Your Sales Management Guru

The 4 Levels of Sales Intelligence

Your Sales Management Guru

It is essential that salespeople adapt quickly to working with machines. The Four Levels of Sales Intelligence. By Jeb Blount, Author of Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal.

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No Challenge, No Change

Your Sales Management Guru

Working with an experienced sales team or a mix of experience along with younger less experienced salespeople certainly is a challenge for any sales leader but this is where real leadership enters the picture. No Challenge, No Change.

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The Perfect Close

Your Sales Management Guru

What caught my attention in reading this book was how the author set up the reader by starting at the beginning of the sales process and how it allows The Perfect Close to work. He even created a sample sales scenario between a salesperson and a prospect to show how it works.

Sales Management End of Year Checklist

Your Sales Management Guru

While I was working on ideas for the next few blogs it occurred to prepare a series based upon the end of the year and the start to 2017. Sales Management End of Year Checklist. .

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The Perfect Close

Your Sales Management Guru

And then quickly even on page 32 the author brings further research on developing the proper mindset for selling and closing by discussing several psychologists and their work on changing the minds individuals. Are you working the right opportunity-4 Questions to Test the Deal.

Build Your 2017 Pipeline NOW!

Your Sales Management Guru

HINT : Sales Management must monitor this program carefully to ensure 1) salespeople are contacting the prospects, 2) the messages within the marketing pieces are working or not and 3) what call/contact ratios are effective. Now is the Time to Build Your Pipeline for 2017.

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Ten 2017 Sales Kick-Off Meeting Ideas

Your Sales Management Guru

While working with a client last week it became obvious that we are moving into the time to finalize 2017 budgets, compensation plans and something most sales managers don’t take enough in developing their 2017 Sales Kick Off meeting. Ten 2017 Sales Kick-off Meeting Ideas. .

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July is Sales Leadership Month

Your Sales Management Guru

July works because it tends to be a slower month in most organizations, individuals take vacations and the summer weather makes thinking and planning better as your activity levels peak generating “fresh air” and new thoughts. Did the quarterly sales training plans work?

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The One Must Do Action Step to Ensure a Great 2015

Your Sales Management Guru

The third action with each client is to work them through an Account Plan. These five actions will help the salesperson get off to a fast start-by working with and selling existing clients where they have trusted relationships and proven solutions.

3 Secrets to Success from John Wooden

Your Sales Management Guru

It worked when then needed it. Three Secrets to Success from John Wooden. . Last week I was in Chicago keynoting an international association’s sales conference, in preparation I had been making notes and clipping interesting ideas from a variety of sources, one of them was Success magazine.

Prospecting: Fill your sales pipelines now!

Your Sales Management Guru

Question: “How do you get a salesperson to stop working?”. They procrastinate, get ducks in a row, and work to ensure that everything is perfect before they dial. They work over their leaders, too. Last month a top-five insurance company hired me to work with his team.

Should Salespeople Prospect Anymore?

Your Sales Management Guru

Your business type will alter what works. That’s a good starter list, what prospecting ideas are you using-that are working? Should Salespeople Prospect Anymore?

Slammed! Sales Management Book Camp

Your Sales Management Guru

I don’t think my compensation plan is working. Enroll now to get instant access to pre-work and initial training videos.

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Put a Little Personality into Selling

Your Sales Management Guru

Approach a persuader informally — go with a first name, listen for personal information and use it as you work to develop a relationship. In working with Supporters it’s important that you realize your role in their decision process. Put a Little Personality into Selling.

Sales Management: The need for creativity

Your Sales Management Guru

This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. I have listed nine actions you can work on to develop mind patterns that will enhance your creativity power. Sales Management: The need for creativity!

The Only Sales Guide You’ll Ever Need!

Your Sales Management Guru

In working with our clients, whether we are building a recruiting/interviewing process-we test for mental toughness and creativity, Anthony’s part one hits the mark by focusing on the right Mindset. Whether you sell to big companies, small companies, or individual consumers, this is the book you’ll turn to again and again for proven wisdom, strategies, and tips that really work. The Only Sales Guide You’ll Ever Need! -a a book review. It must be book time!

If you had it to do over again?

Your Sales Management Guru

During the past 18 years of working with and training sales managers around the world this phrase is one of the most powerful lessons I believe we pass on to our clients, but it leads to additional unexpected benefits as well.

Hire High Performance Sales Teams # 2

Your Sales Management Guru

They value relationships that they have worked hard to establish, and operate well in a team environment. Focusing your work in an easy to understand, simple format places the emphasis on implementation and results. The following model has worked consistently in the past.

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Emotional Sales Leadership

Your Sales Management Guru

Emotional Sales Leadership. I was recently interviewed on a podcast based in Europe around the topic of the importance of emotional leadership. The interviewer asked me a series of questions regarding the topic and why I felt it was a critical success factor for most organizations.

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Trade Shows Don’t Work

Your Sales Management Guru

. Trade Shows Don’t Work. I have heard that phrase and similar comments from people about why they don’t include trade shows in their marketing programs, when in reality the reason many organizations do not gain a payback from their trade show investment is “they” don’t work the trade show. Most individuals working the booth have never been trained on how to work the booth. Just as we see #5 not performed, many times post trade show work is not performed or tracked.

