Anyone can be a salesperson, right? When most people think of salespeople, they often think of someone who is funny, energetic, charismatic, money-driven, and relentless. But that’s not always the case. Here is how you can help your first-time salespeople be successful.
About Gary Braun
Gary is a founder and co-owner of Pivotal Advisors. He has worked for 20+ years as a salesperson and sales leader. Gary has been a guest speaker for many groups such as Vistage, Allied Executives, CEO Roundtable, Sales Management Association, and more. If you want to find out more about Gary check out his profile here.
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Question: If last year’s revenue was 10 million, and the sales team is on track to end this year at 11.5 million, but the determined goal was 13 million, is the sales team doing well? They are beating last year’s goal so that must be good right? The answer depends on a few things.
Your company is thriving, your leadership team is bringing you good news, and you’ve heard that you’re the “buyer’s choice” of all good things, but it isn’t the time to sit back. While you are at this peak, it’s time to look for your next area of improvement.
Congratulations on the promotion! You were a stellar salesperson meeting deadlines, closing deals, landing big accounts, so your company promoted you to sales leader in hopes your charms would rub off on your team. But the role isn’t as easy as you thought. Here are five things for you to know when you are promoted to sales leader.
When asked “what makes a successful sales organization” the most common response is “they sell a lot”. Yes, they need to sell a lot and hit their goals. But how do they do that? A key part of a successful, or healthy, sales organization is that they have a strong sales culture. Here is how to create a successful sales culture.
There is a relationship between a salesperson and a customer. The salesperson has to know what pain points or challenges the customer is facing to determine if their product or service will work for them. Then, salespeople need to effectively position the value of their solution to their customers to build understanding. Here are few ways to sell to your customers.
If you’re an attorney, advertising professional, architect, accountant, financial adviser, or engineer, you’re also a salesperson. Not what you were expecting? It’s true. If you fall into one of these positions, you likely have to sell regularly to be successful. So here is what a non-sales salesperson should know.
Would your salespeople rather receive praise or a monetary reward? Does recognition from peers mean as much as when it comes from a leader? When it comes to motivating your salespeople, sales leaders often jump right to compensation. But there are many ways salespeople would like to be rewarded.
Company alignment can be elusive for even the smallest start-up companies, not to mention companies with multiple divisions or remote employees. As the CEO, aligning your company to succeed starts with you. It would be best to have a company alignment strategy, so here are a few ways to get started.