Sales Coaching qualities to win

Sales Coach – The Qualities to be a Great

Sport analogies are always a good for highlighting Sales behaviours and I’m using this tried and tested approach to emphasise the qualities of a successful Sales Coach.

Trying to categorise the top qualities of a coach is no easy task.

Top coaches come from different backgrounds and have different styles. they also know how to connect with players, inspire quality performance and get results.

Take a look at this Bleacher list of the Top 50 Sports Coaches

Here is a selection of a few of the key qualities that in my opinion distinguish a great coach.

Leadership

The goal of great coaching is to guide, inspire and empower an athlete or team to achieve their full potential.

A great coach should also be an exceptional leader with the ability to unify a group of players and make them committed to a single purpose.

Knowledge

A great coach should have in-depth knowledge of the sport they are coaching.

This does not necessarily have to come from personal experience, but a coach needs to have an understanding of the fundamental skills to advanced tactics and strategies involved in a game.

Motivation

Coaches need to be able to convey passion to their players, to inspire them to get the most out of their performance.

A successful coach will possess a positive attitude and enthusiasm for the game and the players that in turn inspires athletes to excel.

Motivation might also involve keeping the practice session engaging and challenging.

Knows the Athlete

A key to successful coaching is being aware of the individual differences in your athletes.

There are some coaching tactics that work better on different personality types so it is important to tailor communication and motivation based on specific players’ personalities.

To achieve this, a coach needs to pay attention to the player’s emotions, strengths and weaknesses. Knowing the athlete also involves having empathy for the athlete.

Coaches need to care deeply about their athletes and a coach needs to be willing to be a mentor and counsellor, as well as a coach.

Consistency

If a coach wants to change a player’s attitude, alter a game plan or improve an athlete’s skills, a coach needs to be consistent in the message they are trying to deliver.

Athletes will learn by hearing the same message constantly and consistently.

Effective communication skills

Needless to say, a great coach will possess exceptional communication skills.

An effective coach is able to set defined goals, express these goals and ideas clearly to players, give direct feedback, reinforce key messages and acknowledge success.

Listening is also a part of effective communication, so a coach should be a compassionate listener who welcomes player comment, questions and feedback.

Sales Excellence Principle 3 Sales Leadership looks at measures you can take to make your sales team succeed.

If you enjoyed this post please click LIKE and click SHARE to share it with your network.

Read some of my other blogs by following these links:

How to Create a Winning Sales Culture

The 8 Wonders of Sales Management

Become A Great Sales Coach

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

The Annual Sales Targets Setting Dance

Sales Targets – set them now for next year!

The annual sales targets setting dance should have begun.

5 sales targets setting checks for more sales

What, it’s not yet in your company, why not, get on with it!  Honestly, sales targets setting is not something that can wait until January.

I’ve seen too many companies waste the first quarter of the year faffing around with an activity that should be almost put to bed now.

Act quickly because you still have the time to think it through and organise it well, communicate it effectively and set up the process on how you will report progress each month.

But don’t dictate.

Your Sales Professionals shouldn’t have their targets dictated to them; they should work with you to agree what are the most realistic and achievable they can make within the twelve month timeframe. 

Target them on what they can control and make sure you have a reporting structure in place so that you all know how you are progressing towards your goals as the year goes on.

Always involve your staff in setting sales targets.

Whilst that might seem like a massive task, if you suddenly cascade these targets without any discussion, you might well not get the reaction you were hoping for. 

I mean you know that dictating your ideas to your team never brings the best rewards, so why would it be a different outcome when your talking about sales targets.

A natural reaction from your sellers would be an immediate correlation to their bonus, their motivation and their effort. 

Whilst being honest and transparent.

If you need to be open about the financial implications of any targets you set; if you are in a position where you need to increase your profits in order for the business to survive, let your staff know that. 

You’ll be surprised how much harder people will work when they want to help you keep the business going, and when they feel like they are a valued part of that business rather than just an employee. 

