What’s the Best Sales Methodology for Sales Growth?

Two people work on a set of plans for a building or an office suite.

I know from speaking with sales reps and VP’s of Sales across the country that following someone else’s blueprint for success can be a dangerous time-waster. Sales formulas, processes, and strategies can seem like the flavor of the season.

Changing things up and moving on when something doesn’t work makes sense. But chasing your tail in circles with information is a real career-killer.

One day it’s all about the Challenger Sales Model and next year it’s MEDDIC.  Eat, sleep, breath the MEDDIC checklist. Until of course, we need more answers and then Scientific Selling comes along.

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What to Do When Your Number One Sales Rep Resigns

A bearded white man wearing a blue sport coat and green shirt is hold two pieces of paper; one in each hand. He is looking at the one in his left hand and he appears to be shouting.

Every top salesperson will eventually quit. What’s even more painful is the best leave when they are on top, so if you’re not careful, you may not even see it coming. As the job market tightens, sales professionals have more and more lucrative and exciting job opportunities vying for their attention.

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Three Must Haves for Strong Sales Leadership

A professionally dressed woman presents information to a group of four people in a conference room. She is partially facing them but look sat a white board as she gestures to a portion of the board.

Managing a sales team is a complex and challenging job. It’s also a very different job within companies of varying revenue sizes. In some cases, you’ll need to be a front-line seller, in others, you’ll need to be a sales strategy master. Yet in all sales leadership positions, you’ll have to have command of more than just sales skills, you’ll need to be able to lead others.

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The Implications of Missing Scheduled Interviews for Hiring Managers

A photo of metal kinetic energy balls. They appear to be in motion but they are partially submerged in water.

Sometimes an executives busy schedule is not his or her own. Let’s face it, “things happen.” Unfortunately, this happens to some busy hiring managers or recruiters more than others. When you are unable to consistently keep your calendared appointments, arrive late, or constantly reschedule there are both direct and indirect costs.

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Sales Results Don’t Always Happen Overnight

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When Patience Pays Off

One of my clients, a small private technology headquartered in Norway saw things differently.

When we first met, the tech hiring philosophy of day was to hire salespeople quickly, try them out, and if they didn’t make a deal in x number of days (usually 30, 60, or 90 days if you’re lucky) to fire them.

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Five Strategies to Keep Your Sales Team Engaged

Office team laughing and drinking coffee and eating pizza together in the office breakroom.

Engaged Salespeople Achieve More

With turnover costing more than you’d ever want to calculate, it’s no secret that keeping top salespeople happy is good for business.

Consider the following strategies when leading your sales team.

Strategy #1: Top salespeople need a good push.

Achievers love new challenges. They want to stay with an organization, but in order to do this; they need to be stretched in some way.

This could come from a new role, exploring new terrain or being challenged by additional responsibilities.

They need to be pushed to reach just beyond their current capabilities. If you can help them become better, give them fresh problems to solve, more responsibility, or additional roads to explore; your chances of extending their tenure with your firm will increase.

They will remain with an organization where they can stay engaged and immersed in activities just beyond their current capabilities. (For more insight, check out The Talent Code, Greatness isn’t Born It’s Grown by Daniel Coyle.)

happy faces employees

Strategy #2: Understand the drivers that motivate your salespeople. Current research concludes that Gen X and Gen Y are more likely to need praise than prior generations.

Executive leadership must create opportunities for them to develop new skills and take the time to understand what is driving their career objectives.

Here are the most common motivators for sales professionals: compensation, public recognition, incentives, purpose, autonomy to make decisions and leadership/skill development.

Strategy #3: Empower top sales performers. If you include your top sales reps in the decision making process, seek their input on new initiatives, and employ their good ideas, they are more likely to feel integral to the team.

When your reps believe that they have helped shape company policy, actively directed change or facilitated even minor improvements, they feel significant.

Strategy #4: The strength of consistent communication. One of the top complaints of many sales reps is their lack of accessibility to their sales manager. Unreturned phone calls and emails don’t go unnoticed. Your rep might not confront you directly, but they notice the behavior.

If you aren’t engaged, chances are they can easily become detached from your mission.

Pulling priorities sometimes leave reps at the bottom of the call-back list, don’t make this mistake too frequently or you might wind up calling back too late, only to find they have decided to move to another organization.

Strategy #5: Set a higher standard for the group. Be willing to exemplify the behavior you want your sales team to embrace.

Creating and maintaining a sales force that holds everyone accountable for bringing in new business and carrying their share of the group quota is a great way to build a winning team.

Hiring and developing a peer group of high achievers is one of the fastest ways to raise the level of the entire sales force, and will yield meaningful progress towards your revenue goals.

Surrounding your great reps with other ambitious sales pros eager to bring in new business, sends a clear message to everyone: “Get after it, hurry..hurry.”

Copyright © Optimal Sales Search. Optimal Sales Search recruits technology sales professionals at the mid, senior and executive levels. Visit our website at www.OptimalSalesSearch.com for sales hiring tips, articles and checklists that can help you hire better sales talent, faster.