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sales professional
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If anybody is thinking that asking ‘effective questions’ is the same as asking ‘open ended questions’, then you are about 20% correct. But really.....asking open ended questions is like table stakes in a poker game; it’s the price of admission and everybody does it. Using questions effectively is one of the most important skills a sales professional, or a sales leader, can have. It’s also one of the most poorly executed.
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There are a number of external forces driving the Partner sales community to condense and accelerate its current selling cycles. Decreasing ASP (average selling price) coupled with fewer new opportunities means sales professionals have to close a greater number of transactions in a fiercely competitive market simply to maintain their current income level.
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So what’s the difference? For our purposes, ‘strategy’ means that there’s a plan. ‘Tactics’ means that you’re thinking on your feet. A sales cycle that includes both is much more likely to succeed than a cycle that relies on only one of them. Tactics make sales fun. Strategy makes sales more predictable. Here’s the executive summary – do both; and do them both in every sales cycle. Trust me on this; the sales cycle where you (or your rep) believe that the deal is a ‘slam dunk’ and you don’t need to plan it out...you know the one....at some point you’ll all be “standing...
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Arrrrg!!! More change… again! Over the course of my 25 year professional career, change has been an ever-present companion and dynamic in every organization I have worked for or with. Change demands our attention regardless of what we are trying to focus on and, just when we finish changing one aspect of our business, we are challenged with changing yet another. Everything in our business ecosystem is changing constantly; market dynamics, competitive behaviour, customer buying behaviour, industry consolidation, regulatory change and product evolution; each of which impacts our business models...
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But Sales is also one of the coolest ways to make a good living. As sales pros we get to meet and work with all kinds of people...and often we are blessed to find things that we can laugh about, and things that stick with us for a long time. As sales people and leaders, we’ve all heard a few witticisms that stick with us. Some of them weren’t devised with sales in mind, but they hit home in our world. If you have some to share, please send them my way. We could all use a thoughtful word....or a good chuckle. Even if it’s a rueful chuckle. Here are a few of my favourites. “People...
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Your company is better off without Sales People than with the wrong Sales People. If this sounds extreme consider that a hiring mistake costs the average Partner between $80,000 - $120,000 in salary & expenses, EXCLUDING the $900,000 (average) of sales opportunities lost over the 9-16 months an organization retains an underperforming revenue (non) contributor.
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“No not these leads, I want those leads...I want the Glengarry leads (a bunch of them).” As sales managers or executives, what’s the most common request we hear from sales people?