Get your staff invested in the company and the targets you set, and you’ll find everyone goes much further and probably much faster.

Own your role as it’s important in this process.

If your staff are uncomfortable with this process, it is your job as the leader to educate them as to why there needs to be sales targets. 

If they’re uncomfortable with the level of the target, again it’s your job to explain why it is at that level or to work through to an achievable target. 

Don’t lower your expectations; a collaborative process with good people will always result in realistic outcomes.

If you believe the sales targets are reasonable, be prepared to justify this to your team.

Listen to their concerns and it may well be that they can come up with a valid point which you had not considered – but on the whole, targets should be set to slightly stretch. 

If your goal is not big and scary, is it worth hitting? 

Also, if you set a goal really high and aim for that but fall short, you will still have done pretty well.

If you set it lower, and still fall short, you won’t have done very well and it won’t feel great.

Now keep the sales targets visible and measure progress.

Once sales targets are set, they should be displayed for all staff members to see, and for everyone to track progress.

Sales Professional love being top and are generally motivated if they are not if performance is visible.

Once your goals are set and agreed, it is important to be structured in your monthly reviews (MILO). 

Don’t let anything distract you. In fact, now is the perfect time revisit the effectiveness of the structure you use and to set dates each month for review. 

Setting targets for the year ahead is critically important and something that will help to push your business forward over the next twelve months – but it’s important to do it properly, and to make sure that your staff are with you.

But like I said at the beginning of this blog, you should be all over this by now –  so don’t wait any longer to get started!

Sales Excellence Principle 2 – Growth Management provides you what you need to do to succeed in Target Setting, Incentive Management and Inclusive Organisations.

If you enjoyed this post please click LIKE and click SHARE to share it with your network.

Please also take time to read some of my other blogs:

Set Sales Targets That Get Smashed

5 Sales Target Set Checks For More Sales

5 Attributes That Make Goals Stick

 

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

The 5 Principles of Sales Excellence

5 Principles of Sales Excellence

The 5 Principles of Sales Excellence maximises the efficiency & productivity of your sales efforts.

Companies spend somewhere between 5% to 15% of revenue on their Sales Professionals & if you really want to focus on growth this is around 20% of revenue.

How business leaders use that investment makes a huge difference on both top-line growth and the bottom-line.

Therefore getting it right is super important.

The Battle cry from the boardroom

We need our Sales team to sell more!”

Have you heard these words in the office corridors or boardrooms of your company?

I have on many occasions and it frustrates me as I’ve not met a Sales professional who tries to sell less or close less deals.

The answer to that “we need to sell more!” statement is often marketed in the claims of sales technology solutions & made by sales trainers.

Let’s take a look at what these options offer.

Sales CRM & technology solutions

How many sales CRM tools that have been sold as a solution to “sell more” now sit in the CRM graveyard?

With adoption rates averaging 47% as reported by CRM Magazine, or, 26% as reported by Salesforce, is the right decision to move to a technology solution?

When companies have good adoption & the right sales behaviours in place as seen in the IBM 2017 CRM Statistics report they see results.

Productivity increases to 50%, Sales quota attainment is at 65% & 74% of businesses improve their customer relationships.

The Cloud brings new possibilities for sales & there can be no doubt about the impact technology has on sales results & ROI.

It’s no coincidence that companies only see these results when they have the adoption & desired sales behaviours in place.

Sales Training providers

Business leaders must be committed to train their Sales Professionals especially as research shows that 84% of sales training content is lost after 90 days.

Sales training loses its power when a sales professional is not given the opportunity to apply new skills in their actual work environment.

One obvious conclusion is that if sales training is to have any chance of being effective, it must be continuously reinforced in daily routines.

This points to the criticality of the Sales Manager role in embedding training through effective Sales Coaching.

Research by CSO Insights, The Business Case for Sales Training  shows the impact of where sales training “exceeds expectation” compared to companies that “meet expectation” or “need improvement”.

