It’s not enough to have great talent on your sales team. Even if your salespeople have excellent selling skills, real success comes when everyone is aligned with the goals and expectations set by the sales leader while also being motivated and held accountable. So, what does it mean for a salesperson to be accountable? For this article, let’s say accountability is defined as; being held responsible for doing the things that are expected of you.
EOS includes a set of simple business tools and proven business processes that align and synchronize all the pieces of your business, to produce the results you want. Sounds great, right? Well, then how come most Sales departments struggle to adopt this method?
How would an economic recession affect your business? When production slows, demand for goods and services shrinks, credit tightens and the economy enters a downward spiral, clients and prospects become much more focused on price.
Expectations run the world, and when people don’t live up to your expectations, or you don’t live up to theirs, issues arise. Therefore, it is imperative that you are clear about your expectations of the people on your team.
The purpose of giving feedback is to improve the situation or a person’s performance. When your feedback is harsh, critical, or offensive, people have a hard time learning from it because they may become defensive or insulted. Positive feedback provides positive observations and suggestions that allows others to see what can change to improve their focus and results.
The executive team spent the last couple months of the year coming up with the growth strategy for the company....
If your typical sales cycle is longer than 2 months from initial customer contact to close, it’s time for a...