Results Driven

People, Business Strategy: Sales and Negotiation Training

To control or not to control your sales team, that is the question!

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Control?

I am often asked what level of control should exist over a sales team.

There are several theories that you should control everything, that you should control nothing, or that you should have balanced control.

In short, there are many theories.

The answer is not as simple as we think.

Control should always exist.

The degree of this control may vary according to several analysis vectors.

There is a maxim that we often present to our clients that can be summed up as follows:

“What gets measured happens”.

In controlling a sales team, there should be two main vectors that can help you set up a monitoring scheme.

The “Short-term versus Medium and Long-term” vector

The first is whether YOUR type of sale is short-term or medium to a … [ Read the rest » ] “To control or not to control your sales team, that is the question!”

When everything fails in sales, what to do?

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In sales, we often run into situations where everything around us falls apart, and nothing works.

We call customers, and they don’t answer.

We try to set up meetings, and nothing.

Our list of current proposals gets shorter and shorter.

And before long, we start looking through the job ad sections to see who is recruiting salespeople.

Only those who have never sold don’t know what a sales gap is.

Going two or three months without results is one of the worst things to happen to a salesperson.

Despair begins to set in, and often we let it get us down and make us worse and worse.

It’s easy in sales training to talk about motivation, dynamism and going for it, but only those who, like me and many others, … [ Read the rest » ] “When everything fails in sales, what to do?”

Do you know how to reach real decision-makers?

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One of the things I get asked the most in my sales training is how to gain access to “the real” decision-makers.

You’re probably thinking, but don’t I have access to the real one?

When we often work with a company to develop and present a proposal, we are “kicked” to a middle-man, with the excuse that he is the one in charge of the project.

We do all the work with him, create the project, and present the proposal; he loves our work.

His job is to present and defend our work to the real decision-maker, who has not shown up so far.

The problem is that many times we are faced with a “Yes Man” who, when he goes to present the proposal to the real decision-maker, and … [ Read the rest » ] “Do you know how to reach real decision-makers?”