With 8% more sales professionals achieving quota, 56.2% having higher win rates & 84.9% able to identify customer needs.

It’s important to note these results happen if companies have Sales Managers focusing on Sales Coaching ensuring ROI is maximised.

Therefore which option should a company choose – Technology or Training?

I’m not sure it’s possible to know the answer to that question without knowing what problem you are looking to solve.

What is it that needs fixing that would enable your company to “sell more“?

The key is ensuring your company has effective Sales professionals effective Sales processes.

The 5 Principles of Sales Excellence helps businesses invest correctly by identifying & focusing on the areas of sales excellence that create the greatest impact for your company.

The 5 Principles of Sales Excellence:

finger paintingBusiness Strategy – Leadership has a genuine commitment to develop Sales Excellence.

Growth Management – Meaningful targets are set and the performance of the business is made visible.

Sales Leadership – Managers spend their time on business performance and people development.

Sales Execution – Sales standards are clear & consistency in Sales Execution is achieved.

Pipeline Management – Sales pipeline and lead management practices are in place and are effective.

Contact me if you want to talk more about The 5 Principles of Sales Excellence & about how I can help your company “sell more“.

If you enjoyed this article please click LIKE and click SHARE to share it with your network. Please also take the time to read some of my other recent posts.

Focus on 3 cultures to win the prize hidden in an aligned organisation.

3 Behaviours that win business

Make more sales by aligning Sales & Marketing Activities

Do you need “Senior” Sales Professionals

Would you cheat to win in Sales?

 

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

Is the Sales culture visible in your business?

How OBVIOUS is it to your customers if your Sales Culture is right or wrong?

Sales in the culture of business is visible. And you’ve either got it or you haven’t.

It’s so important for the owner of a company to understand the customer experience of their company. 

I experienced both sides of the coin in one day.

I run an online group to help business owners with their sales mindset and help new sales professionals develop their skills. One of the members set up a direct debit as part of the sign up process and whatever they did, resulted in them paying twice.

I asked this company to issue a refund and I was told that I wasn’t important enough of a customer to automate a refund. I’d have to come up with a manual solution with my client.

I know about scale and big and small customers…but, seriously?! “You’re not important enough?!” 

Later that day, I got back to find an office chair I’d ordered had arrived…but there was a massive hole in the box. Just my luck, there were indeed bolts missing. Still reeling from my first experience of customer service, I picked up the phone with a sense of trepidation…

Well yep the bolts were missing and I didn’t have spares at home.

“Oh no thats terrible, so sorry to hear that.” Oh. “We will get you new chair tomorrow and I’ll make sure the delivery guy has all the paper work ready so he can take the old one home.”

I’m sure you’ve had that experience where you’ve turned to a friend or talked to your partner and said “Wow that was really good service, that was so easy to do.” You might not’ve said it like you were on a TV advert for Which? magazine, but it’ll have been along those lines. 

That customer experience was a consequence of a great Sales Culture. 

To understand the value in creating exceptional customer journeys, you need to understand your customer.

When you do that…you’ll sell more!

Conversely I bet you’ve also had the other side of that coin and experienced service where your experience as a customer was feeling like an irritation and the whole task of trying to buy something felt like organised torture.

Those are pretty good signs that Sales isn’t at the heart of a company’s culture.

Sales coaching quote

I mean…imagine working in that environment where management doesn’t care about your sales behaviours. If they don’t care, why the hell should their staff care? 

That root cause of not caring becomes so obvious because customers can see service, or a lack of it, in the behaviours of the sales assistant. 

The 1st Principle in the 5 Principles of Sales Excellence is 1st for a very specific reason.

That principle of Business Strategy helps test your motivation to put sales at the heart of your business strategy.

Why? Because by definition that puts the customer right at the heart of your business too!

You can measure customer experience through feedback. It’s tangible, and in many cases immediate. The key learning is the same reason that mystery shoppers are used. 

