Motivation is not enough. If you motivate an idiot, all you have is a motivated idiot. Education alone is not enough either. Many "educated" individuals achieve very little on or off the job. They know what to do, and they know how to do it. The problem is they're not motivated enough to do much about it. The Gallup organization once analyzed its massive database and determined that about half (55 percent) of today's employees have no enthusiasm for their work. Gallup labeled these people as "not engaged." In other words, they didn't have much loyalty to their organization or much desire to improve their job performance. It found that one in five (19 percent) were so negative about their jobs that they actually poisoned the workplace. In fact, when those employees called in sick, their organizations were more productive and efficient. You may think, "Big deal. So what if some of our employees are not fully motivated?" But it is a big deal. Their lack of motivation is costing your organization big bucks. Gallup estimated that if companies could get 3.7 percent more work out of each employee, the equivalent of 18 more minutes of work each eight-hour shift, the gross domestic product ...

Missing the target with your customer relationship management strategy? Follow these five steps to success By Julia Chang In his work in CRM consulting, Yacov Wrocherinsky has seen some disasters. One of the most recent was a large manufacturing company that spent millions on a high-end CRM system, only to realize two years later that it wasn't providing accurate forecasts. "In the old days, people used to select a system based on a decision by the higher-ups, invest millions, and if the project didn't meet expectations, they would write it off," says Wrocherinsky, founder and CEO of Infinity Info Systems, a New York–based sales technology consulting firm. "Today, expectations are different." That's because companies now are much smarter about CRM. They want faster implementation that produces value more quickly. And vendors have done a good job of mastering the basic features and making their offerings available at price points for companies of all sizes. But that doesn't make the process of implementing a CRM strategy any easier—especially since CRM is now expected to be part of broader business strategy. One thing's for sure: CRM is at the top of managers' minds. In a survey of S&MM readers conducted by consulting firm The Alexander Group, ...

There are quite a few pieces to the sales performance improvement puzzle - face-to-face selling skills, management style, coaching, account strategy, and so on. One piece that doesn't get much attention is the sales process. The simplest definition of “sales process” is “a linked group of tasks that together create customer value.” by Maxey Some sales processes are more effective than others. In his book, Rethinking the Sales Force, Huthwaite founder Neil Rackham asks seven questions that can help you evaluate your organization's sales process: 1. Does your sales process reflect your customers' acquisition process? If it doesn't, it's working against you. 2. Is your process self-correcting? Good sales process learns from real-world feedback. 3. Does your process create value? Good sales process adds value for the customers, for the sales organization, and for the salespeople themselves. 4. Does your process increase efficiency? If your process has made your selling cycle longer, it's time for a redesign. 5. Does your process allow mortals to succeed? Nevermind the top performers - a good process should allow average salespeople to get better results. 6. Is your process scaleable? The test is whether your sales process is a growth enabler or a growth inhibitor. 7. Are your milestones objectively measurable events? Good process is based on events, ...

Whether you sell face-to-face, by telephone, or in combination, there are eight basic steps in the process. By Helen Berman. Before the sales call, you will want to do your homework: review the account history, their market niche, sales and marketing goals, your current sales position and best initial strategy. by Dan & Erin Sweeney If you choose not to use each of the eight steps in a single sales call: you might break the stages of the sale into more than one call. For a new prospect, the opening and statement of opening benefits may be a part of your initial phone conversation to set up an appointment. Be sure when you need several sales calls, review covered material each time you call. Your prospect may not remember every salient point. You should deviate from the basic rules when it serves you. If your prospect is ready to buy at the beginning of the call - CLOSE THE SALE. Many salespeople miss the buying signals or feel obligated to "give them a pitch." Missing your prospect's pitch is an easy way to strike out. 1. Opening: While stating your name and purpose may sound simple enough, the first few seconds of the call are ...

I could have used this post last week. :) Learn how to ask the right questions that will help you complete each sale like a star. Typically, when I talk with my students on a one-to-one basis, they ask me a lot of questions about how to close sales. That's to be expected because it's the positive end result all salespeople seek in any contact with potential clients. In most situations where sales aren't closed, it's usually because the salesperson didn't ask the right question. In all my training, you'll hear it repeated over and over that every answer you need to get in order to meet someone, qualify them as to their needs, get permission to give a presentation or close a sale will come to you if you only ask the right questions. Sometimes, it's not just the question that matters, but how it's presented. You may have to set the stage or tell a story leading up to the question that helps the client rationalize the buying decision. No matter how good your lead in or story is, however, you won't get the sale if you don't ask for it. Let me give you a few closes that have proven successful for ...

