual conversation you may uncover a potential prospect. At the very least you get to know someone a little better, or perhaps even make a new friend.

“Butter people up! People do not live by bread alone. They need buttering up once in a while” - Robert Henry Get more inspiration

Going on Vaca? - Plan Ahead So You’re Not Left Behind

While it would be nice, the world does not stop moving just because you are off on a tropical island somewhere indulging in fruity cocktails. The fear of missing sales while you’re away can not only put a damper on your vacation, but it can also cost you and the company a potential loss of customers and money! This does not have to be the case if you plan ahead. Here are some simple steps you can take to avoid letting summertime sales slip through the cracks.

1. Avoid telling customers that you are on vacation or are going on vacation. While it is perfectly fine to take vacation time, and very necessary to lead a balanced life, announcing it to your customers is not recommended. Knowing that you will be away for an extended period of time could detour customers from reaching out to you for their urgent needs, and even worse, they may reach out to your competition. A simple out of office e-mail message should suffice. Leave a co-worker’s contact number for urgent requests.

2. Be sure to have someone you trust back you up at the office in case anything comes up. Ask them to check your e-mail and voicemail messages a couple of times a day if you are unable to check it yourself. Chances are, they will take vacation sometime this summer too, and you can return the favor.

3. Discuss with your manager, and your back-up person, any deals or issues that may arise while you are away. Knowing in advance how you will handle any orders, questions, or concerns will avoid confusion when and if they occur.

4. Plan some time in your vacation schedule to deal with hot sales issues. For example, wake up an hour early every other day to check e-mail and be available if you are needed. If you’re not needed, then great! Take the time to go for a jog or read the paper.

You’ve earned your vacation time, so make the most of it! If you have planned ahead accordingly, you won’t be stressed about being away from the office, and you can use this time to relax and enjoy yourself. If your idea of unwinding includes a good book that will help you get ahead, here are a few books we recommend reading.

Have a great summer, and like your mother always said, “don’t forget to wear your sunscreen.”

Check out our sales insights for more sales tools and planning tools.

About The Next Level Sales Consulting

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

Enter Email Address* to Join Our List

Emerging From the Recession: What’s Sales Training Got To Do With It?

admin — Thu, 18 Jun 2009 19:57:03 +0000

Emerging from the Recession:

What’s Sales Training Got To Do With It?

Organizations need a strategic approach to grow during the economic downturn, but too often companies are focused more on cutting back to survive rather than investing in their people to thrive. Sales people are ready for change, they are even welcoming it. This is the perfect opportunity to transform bad selling habits and instill effective sales methods. The present economic climate has both given your organization the opportunity to build a powerhouse sales team, and made it essential that you do so. Those companies that invest in their sales team and train them to be all-stars will rise above the competition and emerge from the recession with flying colors. Training your sales people to succeed will not only prepare them for tomorrow, but also show them they are a key part of the organization today.

Are employees really welcoming change?

It’s no secret that sales have become tougher to make over the last year…the playing field has changed dramatically. It’s time to switch-up your sales team’s habits and teach them to look at the sale from a different angle. According to Neil Rackham, known worldwide as the “Professor of Selling,” “recession is a powerful stimulus for behavior change.”

Take a look at the typical sales players. Every sales organization has them, or has at least heard stories of them:

The Wave Riders - Those who have been riding the wave of the same handful of accounts for years – and are now drowning in the wading pool trying to catch a rope.
Average Joes - The average sales reps who typically just gets by and now can’t get anyone to buy.
The Old Schoolers – Always have been resistant to change, and you always thought they would be….until now!

At this very moment in time, your sales people are more apt and willing to learn and make behavior changes, because if they don’t, they just might not stay a-float. Change is all they’ve got. Heck for the first time, they are welcoming change and as an organization, you need to provide the training to make change happen! Instill the behaviors now that will put your sales organization ahead of the game today - and uncatchable in the future.

To get more sales coaching tools for behavior change read Selling is Everyon’s Business

Build Your Powerhouse

Now is the time to commit to building a powerhouse team that will emerge from the current economic hard times ready and prepared to dominate in the future opportunistic times. Develop the one element that will set you apart from the competition – your people. Implement the performance improvement plans that will arm your sales team to succeed.

