Sales Performance Blog

Your Goal or Your Job...

Happy New Year! I can’t believe it’s 2017. Remember Y2K and the prediction that computers around the world would crash when the date changed to 1/1/2000?  We thought the world was going to come to a screeching halt then and I’m glad to say we’re still here.

It’s only appropriate that I address the topic of setting goals for my first blog of the year. When I ask sales people what their goals are, I find it fascinating that most rattle off their annual sales goal. They may say something like, “$4.2 million in TCV” or, if they are paid on gross profit, something like, “$1.8 million in GP.”

May I offer a different point of view? I don’t think an annual sales target is a goal; I think it’s a sales person’s job to hit it. It’s what we get paid to do. It might help to think about this perspective with regard to other professions. Putting out fires is not a firefighter’s goal; it’s her job. Her goal might be to decrease the amount of time it takes to reach a fire. An NFL quarterback’s job is to win games. His goal might be to decrease his interception rates.

So…what’s your goal for 2017? Have you taken the time to think about what you want to do? The fact is, you have 52 weeks ahead of you to do something amazing. If you don’t know what your development goal is for this year, it’s time to ponder what you want to be different about this year.

If you’re like me, time seems to be moving faster and faster. Last year is gone forever. The future is ahead of you, so how will you make it a happy new year?  Please share your goals for 2017 with the rest of us.  

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Categories: Learning and Development, Sales Training, Sales Tips

Great Sales Performers Are Made Not Born

IMahan Khalsa discusses how great sales performers are made not born in this ebook.The process to make them known and practical has huge rewards for all involved. All it takes is focus, discpline, and execution of these four steps: 

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, Sales Enablement, sales performers

The 7 Habits for Sales Leaders: Synergize

 


 

In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 6: Synergize. 

This is the sixth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement, synergy

The 7 Habits for Sales Leaders: Seek First to Understand, Then to Be Understood

 


 

In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 5: Seek First to Understand, Then to Be Understood. 

This is the fifth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

The 7 Habits for Sales Leaders: Think Win-Win

 


In our latest whitepaper on the 7 Habits of Highly Effective Sales Leaders, we focus on Habit 4: Think Win-Win. 

This is the fourth point-of view article in a series on the current issues facing sales leaders, based on the principles of Dr. Stephen R. Covey's The 7 Habits of Highly Effective People®the ground-breaking bestseller on personal and organizational change. 

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

FranklinCovey Receives Top 20 Sales Training Award for the 9th Year!

We're excited to announce that for the ninth year in a row FranklinCovey’s Sales Performance Practice has been named to TrainingIndustry.com’s Top 20 Sales Training Companies for 2016.

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Categories: Learning and Development, Sales Training, Sales/Business Development

Join Us at the Microsoft Worldwide Partner Conference

Craig Christensen, the Global Practice Leader of FranklinCovey’s Sales Performance Practice, will present two sessions at Microsoft Worldwide Partner Conference 2015 in Orlando, Florida. Both workshops will be held on Tuesday, July 14.

The first session Are Your Sales People Wasting Time on Poor Prospects? starts at 1:00 PM EDT. It focuses on how to effectively help your sales team maximize their time and generate more revenue.  

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Categories: Learning and Development

Consultative Selling Tip: Know What Gear You're In

Several months after my teenage daughter earned her driver’s license, I suggested that it was time for her to learn to drive a standard transmission. Our first lesson involved a short trip to the local grocery store. We stalled, jerked, revved, and jolted our way there. In the store parking lot, she handed me the keys and deemed the experience, “the worst thing I had ever done to her.”

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Categories: Sales Leader, Learning and Development, Sales Training, Consultative Selling

The 7 Habits for Sales Leaders: Put First Things First

Our latest paper on the 7 Habits of Highly Effective Sales Leaders – Habit 3: Put First Things First, explores how sales leaders can master this key mindset and schedule their priorities rather than “prioritize” their schedule. 

When you’ve invested time in developing the habit of proactivity and envisioning what you want to accomplish, then Habit 3 is how you execute on your mission on the most effective level. While the first two habits are habits of leadership (the “first creation”), Habit 3 is a management habit. It’s what the late Dr. Stephen R. Covey called “the second creation,” where things get real.

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Categories: Sales Leader, Learning and Development, Sales Training, Sales/Business Development, The 7 Habits of Highly Effective People, Sales Enablement

Affordable Sales Training: Do-it-Yourself

Ever wonder why there’s never been a really good “off-the-shelf” alternative to instructor-led sales training for sales leaders who need-or choose-to go the do-it-yourself (DIY) route? With more than 50 percent in the sales training market who consider themselves Do-It-Yourselfers, why isn’t there some kind of “Home Depot” of high-quality sales training products at warehouse prices?

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Categories: Sales Leader, Learning and Development, Sales Training, Sales Enablement