It’s so important for the owner of a company to understand what the customer experience of their company is. You can pinpoint any other shortcomings in your processes and address them, but if customer experience is an issue, it’d be like focusing on making sure your seatbelts and brakes work when your car is on fire. 

If you enjoyed this post please click LIKE and click SHARE to share it with your network.

Please also take time to read some of my other recent posts

Focus on 3 cultures to win the prize hidden in an aligned organisation.

3 Behaviours that win business

Make more sales by aligning Sales & Marketing Activities

Do you need “Senior” Sales Professionals

Would you cheat to win in Sales?

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

Ethical Selling

Ethical Selling is the Route Success

Ethical Selling is the route to Long-Term Success

With bonuses and incentives for high levels of sales, rather than high professional standards, money motivated sales staff will use dark arts and shortcuts to make quick sales.

They jump from ship to ship, claiming incredible numbers, building their own reputation whilst simultaneously destroying the reputation of the companies they work.

I recently attended a SquarePeg networking evening in Sheffield as a guest panellist for a discussion about ethics in business.

Promoting Ethics in Sales is a particular passion project of mine. Last October I posted about passing my APS ethical sales exam, which was the first step on my journey to Elevate Everywhere the status of professional sales.

Part of the mission involves the APS and that is to make Sales an accredited Chartered profession just like Accountancy and Financial Services by 2020.

Perspective is a really valuable tool to assess what our ethics in sales looks like.

To salespeople, cold calling and bonuses are par for the course. But to the people who’s golf club you’re playing at, it’s the equivalent of blowing an air horn as someone’s about to tee off!

Now, does that mean I disapprove of cold-calling or bonuses?

No.

What it does mean though is that as businesses we need to seriously consider the impression we give off when we approach what we do.

This means asking for customer feedback, asking ourselves;

Are we meeting needs…or meeting targets?

Are we honest with ourselves with the question, does what I have in my bag fix your problem?

So often I relate this message only to salespeople – but in reality, small business owners ARE salespeople and need to ask themselves those same questions.

  • Would you downsell to people who want more than they need for instance?
  • Do you ever overhype what your product or service will do for people?
  • Every time you sell, is your reputation building or crumbling?

These are the types of question we need to ask ourselves when selling. Otherwise, we’re not selling ourselves.

As a business, selling ethically is the route to long-term success. Which is the bottom line.

If you enjoyed this post please click LIKE and click SHARE to share it with your network.

Please also take time to read some of my other recent posts.

5 Principles of Sales Excellence

How to Create a Winning Sales Culture

Focus on 3 cultures to win the prize hidden in an aligned organisation.

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

Being A Great Account Manager

Being A Great Account Manager!

What makes a “great” Account Manager?

Have things really changed that much?

Has the role of the Account Manager changed much over the years when we consider changes in buyers behaviours, additive technology and automation of routine tasks through AI?

The answer to that question is of course yes it has.

But a better question is, has the core skills you need to be a great Account Manager changed much over time?

My answer to this questions is no and it has not as much as you would have imagined. The tactics might have changed but the things that make you great have not.

Why do I say that, well I go back to those things I did during my 30 years in B2B sales roles and match them up with the things I do today.

Consider how effective you are in these seven “Be’s”:

Be present

Be present even when there isn’t a deal on the table. If you only show up when there is a need what message are you sending. They don’t really care how much you know, they want to know how much you care.

Be real

I can tell you from my years of experience that if you are acting genuine and sincere it will show.  Business is all about relationships and authentic relationships.

Be responsive

Provide answers within a timely manner or respond within the business day because if you don’t you are showing your client that they just aren’t that important.

Be informed

It’s your job to know everything about your client.  This means reading the annual shareholder letter from the CEO, news about the company, financial health etc.

Be knowledgeable

Your job as an Account  Manager is to know your customer well enough to identify real opportunities.  This knowledge allows you to focus on qualifying each lead or prospect.