According to Rosabeth Moss Kanter, professor at Harvard Business School, ”In this tough economic environment, if you wait too long to envision and implement transformational changes, you are out of the game.” The organizations that realize this is a time of opportunity, a time to develop a winning team, and a time to get ahead, will thrive in the future.

The available talent pool is overflowing with quality candidates. There is an entire team of first round picks out there, so if you can afford to scoop them up, do it! Then, bring them up to speed with your best practices through sales training and development. When the time comes, your entire sales force will be jiving like the LA Lakers in the NBA Championship game.

“In basketball — as in life — true joy comes from being fully present in each and every moment, not just when things are going your way.” - Phil Jackson, LA Lakers Coach Get more inspiration

Investing in Sales Training - (What it shows your people and your customers)

From the words of Paula Ketter, Editor of T + D Magazine, “People are the real assets of your company. It is really short-sighted to say you’re not going to invest in your people.”

As the economy ramps back up, so will hiring. You can’t afford to lose your top performers to your competitors. Investing in your people through development now, shows they are a key asset to the company today, and in the future. Personal skill development also gives people direction and focus. This is essential when minds could be wandering due to uncertainty and despair about the future. Training can be a useful and motivating tool to keep your sales people charging ahead rather than looming in thoughts of insecurity.

In today’s market, customers have the upper hand - With all of the offers of options and deals and discounts, (OH MY!), sales people must be able to show customers that not only are their products of value, but as a sales rep, they are a valuable resource as well. Customers want to buy from sales people that are knowledgable, personable, and aware and in tune to the customer’s needs. Through training your sales team, you can assure they are equipped to offer the “full package” to the next potential customer they encounter.

“Train Through the Pain”

While it may seem hard to justify at the moment, investing in training for your sales organization will prove to be a valuable expenditure when you are taking market share in the new economy. The need to spend conservatively is to be expected, but avoid slashing where it hurts the most. Cut-backs on sales training can prove to be detrimental, especially when the one surefire asset you have to rely on during uncertain times is your people and their performance.

Check out some success stories from top notch companies who got ahead through sales training. Success Stories

About The Next Level Sales Consulting

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

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Sales People Improve When Sales Management Improves

admin — Tue, 19 May 2009 21:57:00 +0000

Sales People Improve
When Sales Management Improves

Invest in your sales management team - Sales managers make a big difference! An effective sales coach can drive a high performance work culture that rewards success and discourages mediocrity. An impactful sales manager can create and sustain performance over the long haul. Take a look at college basketball…(Whether you like either team), there is no denying that both Duke and North Carolina consistently form outstanding squads. Players come and go, but one constant that sustains the two programs from year-to-year is their coaches. Both leaders can attract the talent and effectively develop and coach their players to win…Just like a well trained sales manager can do.

What’s an Effective Sales Manager Worth?

To some degree people don’t work for companies they work for bosses, and a great sales manager is worth their weight in gold due to retention of top performers. Sales Managers interact with their sales people on a daily basis in one way or another, (or at least they should). Therefore, they are in the position to make the biggest impact on each and every individual on their team.

So what can a well trained sales manager bring to the table?

-A Sales Manager can coach their sales team to execute and improve productivity
-Drive a high performance culture amongst their team and others
-Attract top talent from the community and other organizations
-Retain top performers and sustain performance over the long haul
-Increase profit margins
-Achieve corporate strategies and programs

Most top performers stay because of their sales manager and on the flip side, most top performers leave because of their sales manager. With top performers often being the most profitable contributors to the bottom line, you can’t afford to lose them!

