Are elite salespeople born or made? After years of studying this subject, John Asher, CEO of Asher Sales Strategies, says, “Both.” He’s identified and developed five factors for sales success that can help business leaders and sales professionals grow their business.
The sales team is the life force of every business. If it’s a healthy team, the business will thrive and grow, but if the sales team is weak and not united in their efforts, the business will without a doubt suffer in the long-term.
What makes a team optimal?
Alignment, communication, collaboration, energy management, leverage, trust, and what else?
The secret sauce is actually no secret.
Prepare your sales hires for optimum performance with these seven tips.
The faster you can ramp up new sales hires, the faster they can be out there closing deals. However, it’s not just about getting bodies on the phone to sell your product or service. Even the most talented sales hires need exposure to your target buyers, the buying cycle, product features, competitive landscape and how to overcome objections. You want to ensure that ramping up your hiring process gives sales reps everything they need to succeed.
It’s great to be busy, but not if your team burns out.
Here are three of the most important things a sales manager does to drive performance improvements and achieve sales targets.
Ask any organization what’s happening in the sales department on the last few days of the month and the entire last week of any fiscal quarter. You’ll probably get an uncomfortable laugh and a shake of the head. Sales teams are closing deals, at all costs.
Over the past several years, companies have been progressively moving away from the standard 9 to 5 hours in the office and to allowing employees to telecommute. Aside from being able to stay in pajamas while you work on your reports, having the option to work from home gives employees more flexibility in their workday. Even though it seems like it would give people the opportunity to be less productive, the Global Workplace Analytics, a telecommuting research firm, found that people that work from home actually get 27% more work done at home versus in the office.
It used to be the day and life of a sales person was defined by how many sales calls they made. Productivity was king. If a great sales person could get a prospect on the phone, it was highly likely that a deal would get done. Having been a sales rep, who ‘dialed for dollars’, a manager who pushed my teams to constantly be working leads to someone who is constantly on the lookout for sales best practices – I was pleasantly surprised to find some compelling new research tackling the topic of what makes a winning sales discovery call.