Be a storyteller

Facts tell and stories sell, have you heard this  before? The more stories we learn from our existing clients the more value we are to our clients.  People relate to and remember stories.

Be respectful

Treat your clients and customers how you want to be sold to.  If it ever feels wrong or uncomfortable your best bet is to search for an alternative way that feels good for both parties.

How effective you are in these seven areas and focusing on them will help you on your journey to become a great Account Manager.

If you enjoyed this post please click LIKE and click SHARE to share it with your network.

Please also take time to read some of my other recent posts.

Missing Your Quota? Then Up Your Call Rate

8 tips to get you past the Gatekeeper

Take control of your Sales Pipeline

When is the best time to make a Sales call?

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

You Own Your Personal Development

Own Your Personal Development

A trio of lists focusing on Personal Development.

  • One is all about excuses you may have heard why people don’t invest in their personal development.
  • Two is all about what you can do to own your personal development.
  • Three highlights the benefits to you of taking control of your personal development

5 Excuses From Sales Professionals Not Owning Personal Development

Ever hear yourself using these excuses?

🙉 Excuse 1 – Negative Self Talk

  • This is probably the biggest barrier to personal growth for the majority of people
  • “I’m not as good as her”, or “He is more of a natural at this than me”.

🙉 Excuse 2 – Lack of Support

  • There’s no one around that even understands, let alone supports your desire for personal growth.
  • “I want to do it but they wont give me the time”, or “If I ask I don’t think they will let me”

🙉 Excuse 3 – No Clear Goals

  • Until you know what you want you can’t make a map of how to get there.
  • “I’m just to busy with work to write down my personal goals”

🙉 Excuse 4 – Playing the Blame Game

  • Until you take full and total responsibility your chances for personal growth success will be limited at best.
  • “I would have done it if she hadn’t had done that”, or “Its only because of him that this didn’t happen”

🙉 Excuse 5 – I Know it Anyway

  • This belief that our ego needs to always be right. Be better-than, more successful than
  • “If they had done it my way”, or “If only they had listened to me”

Remember these are 💯% excuses and you 💯% own your personal development!

Ten quick tips that will help you build your self development plan:

💪🏽 Start Now

  • It’s that simple start now and build on what you learn daily

💪🏽 Take Baby Steps

  • Break your goals into smaller steps and keep the end result in mind

💪🏽 Learn From Others

  • Find a mentor, read books and attend events

💪🏽 Love Change

  • You can’t escape it and your plan needs to embrace change

💪🏽 Be Accountable

  • Your responsible, nobody else. If you don’t bother there’s no fairy godmother

💪🏽 Recognise Your Value

  • Don’t discount the value in getter better at what you currently do

💪🏽 Be Deliberate

  • Make sure you really want to do it. Is your goal and intention aligned?

💪🏽 Stretch Yourself

  • Find the middle ground. Goals that are easy or impossible don’t work

💪🏽 You’ve Got To Love It

  • Don’t do things if you don’t like doing them. Your goals must match your values.

💪🏽 Be Resilient

  • You will hit highs and lows so your development plan needs to be achievable and balanced.

Personal Development is About Investing in Yourself. It’s not about waiting for your company or employer to do it for you.

Here a Six core benefits to personal development:

👍🏽 Heightened Self Awareness

  • You get to know who you really are, your values and what you truly believe.

👍🏽 A Clear Sense of Direction

  • Decision making and prioritisation becomes a lot easier.

👍🏽 Improved Focus and Effectiveness

  • Meeting deadlines and ignoring distractions becomes natural.

👍🏽 Exceptional Motivation

  • When you know what your setting out to achieve its much easier to see the benefits of taking action.

👍🏽 Greater Resilience

  • Personal development cant stop bad things happening but it will help you be able to deal with them.

👍🏽 More Fulfilling Relationships

  • You are better able to see what relationships are worth investing in.