11 Actions Sales Management Must Take Now!

Your Sales Management Guru

These “influencers” may be consultants that work in the same market or leverage the same prospect base, accounting firms, bankers, industry analysts. 11 Actions Sales Management Must Take Now!

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7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Recently in working with a client we spent about two hours simply documenting what a salesperson should do on each of the various steps of his sales process. Let me know what has worked for you on creating a sales process. 7 Benefits of a Prescriptive Sales Process.

One Action You Can DO to Exceed Your Quota

Your Sales Management Guru

It’s not the purpose of this blog, but the first action is to read the last two week’s blogs on “ Hiring High Performance Sales Teams” but reality is here, it’s the third quarter and you have to work with the team that’s in place and your sales goal has been set.

Build Predictable Revenue

Your Sales Management Guru

Rather than simply “getting together”, use these sessions to bring in customers to tell of your success stories, speakers to work on team concepts or industry awareness programs. Build Predictable Revenue In Your Organization. Make 2015 Your Best Year Ever!

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Sales Leadership: Why Winners Win!

Your Sales Management Guru

There was a study done of highly talented individuals and those people who worked extremely hard (hunger) that never became successful and those highly successful talented or hard working (hunger) individuals. Work on the positives of life.

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4 Measures to Find Out if Your Prospecting is Effective

Your Sales Management Guru

So, you start using social media and work on creating a following by sharing content. 4 Measures To Find Out If Your Prospecting is Effective. By Sean Burke. CEO, KiteDesk.

Old Ways of Doing Business, No Longer Work

Your Sales Management Guru

Old Ways of Doing Business No Longer Work. The ever-pressing need to serve customers and clients well and to work smoothly and creatively with an ever more diverse range of people makes the ability to empathize all the more essential.

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Why Product Managers & Salespeople Should be Friends

Your Sales Management Guru

A dinner meeting on you outside of selling time may work best. Why product managers and salespeople should be friends. In most companies, the product/service managers have limited interaction with the sale’s team except for the introduction of a new offering or at an annual customer summit. At Acumen Management, we believe that is unfortunate as there a great opportunity being missed.

Six Steps to Exceed Your Summer Quota

Your Sales Management Guru

Often when two executives meet to discuss business topics and get to better understand each other strategic topics come out that normally a salesperson working with IT teams are not aware of or are made available to them. Exceeding your Summer Quotas. Now is the time to act.

What is all this talk about added value?

Your Sales Management Guru

A mind is like an umbrella, it must be opened to work…. What is All This Talk about Added Value?

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Creating Intensity

Your Sales Management Guru

Pay attention to the details to ensure EVERYTHING works. If you expect them to work at 100%, your focus, your energy must be 120%. Your team wants to feel the energy and belief, as a Sales Leader work on this emotional transfer. Creating Intensity. The Job of Sales Management.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

Recently in working with a client we spent about two hours simply documenting what a salesperson should do on each of the various steps of his sales process. Let me know what has worked for you on creating a sales process. 7 Benefits of a Prescriptive Sales Process.

Know When to Say When

Your Sales Management Guru

When you are working a ton of deals, do you sometimes feel like you are spreading yourself too thin? I know it sounds crazy, but sometimes a little push-back can work. Salespeople: Know When to Say When.

Your Sales Management Guru - Untitled Article

Your Sales Management Guru

Rate how your compensation plan works? Acumen Management Group, Ltd. Sales Management Audit Plan. Confidential Property of Acumen Management Group, Ltd All Rights Reserved. No Reproduction without Authorization. PLEASE SCORE 1-5, 5= HIGH.

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Sales Leadership: 5 Steps to Exceed 2015 Quota

Your Sales Management Guru

At this time of year I am working with each of my clients to begin to position them for success. They build pride, team work and drive revenue. Sales Leadership: How to Ensure You Exceed Your 2015 Quota.

Salespeople: Expand Your Reach and Your Income

Your Sales Management Guru

Last Tuesday I presented a web cast to a number of people on the topic of how to partner or how to work with other organizations that are “ non-competitive but sell in to your existing market”. Obviously LinkedIn is a great tool to find the individuals you wish to work with. .

Sales Mgmt: don’t over complicate it….

Your Sales Management Guru

My job was to keep them on topic but in this case I took over; they were discussing an important new program that is a Critical Sales Factor for this year- and the program was not working. I can imagine the prospects eyes glazing over and brains retreating to all the work they had to do without this new initiative. During the sales call the prospective client was simply booked into what dates were available that worked for them! Sales Leadership: Don’t over complicate it….

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Life Enrichment: Be a Top Performer

Your Sales Management Guru

It also means that there is an expectation or attitude from management that is transmitted to the team that WE will be successful, WE are winners, WE are better and WE work together. The Difference Between Average and Top Performers.

Pick up the DAMN PHONE!

Your Sales Management Guru

As a person who has been in the sales world for 25+ years I appreciated her message and the style of her work. and how salespeople today must work differently to win, it’s worth the price of the book for that chapter alone. Pick up the DAMN PHONE!

Why 2017 Can Be Your Best Year Ever!

Your Sales Management Guru

Work on improving your local community, your church/organizations that impact others, take care of the environment, and mentor a younger person, whatever-volunteer. Life Enrichment: Why 2017 Can Be Your Best Year Ever!