The Crazy Motto That Doubled My Sales

Do you run a sales team? Have you ever noticed that sales people are brilliant at coming up with excuses for why their promised sales didn’t eventuate. I use a simple strategy on my sales team that stopped the excuses and doubled the sales.

A couple of years ago I read a very interesting piece of research. The business school of a major university was conducting an international study into sales management. One of the amazing things they discovered was that sales people who reported to a sales manager, on average produced less than sales people who did not have a sales manager.

The reason for this was that the sales managers tended to be critical of the shortcomings of their team members and this made the sales people nervous. They became so preoccupied with having to face the music at the sales meeting that their focus was on failure rather than success. If your focus is on failure then failure is what you will get.

This is all very interesting but there is still the practical matter that most sales people are performing well below their potential. So how does a sales manager get his or her team performing without creating the problem of failure focus?

When I first started managing a sales team I discovered that sales people had an incredible talent for coming up with excuses. They seemed to be able to justify any lost sales by giving you a plausible reason why it was not possible to get the sale. While I admired their creativity I also realized that in most cases the sale was getable. The problem I had was how to get the sales person away from the excuse habit and onto the success habit.

I also remembered when I first entered the sales world, and how my sales manager had harassed myself and the other sales people at each sales meeting. I used to dread going to those meetings.

I ended up creating a solution that got rid of excuse behavior, avoided the harassing situation and led to a doubling of my sales team’s output. I made a rule that the only excuse that a salesperson was allowed to offer was an excuse that was so good that if they wrote it on a piece of paper and took it to the manager of the local supermarket that the manager would be happy to give them a week’s groceries in exchange for the excuse.

Here’s how I used the “grocery excuse” strategy. I first explained the rule to each of my sales people. Then if during a sales meeting a sales person started to offer any form of excuse I would interrupt and say “excuse me Bob, can I buy a week’s groceries with this excuse that you’re starting on?” They would say no, and then I would say “then let’s focus on a real way that we can get this sale across the line.”

This crazy “grocery rule” worked like a charm. Within a few meetings it totally eliminated excuse behavior and turned the whole focus of the meetings into positive, success oriented thinking. The result was that the teams sales figures improved dramatically and my sales team didn’t fear the meeting.

If you are having problems with excuse focused sales staff then why not give my crazy motto a try.

Sales Territory Map- What Is It

Sales Territory Map is something which helps in more than one ways. Businesses all across the world heavily depend on sales map and sales territory map. In simpler words since businesses run on data, it needs to be taken special care of the fact that they are formatted in the right way.

There are sales representatives who make sales which keep the business going. They with their sweet talking convert potential customers into customers and then this is how the businesses run. If the representatives are successful in making sales then the business flourishes.

It is to be added that sales rep map is an inevitable part of the business. This is because these representatives are an asset to the company and the company needs to keep a track of its employees. Plus these maps will also give a fair idea about which areas need specific focus. Particularly US being such a huge country the USA territory map needs to be planned in a proper way. So US sales territory map is an important part of such a trade.

A little about how to design an interesting Sales Territory Map would be to make it look interesting. You can design it in such a way that t should have the data but in an attractive way. It should have an appeal that everyone should like it. You can use different colors to make it look exciting but remember to make them look sober. Highlight the territories and emphasize on the areas that need more specifications.

In continuation to this what can be said is that you can also make these maps customized. This is needed as your superiors or anyone can edit them. For this you need to be very careful while formatting a map based on sales. You need to jolt down everything in details in a small area and you have to very cautious while doing so.

Of course there are benefits of these maps. They can help increase the sales of any business. It can also help you in cost cutting. All this will give your business an edge in a way that you want. These maps will improve your business from all corners. You can also get ahead of your competitors as well. You need to understand the importance of these maps and only then you can format them properly.

It helps in keeping analytical data in place. Not only this, business houses across the world work on numbers that need to be maintained all through. Hence what can be deduced is from all this is that Sales Territory Map is very much an important factor in order to run a successful business.

Keys To Ensuring A Spectacular Sales Training Experience

When it comes to creating and presenting a sales training session to develop your sales force, much planning is often involved to make sure that everything runs smoothly and efficiently. A well-developed sales force not only helps put your company in the spotlight, but increases your bottom line as well. There are at least eight important keys you should consider when designing your sales training programs.

Goal Setting

Setting goals for your sales training is as important as any other step in the process of pulling off a spectacular sales training experience. You need to set goals for what you hope your sales force training will accomplish and what you hope to present during the training meetings. Goals can be measured through aptitude tests and surveys at the end, which is a good way to make sure that everything was taught and presented.

Role-Playing

Interactivity is crucial when it comes to having effective, spectacular sales training programs. Role-playing allows your sales force team to re-create a practice sales presentation where one individual acts as the customer and the other as the seller. With role-playing, crucial steps in the selling process–such as rebuttals and persuasion tactics–can be practiced.

Multimedia and Audio

Presenting the sales training information by incorporating video, audio and other multimedia engage your sales force and break the cycle of just another training session. Internet videos that present helpful information about sales tactics, podcasts and audio from expert sales professionals a well as industry-specific presentations make your sales training more effective and interesting.

Motivational Speakers

Inviting motivational speakers that engage your audience and sales force serve to boost morale and re-enforce the selling atmosphere. Motivational speakers should be used as an integral part of all sales training programs to talk about how to be a sales superstars, the importance of the sales force and how to provide the best in customer service to each client.