A differentiator between average and top performers is that a top performer owns their personal development.

If you enjoyed this post please click LIKE and click SHARE to share it with your network.

Please also take time to read some of my other recent posts.

5 Attributes That Make Goals Stick

3 Behaviours that win business

Would you cheat to win in Sales?

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

Set Sales Targets That Get Smashed!

Set Sales Targets That Get Smashed!

How to improve your Sales by setting Sales Targets the SMART  way 

SMART sales targets

It’s not actually easy to set targets with no basis. It’d be like talking about how high you’re going to build a tower, without knowing how much material you have or if the foundations are secure.

Everybody thinks they do it, but the reality is, when I ask to actually see managers’ sales targets? They’re fluffy and lack substance. As a result, sales teams end up either stressed or complacent with unrealistic or unambitious targets. 

Salespeople roll their eyes when I ask them if they use SMART.

“What you gonna teach me on Day Two?“ they ask sarcastically.

“Nothing, until you’ve learnt Day One properly!” I answer.

SMART (pictured) works for me (and has always done) and I still see this method as the most effective way to set targets. 

Let me walk you through the FIVE steps of how I set sales targets for sales teams, with the SMART system in mind. 

Set Sales Targets Bottoms Up

This phrase, which you may have come across in sales, means to me, to build from both feeling and reality.

  • You should have 80% confidence the sales target  is set right.
  • It should feel like a stretch. But not too comfy and not too tough.
  • It should be based on your current situation, completely grounded in reality.

Data is Your Friend 

Data is your “friend” when you set sales targets

Don’t be consumed by data, but find and focus on the key data that drives your business forward. You also need data to:

  • Review performance history
  • Break performance history down into easier chunks
  • Create a visual guide of these chunks. I’ve found making it visual helps greatly.
  • Know the maths of selling – what are your metrics? (important bold font alert) examples:
    Phone calls to appointments?
    Sales pitches to quotes?
    Quotes to sales?

If you don’t know these facts, your targets aren’t based on reality.

Think Small to Achieve Big 

Think big but act small to deliver success

This one really works for me.

Big dreams and ambitions are great…be the biggest, best etc. But then the pragmatic reality of getting after that can be daunting.

Instead, break things down to the smallest meaningful level and ask yourself things like:

  • Can this target be broken down to a daily / weekly / monthly target? The yearly thing just doesn’t translate into action.
  • Can I control the outcome? Am I directly in control of all parameters? If not, is it even right to set a target?

Make them Inspiring

Yep, I did say inspiring. Are your targets pushing you forward, out of your comfort zone, asking you to do something different? 

Think about it – as an example, can you push yourself through your targets to increase demonstrations or presentations to a senior level?

Whilst sales targets are predominately about numbers, be creative and make them inspiring by giving them a place in personal development.

Now, Hulk, Smash!

Smashing target is easier than getting a girlfriend Hulk!

Smash your targets is a bit sales cheesy, so let’s just meet or exceed targets shall we?  

The key for me here, is it’s all in the planning…So take the time to PLAN.

  • Do you know the barriers to success?
  • Do you have the right skills?
  • Have you put enough resources to it?
  • Do you know your market?

As Ive already said to set sales targets isn’t easy.

It’s a lot easier said than done, but it’s so critical that you invest the time to do the planning right.

Sales Target Setting is covered inSales Excellence Principle #2  Growth Management

If you have concerns about how effective your sales targets are then why not contact me to see how Setting your sales targets correctly?

The 5 Principles of Sales Excellence are:

Business Strategy – Leadership has a genuine commitment to develop Sales Excellence.

Growth Management – Meaningful targets are set and the performance of the business is made visible.

Sales Leadership – Managers spend their time on business performance and people development.

Sales Execution – Sales standards are clear & consistency in Sales Execution is achieved.

Pipeline Management – Sales pipeline and lead management practices are in place and are effective.

