 Your new post is loading...
|
Scooped by
Ann Zaslow-Rethaber
May 4, 2018 1:21 PM
|
According to a Hubspot study, 66% of salespeople miss their quotas. This statistic really shines a light on the fact that a lot of sales teams are struggling.
Even if you feel your sales team is doing a good job, ask yourself this: “Could they be doing better?”
No salesperson in the industry has reached their absolute peak — the point at which they could not possibly improve anymore.
There will be waves with your sales team in just how well your they are performing — sometimes things will seem like they are going swimmingly, other times you will feel as if your sales team has lost all hope.
Regardless of what part of the wave you and your sales team are riding, one thing remains constant: there is always room for improvement.
So, whether you are looking at improving your team’s sales performance from a low point or from a good place, the below tips will be helpful.
|
|
Scooped by
Ann Zaslow-Rethaber
April 30, 2018 9:30 AM
|
ony Blair said, “The art of leadership is saying no, not saying yes.”
Warren Buffett’s success is attributed to saying no to a thousand deals in order to say yes to a few profitable opportunities. Buffett is credited with saying, “All I have to do is say yes four or five times in my life and I’m a billionaire.” (William Ury on Youtube.)
|
|
Scooped by
Ann Zaslow-Rethaber
April 26, 2018 8:55 AM
|
#1. Give yourself permission to feel like crap.
If you’re happy when the house is on fire, you’re an idiot. There’s a huge difference between staying positive and feeling like crap.
A burning house sucks. Pretending it doesn’t is stupid.
#2. Keep a Crap List.
|
|
Scooped by
Ann Zaslow-Rethaber
April 20, 2018 8:23 AM
|
Peak performance is built on rest. Exhaustion breeds discouragement and fear.
I hope you woke up this morning refreshed.
|
|
Scooped by
Ann Zaslow-Rethaber
April 11, 2018 7:26 PM
|
There is no such thing as time management. Time can’t be managed. It simply is. Nothing you do changes time.
Time management is really self-management.
|
|
Scooped by
Ann Zaslow-Rethaber
April 8, 2018 4:59 PM
|
It’s easier to complain than take responsibility to make something better.
|
|
Scooped by
Ann Zaslow-Rethaber
March 30, 2018 11:39 AM
|
Here is a list of 15 attributes that serves as a good starting point—everyone that is serious about being a good, productive manager should focus on these 15 key attributes that are imperative to display in order to be an effective leader.
|
|
Scooped by
Ann Zaslow-Rethaber
March 27, 2018 4:37 PM
|
Don’t coddle your team. Trust their ability to grow into new skills and responsibilities.
Protecting people from challenges propagates dependence and sends the subtle signal that you don’t believe they will rise up.
|
|
Scooped by
Ann Zaslow-Rethaber
March 22, 2018 8:13 AM
|
There are a few key metrics that are easy to gather and are critical for your overall business and marketing strategy. This includes components that will help you price your product or service better, add insights into potential future products/services, investment opportunities and identify gaps in your business.
|
|
Scooped by
Ann Zaslow-Rethaber
March 15, 2018 12:59 PM
|
Nudges normally produce acceptable growth. But some growth-opportunities require leaps.
|
|
Scooped by
Ann Zaslow-Rethaber
March 6, 2018 4:05 PM
|
Apart from intervention, sour consumes sweetness and moves to its next victim.
Living in a prosperous nation, it’s easy to think that sweetness naturally emerges. If you believe that nonsense, move to Afghanistan or Haiti. In the poorest countries, the true nature of sour is obvious.
A SPOONFUL of sugar is naive.
Every hint of sweetness in your organization is the result of intelligence, resolve, strategy, and execution.
If the team is sweet, someone worked to make it that way. Was it you?
Remove the sour:
Because sour is stronger than sweet, you have greater impact when you remove sour.*
|
|
Scooped by
Ann Zaslow-Rethaber
March 2, 2018 12:22 PM
|
Billionaire Michael Dell reveals the most important attributes entrepreneurs need in order to be successful.
|
|
Scooped by
Ann Zaslow-Rethaber
March 1, 2018 8:36 AM
|
What’s your thoughts on the LinkedIn SSI score, vanity metric of valuable tool?