Sales people improve when sales management improves. Learn more about our Sales Coaching for Managers program

Facing the Facts of Sales Force Effectiveness Challenges

During a recent webcast hosted by Sales and Marketing Management Magazine, the audience was polled with several questions regarding their sales force effectiveness challenges. View the On-Demand Webcast Here

When asked the question: “What has been the biggest challenge you have observed in the execution of your company’s sales force effectiveness initiatives in the past?”
• 90% of those polled said their biggest challenges were; “Buy-in and alignment from all levels of the organization” and “Follow-up and coaching through execution with the sales leadership team.”
Both challenges are clearly management issues that could be avoided with proper sales management coaching. Ironically though, only 5% of those same organizations focused their sales force effectiveness initiatives on “Sales coaching training for existing sales managers.” So what does this mean? Sales people improve, when sales management improves.

Facing sales force effectiveness challenges in your own organization? You’re not alone.
Take the survey and get the full poll report to backup your views and start making a difference

Now You’re a Manager…Good Luck!

It’s not an uncommon chain of events; a salesperson puts in their time, exceeds their quota year after year, and achieves the big promotion to management. They are met with high-fives, a raise, perhaps a bigger office, and a GOOD LUCK TIGER!…But just because someone is a rock star at sales doesn’t mean they are ready to manage the band! True, some people instinctively are born leaders, but not everyone can slide right into a manager role and effectively lead a sales team. There are certain management skills that take time to learn. Here are some management skills to focus on:

-Developing and executing a game plan for yourself and your sales team
-Improving top sales performers and getting rid of underperformers
-Implementing best practices from top sales managers
-Providing feedback, motivation, and inspiration for your sales team
-Transferring the skills of top performers to everyone else
-Creating an environment that encourages improvement and performance

Both new and existing sales managers will be benifit from sales coaching training. A sales management training program gives sales managers and sales leaders specific tactics, step-by-step guidance, and cutting-edge insight on leading their teams to a higher level of performance.

Sales people improve when sales management improves. Learn more about our Sales Coaching for Managers program

About The Next Level Sales Consulting

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

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Recession Strategies: Get the Most Out of Your Sales Staff

admin — Tue, 19 May 2009 21:24:11 +0000

Recession Strategies: Get the Most Out of Your Sales Staff

It’s no secret that the current economic climate presents a host of obstacles for sales growth in almost every industry. Together, we are facing challenging times, but with the ability to make adjustments and “power-through” it, you can, (and you will) sustain a thriving and successful sales organization. In a time of uncertainty, one thing is for certain though – In every sales force, each individual MUST make a difference!

Let’s Examine the Current Business Climate

According to the LA Times business section, the U.S. is experiencing a reduction of close to 600,000 workers per month. Many companies are closing satellite offices, large companies such as Bank of America and Merrill Lynch are merging, as is Wells Fargo and Wachovia and a host of others. Most of us have never seen times like this before, but we are all feeling the effects of:

-Workforce reductions
-Companies downsizing or in some cases, even closing
-Mergers between large and small companies
-Budget cuts in all areas

And with increased competition and tighter capital markets, many organizations are at a crossroad as to how to generate more revenue without adding any additional head count. Don’t panic, there are things you can do!

Access our FREE on-demand webcast. Recession Strategies: How to get the most out of your sales staff. View it Now!

How to Make it Hot - (Even When it’s Not)

It is evident that the current economic climate is not exactly hot at the moment…In many companies, hiring has been halted so it is essential for organizations to get the most out of their existing sales associates. Effective sales training and coaching can help companies turn B players into A players. Proper sales coaching can give access to new ideas, tips and strategies that will help you build upon your team’s current skills and strengths to give you a competitive edge. When times get rough, you have two options - You can either sit back and get burned, or get fired-up and make things happen. With the right coaching and direction, your people are capable of turning up the heat! Take this opportunity to develop each sales person’s skills and form a team that bonds through hard work and success.

Here are a few coaching tactics you can try:

-Form a weekly focus group that can address the obstacles and objections that the sales force is facing on a day-to-day basis.
-Business is changing daily so be ready to adjust to your clients needs. Modify your message in a manner that will address their current business concerns.
-Hold weekly skills practice sessions with your team to ensure they are effectively relaying your companies’ unique value proposition.
-Run a sales contest to create a competitive challenge amongst your team.

Looking for More Sales Tools and Tips? Utilize our sales insights

So What’s it All About?