Contact me if you want to talk more about The 5 Principles of Sales Excellence & about how I can help your company “sell more“.

If you enjoyed this article please leave a COMMENT, click LIKE and click SHARE to share it with your network.

Please also take some time to read some of my other recent posts.

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

Steve Knapp Sales-14

Missing Your Quota? Then Up Your Call Rate

Making that One Extra Sales Call

Recently I made a video post on LinkedIn about doing an extra sales call a day to smash your targets and get your bonus. 

What quickly developed was an excellent thread with some great debate and expert insights about Quality vs Quantity, so I’ve made this article to summarise the thread and make it a takeaway that you’ll be able to digest!

The Sales Call Battle Between Quality vs Quantity?

This was the immediate and main point of discussion – it’s clear that simply picking up the phone one extra time just for the sake of it to meet a quantifiable metric is not going to get you the same results. 

Some key takeaways from this section of the debate:

  • It is better to have 5 quality sales calls than 10 average ones.
  • To that end, if you find you or your staff are making TOO MANY calls, (which might be apparent if a high percentage of your calls aren’t converting) then it might be worth exchanging a couple of these calls and dedicating the time to doing pre-call planning and post-call reports. 
  • If you already possess the quality element though, there are always things you can do to make time for an extra call.

Is the Culture & Mindset set to do more Sales Calls?

Culture is basically the plural of mindset, so these are interchangeable and applicable, whether it’s you who makes your own sales calls or your sales team. If you don’t have the right sales culture in your company, this can often supersede the issues of how many calls you’re making. So it’s crucial to get this right. 

Is one more sales call the answer to beating quota?

Two comments which gave some good insight :

  • It’s about having a good mindset, selling with purpose, not just because you feel like you should be making a call or have to fulfil a quota.If you do have a sales team, are you certain that this is how they feel about their role?
  • Often the extra time to make these calls falls towards the end of the working day, when your prospects are too focused on getting out of the office and going back home.Is there a way to restructure your day around your time-critical sales calls?

A top-tip for finding that extra sales call to make. 

Don’t be afraid to reach into the past for that one extra call. People whom you’ve had previous engagement with may take less time to prepare for and also be more likely to buy. 

And finally…

‘The difference of Ordinary and Extraordinary is the word “Extra”… Just one extra call in a day, or even one extra call in a month can take you to Extraordinary results. Sometimes it is not the BIG thing that matters, just one little extra, one small extra push…’ – Irfan Fauzie

Thanks to Irfan for that contribution, which sums up the spirit of my post exquisitely. 

Special thanks to everyone who contributed to this discussion and my mission to #ElevateEverywhere.

 

P.S. Check out the FREE downloadable 1 page summary on my website on how to improve the quality of your Sales Calls.

Once you’ve clicked the link, you will find the toolkits available at the bottom of the page.

 http://steveknappsales.com/services/sales-execution/

 

If you enjoyed this article please leave a COMMENT, click LIKE and click SHARE to share it with your network.

 

Please also take some time to read some of my other recent posts.

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

How to create a winning sales culture

How to Create a Winning Sales Culture

Creating a winning sales culture should not be that big a deal

Transforming an underperforming sales team into a well-oiled sales machine doesn’t happen by luck. 

Yet many companies try to grow sales by simply putting more pressure on the sales team, reminding them of their increasing quotas and adding up how much they’re behind. 

Companies invest a lot of time and money into better products or more marketing, which doesn’t hurt, but only further masks your true underlying sales problem. 

When you add to this the general poor standard of on boarding, the cost associated & time it takes to recruit getting the culture right from the off is by far the most cost effective & productive option.

Here are 10 key actions that I have experienced that will get your company on its way to creating a winning sales culture:

Follow your salespeople

The first thing I do when I take on work for a client is nothing but listening and watch the Sales Professionals & Sales processes in operation. I do this because in my view when it comes to why they aren’t producing, salespeople can rarely tell you but, they can show you.