Leadership Training

All sales training should include a segment on the importance of leadership and how to become an effective leader. Many successful sellers have charismatic personalities, highly effective interpersonal skills and great communication skills–all qualities of a transformational leader. Developing these skills and qualities is often crucial of sales people, and spending time on how to develop this aspect of your personality is important.

Teamwork Activities

This aspect of sales training goes hand-in-hand with leadership training, but allows your sales force to put their skills and abilities to use. Using teamwork activities with your sales force training program allows practical leadership abilities to develop and helps each sales person develop his or her quick-reasoning and problem-solving skills.

The Law of Attraction

The law of attraction focuses on changing your habits, beliefs and attitudes in such a way that you’re reflecting on the goals and reality you want to achieve. The power of positive thinking, believing in yourself and imagining what you want to happen are important lessons to teach during your sales training.

Setting Expectations

Designing effective sales training programs means that you have to set expectations for your sales force members. To have productive meetings, you need to require that everyone attend meetings on time, show respect to the sales manager or presenter and actively involve themselves to learn new skills and selling techniques.

As you can see, there are many important factors and keys that go into developing effective sales training programs. By carefully planning what you want your sales force to learn and implementing powerful, effective learning techniques, your sales force will improve ten-fold during their next evaluation.

The Absolute Worst Sales Job – Anything Involving Cold Calling

The Number One Worst Sales Job Ever

It’s not really one job … Not even really one class of job. It’s one approach. One APPROACH that makes ANY sales job suck. One APPROACH that makes ANY Sales job suck miserably.

And here it is.

Anything … Anything at all …

Involving …

Cold Calling.

Here’s why cold-calling is so awful:

NO ONE wants to receive a cold call. It makes them uncomfortable, it immediately puts them on the defensive, it instantly make they distrust you (and even actively dislike you).

Let’s face it … Leaving aside some sociopaths out there, NO ONE in sales actually likes to cold-call. There’s always one guy at the office who says he likes it. But come on. Everyone knows that guy is nuts. If you’re stuck in a sales job where you have a manager expecting you, even demanding you to make cold calls … You’ve gotta get the hell out of there.
Because the truth is, if you’re cold-calling for a living, you’re probably not making much of a living. The odds are stacked against you from the beginning. You are trying to sell to people who don’t want to buy and who probably don’t like you. And that never works.
So if you’re cold-calling … You’re probably wasting a lot of time every week either on the phone or pounding the pavement. You’re missing out on selling, because you’re too busy bugging people.

And if you’re building a career around bugging people … You’re probably working WAY too hard. Too many hours, for too little reward.

And if you really get down to WHY cold calling doesn’t work … It’s because when you cold-call on someone, you are coming off WEAK and DESPERATE. You’re coming off needy. And no one wants to buy from someone they see as weak, desperate, and needy. That, more than anything, is why cold-calling sucks.

But there is an alternative.

SYSTEMS.

I’ve built my sales career around systems — systems for marketing, to bring in qualified, interested leads; systems for building those leads into excited prospects; systems for closing them; systems for up-selling them and for selling them more on the back-end; systems for bringing in referrals; systems for automating the majority of everything that needs to be done, in fact …

For seven years I’ve had a VERY comfortable six-figure income … And I have NEVER, not once, not ever, had to make a cold-call. Not once by phone, not once by foot. But I’m here earning a damn good living, working about four hours a day, about 95% of the time from my laptop and my cell phone.

But the only calls I take are INCOMING CALLS, from people interested (and usually more than ready) to BUY.

Honestly, you do NOT have to rely on cold-calling to bring in business.

Cold-calling flat out doesn’t work, it wastes your time, it makes you feel like crap, and in the end it puts you automatically in a position of weakness and desperation.

There’s a better way. …

Which we will be talking about soon.

At MaverickSalesGuy (dotcom).

The Importance Of Sales Force Automation

Naturally, every business targets success by aiming to get as many sales as possible. The usual scenario is for these firms to turn to technology for solutions that will increase their profit and keep their clients in the long run. One of the most popular tools to do just that is sales force automation.

This is a tool that helps to keep track of just about everything that could possibly want to in the sales department. It is not just about tracking the money (although that is a big part of it), but rather it can store information about contacts as well. If you have all of that information in one place then you are bound to have a more effective and cost savings business. This is something that all business owners can strive for.

The key to a profitable business is to be in the know of what is going on in the sales department. If you are able to do this, then you can keep a predictable amount of cash flow and productivity. More often than not, this aspect of standardizing everything is overlooked when in reality, it is the thing that makes every business afloat. However, if you implement sales force automation to your business, you are in no danger of getting past even the most minuscule aspect of your transactions.

Having this sales force automation will put you as the owner or operator in the director’s chair. You will be holding the reins to everything going on inside the business. That kind of control means that you can make any changes that you might need to in a very short period of time. You can make sure that any problems that may come up are quickly eliminated in your own terms. This of course also heaps the responsibility for doing so onto you. If you are a good business owner then this should be no issue for you at all.

Its advisable for you to invest in this technology today and see how it can be of great help to your business. You can inquire from different companies that sell this technology so that you would know what would suit your business needs. You shouldnt hesitate to spend a bit when it comes to this, since youll need all the features you can get. You wont regret the money you spent since it will definitely leads to the success of your business.