It’s all about improving productivity! Companies can only cut back so much….at some point sales organizations have got to improve the productivity of their sales team to bring in more revenue. Coach your sales team to execute on your sales organizations most important priorities. It’s time to move out unprofitable D players - Long story short, in every sales force, everyone has got to make a difference.

For more coaching tips: Read Selling is Everyone’s Business

About The Next Level Sales Consulting

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

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Execution - Follow Through to Ensure Sustainable Success

admin — Mon, 20 Apr 2009 17:33:57 +0000

Execution - Follow Through to Ensure Sustainable Success

The best way to execute as a coach is to make sure your people execute, and the best way to make sure they execute is to follow up on the most important priorities. Most people do not lack the dream of succeeding, but they lack the energy and tenacity to make it happen. Just keeping up with daily activities can sometimes be challenging. Athletes use the term second wind to describe a state they enter into after that initial feeling of fatigue. It’s your job as a coach to make sure your team is executing properly and then follow-up with motivation to keep your team on track through their second, third, and fourth wind.

The Art of Training and Coaching

Not all coaches instinctively know the proper approach to follow-up. An effective way to ensure coaches are leading their team successfully is to provide sales coaching for managers or, sales management training specifically designed for team leaders who want to improve their organization’s performance. This can be taught by an internal training resource or through a sales training consultant. The best salespeople already know all the tricks of the trade, and the best organizations are shifting their focus from the art of selling to the art of training and coaching their sales teams.

A strategic sales management course should cover the following topics in depth:

-The role and best practices of a coach
-Developing and executing a game plan for yourself and your sales team
-Implementing best practices from top sales managers
-Providing feedback, follow-up, motivation, and inspiration for your sales team
-Transferring the skills of top performers to the rest of the sales team
-Creating an environment that encourages improvement and performance
-Developing your skills as a sales coach and leader

Sales people improve when sales management improves. Learn more about our Sales Coaching for Managers program

Follow-up to Impact Performance

Regular follow-up impacts performance immediately. It’s fine to check in at a formal, documented meeting, but people can get off track between meetings. Hearing positive reinforcement from the coach ensures that the salesperson will continue down the right track, while building confidence and momentum in that salesperson.

Here are three easy questions to ask during follow-up:

How’s it going with your goal of______? - Be specific. Just plain “How’s it going?” will often only spark a one word response.
What’s working well for you? - This gives the sales person a chance to highlight some of their success.
What’s not working for you? - This is a way to determine what the salesperson perceives to be a challenge and also creates a coaching opportunity.

“It is the nature of a man to rise to greatness if greatness is expected of him” - John Steinbeck Get more Inspiration

Coach to Change Bad Habits and Instill Good Ones

Changing old habits and adopting new methods does not happen overnight. Just as a trainer coaches a new client to adopt better exercise and eating habits, a sales coach must stick with his team and coach them on a daily basis until newly learned tactics become successful and sustainable. Follow-up throughout execution creates a consistent message and focus. These recurring interactions are great opportunities to reinforce the message from a training and also keeps you engaged with your team. In a sales environment, face-to-face or voice-to-voice contact is not always possible, yet keeping in contact with your sales people is a must.

Here are some alternative ways to keep in touch:

Follow-up e-mail from coach to salesperson – It is important to be conscious of your e-mail tone and context. Leave no room for misinterpretation
Voice mail – Leave a clear and positive message that relates directly to your salesperson’s performance and goals
Text message – Short and concise messages can boost confidence. A simple “Great Job” is all it takes

Ensure Sustainable Success

Just as a teacher wants their student to retain the material learned in class, and then put it to use toward graduating, you too want your sales people eventually to flourish on their own. As a sales coach, you have the opportunity to greatly impact the lives and development of your sales team. They look to you for guidance. When they win, you win; so make sure you are up to the leadership challenge.

**Execution is the 4th tenet of sales success. Review all 5 tenets here:

For more coaching tips: Read Selling is Everyone’s Business

About The Next Level Sales Consulting

To learn more about how to take your business to The Next Level, contact us at 310-643-7700 or visit us at www.nextlevelsalesconsulting.com

Enter Email Address* to Join Our List