Whether you were hired brand new to the company, or started out as a salesperson and were promoted to sales leader, you need to build credibility with your sales team. Establishing credibility as a leader is not something that happens overnight. It’s a process that involves time, effort, and patience, and is worth the investment for successful leadership.
Outside sales and inside sales have traditionally played in their own arenas. Outside salespeople regularly meet with clients or prospects in the field. Inside salespeople typically sell over the phone and web. But in today’s “new norm,” outside salespeople have had to stop meeting with clients face-to-face. They have now started to invade the turf of the inside salespeople. So, is this the end of the outside salesperson?
It’s no secret that remote work arrangements have become more prevalent this year. As more companies are considering physically going back to work, many salespeople are asking the question, “do I have to go back to the office?” The answer? It depends.
Have you ever had a potential customer say, “It’s too expensive,” or “I don’t want to get stuck in a contract,” or even “It’s just not important right now?” Every prospect you speak to has objections or reasons they are hesitant to buy your product or service. Whether they think your product is too expensive, or if your company is too small, you’ll face any variety of objections. These four steps will help you resolve those objections.
Do you know a salesperson who is underperforming or struggling? Do you chalk it up to a bad hire? That could very well be the case, but we often find that the root of underperformance is usually due to an underlying cause tied to what we call “The Big Three.” Weakness in any of the three areas can cause the salesperson to underperform. Here are tips you can use to help underperformers.
Are you a CEO who is wondering if you should keep your highly qualified sales leaders because the numbers aren’t there, and you’re not confident that they will be? Or maybe you are a sales leader, and right now, you are wondering if you should be updating your resume because the CEO is always on your back? The problem is usually based on a lack of communication, and often causes the revolving door effect the solution is very straightforward.
Unprecedented times are upon all of us. Anyone who has been through substantial changes, personal, or professional, likely has never seen anything like what is happening today with COVID. This pandemic impacts the entire WORLD. Because of this, choosing empathy when dealing with others is critical regardless if it’s your family, team, boss, current customers, or prospects.
Onboarding new salespeople is critical for many reasons; it sets the tone for their experience and success within your company, dramatically impacts how long they will stay, and helps them learn your company, customers, and their role. Among the many things being disrupted right now, onboarding has become remote for many companies. This adds a new challenge to an already often misunderstood process.
If you work with family, one of the most difficult conversations you may face is the one where you need to remove the family member from their job. Yes, it’s a hard conversation, but it’s also vital to your company. Below are some steps on how to have the discussion.
The latest fad of WiFi-less hotel stays, campaigning as a digital detox, and “unplugged vacations” are on the rise. But the real question is can one truly unplug from phones, emails, and social media accounts, or does their professional life demand they be plugged in all the time?