Sales Performance Blog

Sales Insights from "Silicon Slopes"

I recently attended EY’s Entrepreneur of the Year Awards Gala in Salt Lake City. The evening was full of inspiring stories about bringing great ideas to life, overcoming adversity, and having a lot of fun. This year, as in previous years, the most impressive entrepreneurs were in the technology space. Each CEO had taken a disruptive idea and developed it into a product or solution that brought their company tremendous growth and unprecedented success.

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Categories: Sales Leader, Sales Enablement, Sales Tips

How to Avoid Being "That Boss": Keeping Your 'A' Players on the Team

Recently I was speaking with a friend about a significant reorganization that is happening at the company at which he works. When I asked him how he felt about this reorganization he told me he was very excited. His answered surprised me.  Most people going through this kind of change are more nervous than excited. His answer to my question about why he was so excited was very telling. His exact words were, “I won’t have to work for my current boss anymore!” 

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Categories: Sales Leader, Sales Tips, Sales Coaching

How Good Do You Want to Be?

“The electric light did not come from continuous improvement of candles.” - Oren Harari

I have had the amazing opportunity to work with high-performing sales teams from around the world for almost 20 years and there is one characteristic that sets the top performers apart. It’s discipline. Top performers have the discipline to learn, practice, prepare, execute with excellence, manage time, follow up, and seek honest feedback for improvement.

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Categories: Sales Leader, Sales Tips, Sales Coaching

Is Cold Calling Really Dead?

A sale isn’t something you pursue; it’s what happens to you while you are immersed in serving your customer.” —Anonymous

You may have heard a rumor that cold calling is history. I’m here to tell you it’s still very much alive. I know, because I get numerous cold calls at my office every day from people inviting me to webinars, offering me CRM tools, telling me about hiring techniques that get the best employees, and so on. 

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Categories: Sales Enablement, Sales Tips, Sales Coaching

It's All About the Numbers (Too Bad): How quota keeps us from achieving our best

Is quota an incentive or a disincentive?

If you’re in sales, you have an annual target you’re expected to hit. Goals are good. They work because they drive focus and inspire people to work harder and longer than they otherwise would. Clearly, we achieve more because of goals.

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Categories: Sales Training, Sales Enablement, Sales Tips, Sales Coaching

Sales and Marketing...Why Can't We Just Get Along?

Sales is from Mars, Marketing is from Venus. And all too often, the marriage between these two disciplines is strained, dysfunctional, and downright costly. Marketing wages an air war and Sales fights the ground war – but both are often miles apart in their targets and execution.

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Categories: Sales Training, marketing, Sales Tips

Tales from the Other Side...

As marketing director for FranklinCovey’s Sales Performance Practice, I am inundated with emails from every imaginable provider of marketing services from search optimization firms to the latest account-based and content marketing software. I see it all and I see it every single day. I must be on more than 1,000 nurture tracks – no lie.

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Categories: Sales Training, sales performers, Sales Tips

What Good Looks Like...From a Buyer's Perspective

It’s our job as solution providers to help our customers make informed decisions throughout the sales cycle. To do this, we need to understand their thinking and requirements by asking meaningful questions and providing relevant insight throughout the buying experience.

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Categories: Sales Tips, Sales Coaching

Get More Sales with the Same Headcount... Sound Familiar?

Your task is to increase sales year-over-year without adding headcount. Does that sound familiar? If you have been a sales leader long enough, I am sure this is one of the challenges you face as you enter a new fiscal year. It sounds so simple and yet can be such a difficult thing to do. As I think about my experiences, as well as experiences working with many of my clients, there are many places one could start to handle this challenge. For the purposes of this discussion, let's think about how to get better performance out of existing team members.

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Categories: Sales Leader, Sales Training, Sales Tips

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