Monitor daily activity

A mechanic wouldn’t look at your car and just tell you what was wrong with it; he’d check the engine & the electrics or hook it up to a machine to get readings. You have to do the same thing for your sales team. I advocate setting Sales Expectations these would be six to eight daily revenue producing activities that every Sales Professional is measured against. Whatever you choose is fine, but the data is essential for monitoring because numbers never lie.

Drive activity more than results

Sales is and always will be a numbers game. Whoever sees the most qualified amount of prospects in the shortest time has the best chance of winning. Salespeople have little control over who buys and who doesn’t, so spend more time pushing them to increase activity and results will increase as a byproduct.

Loose the bad apples

My experience tells me that the average sales manager knows whether or not a person is going to make it, yet it typically takes six to nine months to let that person go. Bad attitudes, low work ethic and people who undermine leadership are a virus to your sales team. The longer you let them stay around, the more it is costing your company and the more they are infecting those around them.

Learn to recognise success

Start recognising your top leaders & sales professionals more publicly. One of the fastest ways I get results for clients is by helping them create an incentive plan for driving activity. You can come up with fun affordable incentives that create an immediate spike in activity. Top producing sales professionals are a different breed and it’s amazing how far they’ll go to get a £50 iTunes card or get their name called in a team meeting.

Create a purpose

Sales professionals will give you more if you create a greater purpose

Selling is emotional. Selling takes energy. And many salespeople need to be sold on the greater good of what they’re doing. They need to understand that they are contributing to a bigger picture. You can even have them come up with their own purpose by just capturing their responses in a group setting to the questions “What do we believe in and why are we here?” Salespeople need vision and it’s the job of leadership to help that vision come alive.

Elevate the sales professional

Sales professionals are amazing. They are often among the highest income earners in your company & they should be. They battle doubt and rejection every single day. If you want them to produce you need to promote how important sales professionals are in your company. In your talk and actions, elevate the importance of the sales function to the other departments in your company. 

Invest in sales training

It’s your company’s job to give your sales professionals the tools and training they need to succeed in their position. Sales cultures have well-defined systems to help their salespeople grow, learn and achieve. This is especially important for new hires but you also need to have some way to deliver on-going advanced sales training ideas for your entire sales team. If you don’t think this is important, then determine how much it costs you on average to hire someone and multiply that by the number of salespeople who didn’t make it last year; you’ll quickly see it’s worth the investment.

Create more accountability

Most good sales professionals crave and welcome regular accountability. Spending regular one-on-one time with your people not only gives you a chance to mentor and train with them; it shows that what they do is important and that you care about their success. It also means you can create a bit of healthy tension as you push for results.

Create sales scripts

Most salespeople are far less technically proficient at selling than they think. They are reticent to call on new business because they aren’t good at it and they don’t know what to say. While they will complain about being forced to say word-for-word scripts, you must have them available and they must work.  A sales team without sales scripts is like a business without a business plan, it lacks focus and is inconsistent.

Going after these activities will have a significant positive impact on your sales culture & create more successful sales outcomes.

But maybe your still not sure how or where to start?

The 5 Principles of Sales Excellence can help you unlock your sales potential so, if you need help, or want to explore how Steve Knapp Sales can help you create a winning sales culture all we have to do is start the conversation. 

If you enjoyed this article please leave a COMMENT, click LIKE and click SHARE to share it with your network. Please also take some time to read some of my other recent posts.

3 approaches to become a great sales coach

3 Behaviours that win business

Social Media is Killing Networking

Steve Knapp Sales Coaching & Sales Consultancy

Steve Knapp is the Founder and Owner of Steve Knapp Sales & Corporate Director in the Association of Professional Sales. With 30+ years of B2B successful sales, sales management and sales leadership experience. Steve created The 5 Principles of Sales Excellence & has used this to drive sustained sales performance in one of the most successful companies in the world. To discuss your sales requirements contact Steve on [email protected]

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