5. Personalized emails have higher open rates Sales enablement statistics show us that people are more likely to associate vague, impersonal emails with spam. Personalizing the subject line or introductory sentence of an email can make all the difference. For … Continue reading
For sales professionals and leaders, everywhere
My sister, Jill Simoes, a masterful sales leader and I were having a conversation over dinner last night. She was discussing a trade show that she attended with her sales teams – as an observer, as their leader, and as support where needed. We were discussing the construct of the sales process, with specific interactions that she viewed and participated in.
When she observed, she watched as the sales associates connected, asked a few questions and proceeded to talk until there was nothing left to talk about…with no next steps in mind. When Jill stepped in, she asked questions – lots of questions, out of interest to understand the prospect and their situation better, out of a desire to hear what the prospect is struggling with that she/they can help with and to determine what (other) product/service offerings will benefit the prospect.
A highlight was that one of her sales associates performed exquisitely. Her engaging was natural, her questions fluid and flowed from question to answer to the next question, and her ability to offer information and solutions was appropriate for the stage at which their conversation occurred. AND she created the next steps before they left the space. Jill took a moment to ask her: “Do you know how skilled and talented you are?”…which was received with surprise and humility and continued to become a mentor/mentee arrangement that begins this week!
As a sales leader, are you listening for their greatness or their shortcomings? Are you listening for where they take the sales opportunity now and what they close for today and tomorrow?
Your salespeople follow your lead – take an opportunity and see where you can take it. Show them how it’s done.
Now, go sell something!
For sales managers, everywhere
As sales managers, all you can really coach is performance – which means actions. Actions past, present and future.
Actions are the only thing that produce results. You can’t coach numbers, results, statistics…you can only use those to coach and support actions taken or not taken. And you surely can’t coach attitude…because when you do, you usually get MORE of it.
What you CAN coach that addresses attitude, however, are the actions associated with it.
Take a look – when you coach, WHAT are you coaching? Is it really a training issue (they don’t know HOW to do something) or a coaching issue (they are attempting the action and doing it poorly or inconsistently)? Are they really ‘lazy’ or do they not have a clear idea of the up system or are they not structured to manage actions in time?
Check in and if you need some assistance with this, give me a call.
Now, go help your team to sell something.