Here are eight steps to make your software sales calls more effective: Before the Call STEP 1. Rethink your role. A software sales call is not an opportunity to “pitch” – a monolog that attempts to convince a customer to buy. Instead, a software sales call is a rapport-building dialog between the right salesperson and the right customer. The subject matter of the call should be how your software can address key business issues – not the software and its features and functions. STEP 2. Do your homework. You’ll never understand – or be able to articulate – your prospect’s business problems unless you do your homework. Before each sales call, learn everything that you can about the potential customer. There is a wealth of information available on the Internet about virtually every company. Here’s a rule of thumb: you should never have to ask the customer a question that’s answered somewhere else. STEP 3. Create an agenda. An agenda positions you not as a salesperson asking for a sale but as a consultant or advisor. This is particularly important for software sales situations, because software sales always deal with business solutions and opportunities. This allows you to credibly position yourself as much more ...

"Start seeing your customers through their eyes instead of having a one-size-fits-all strategy," says Debbie Allen, international professional speaker, author and president of Allen and Associates Consulting. "People like to be treated differently." How do you diversify your selling strategies? Allen provides some tips. Develop a stronger customer focus. What are the buying influences of different genders or age groups? Before you speak with your next customer, do some research. Learn the buying triggers by reading their publications and watching their TV shows. Then listen and pay attention to them. Develop a strong understanding of different genders. What's important to women versus men? "Women want to build trust and a relationship first," says Allen. "Trigger things that touch women's emotions. Make a connection. Take it slow and nurture the sale. Don't go for the close too soon." On the other hand, says Allen, men want to know that you're the expert. "Men want the details so talk about features," says Allen. "Men are also very mission oriented." Develop a strong understanding of different generations. "If you are communicating with different generations, you've got to know how they communicate," says Allen. "There's nothing wrong with asking them. For example, doing business with the senior market ...

Of course price is important to buyers, but if your product isn’t the cheapest on the market there are ways of getting around the price objection. The next time you hear your price is too high, use one of these strategies to prove that you and your product are worth it. Determine needs to establish value. The better you know your prospect’s needs, the better you can explain how your product will meet those needs. Address price objections at the end of the presentation, after you have already discussed needs, value and benefits. To tackle the price issue effectively, remember to view it from your buyer’s perspective. When the price objection comes up early in the call, you can try to postpone answering it by saying, “I appreciate your concern about price, and I assure you we will discuss it completely, but before we do I’d like to be sure my service meets your needs.” Example: “Can we review for a moment why this is the best choice for you? First, you will have higher productivity. Second, it will save you $75 per hour in service. Third, you will have our three-year warranty. Doesn’t that cover all of your needs?” Use the lowest common ...

Exceptional sales professionals do the opposite of what most professionals do -- and often break the rules of traditional selling to achieve their success. I have devoted 25 years to studying what top sales professionals and their leadership teams do to achieve exceptional levels of success, answering some key questions about what makes them so extraordinary at what they do. How do they develop such strong relationships, how do they build trust and convey the value of their products and services in a way that builds credibility and allows them to avoid last minute pressures on price? by paul goyette One of the most interesting characteristics of exceptional sales professionals is that they often are doing the opposite of what most sales people are doing. The encouraging news is that while their behavior may be different than we expect, it's not super-human or destined for a select few. Furthermore, it's not rocket science and it can be learned. Let's start with two examples of how exceptional sales pros break the rules of traditional selling and achieve success. Exceptional sales professionals... Protect their customer's self-esteem. Many salespeople are unknowingly caught up in a conventional sales approach and inadvertently end up self-sabotaging their best efforts by trying to impress ...

Are you in a sales funk? Would you recognize it if you were? Learn to recognize the 7 early warning signs of having no sales plan--no plan to play out of your sales slump. Here are some sure indicators you are in a slump and need a plan. 7 Warning Signs of a Sales Slump All professionals eventually end up in a slump. The classic baseball hitting slump is a perfect analogy. We become world-class at a skill and then gradually our confidence slowly allows mechanics and fundamentals to shift out, ever so slightly creating new habits. These subtle misalignments begin to untrain our bodies and minds. Then poor performance begins to shake our confidence and the terror of doubt takes over. Now, we have created a slump.