Some say it’s a helpful metric of performance on LinkedIn, while others say it’s useless and simply a vanity metric. Where do you stand? Do you use the SSI or even know what it is?
The validity and usefulness of LinkedIn’s Social Selling Index (SSI) continues to be a source of much debate among those in sales, leadership and digital marketing.
|
|
|
Scooped by
Ann Zaslow-Rethaber
May 3, 2018 8:22 AM
|
Each member on a high performance team talks about the same amount of time as the others. Researchers call this equality of turn-taking.*
Research indicates that team intelligence on high functioning teams exceeds the combined average intelligence of team members. In other words, teams can be smart.**
Don’t blame the team for lack of participation. Take responsibility.
4 ways to invite participation in meetings:
|
|
Scooped by
Ann Zaslow-Rethaber
April 29, 2018 7:28 PM
|
Graduation season is upon us and more than 5,000 students will graduate with a formal sales major. Over fifty universities with sales majors will unleash a crop of graduates. These eager young professionals will be looking for their first sales jobs. And every Sales VP is asking themselves:
Should I hire them?
Do they have enough experience?
Is it too risky?
Should I let someone else train them first?
Is it a safer bet to hire industry experience?
Do we have the onboarding and enablement to make them successful?
|
|
Scooped by
Ann Zaslow-Rethaber
April 23, 2018 10:34 AM
|
Research shows that teams with just one deadbeat, downer, or general jerk suffer a performance disadvantage of 30% to 40 % percent compared to teams that have no bad apples.
|
|
Scooped by
Ann Zaslow-Rethaber
April 17, 2018 8:20 AM
|
Wise leaders give and receive correction.
Incompetent leaders tear down and poison relationships.
|
|
Scooped by
Ann Zaslow-Rethaber
April 9, 2018 10:07 AM
|
Management consultants wear many hats – advisor, change agent, devil’s advocate. Sometimes we find ourselves in the role of therapist. I sat down for coffee this last week with Tom, a recently fired CSO. Over the course of the hour, Tom shared many confessions about his recent failure. Time and distance have a way of bringing personal insight.
|
|
Scooped by
Ann Zaslow-Rethaber
April 2, 2018 1:45 PM
|
Organizational culture spirals inward and downward when left to itself.
Decline is the consequence of neglect and folly.
It’s never a fluke when people come to work with commitment and energy.
|
|
Scooped by
Ann Zaslow-Rethaber
March 29, 2018 7:12 AM
|
Have you ever asked the question “what’s the ROI of social media?”
For most B2B businesses, the highest return on investment is generated from social selling. Yet others struggle to see results of any kind, never mind a tangible ROI with social selling, that is measured by client acquisition.
The debate over social selling is reminiscent of a similar discussion about 10 years ago over the value of SEO, and a look back clearly illustrates the value and return on investment search engine optimization provides businesses. Could history be repeating itself when it comes to social media and social selling?
|
|
Scooped by
Ann Zaslow-Rethaber
March 26, 2018 5:25 PM
|
The idea that top leaders are burning the candle at both ends is a myth according to research by Harvard Business Review. (Reported by Rasmus Hougarrd)
Top leaders take care of themselves.
Adequate sleep.
Exercise.
Healthy diet.
Hard work and self-care. Top leaders work hard in a kind way.
Self-leadership is the beginning of leadership.
|
|
Scooped by
Ann Zaslow-Rethaber
March 19, 2018 9:18 AM
|
People often mistake cold emails for spam. As a result cold emails often get deleted or not even opened.
There is a difference between a cold email and spam.
When done correctly cold emails can drive growth, make sales, and forge relationships.
“A successful cold email outreach plan uses personalized cold emails to make contact with those potential customers that you’ve had no prior relationship or connect with”, stated Justin McGill, founder of LeadFuze, in an article he wrote.
Here is what we’ve learned in our first year of sending cold emails.
|
|
Scooped by
Ann Zaslow-Rethaber
March 9, 2018 8:42 AM
|
Coddling is degrading because it tells people they’re incompetent. Pampering devalues strength.
Over-protection is rejection.
|
|
Scooped by
Ann Zaslow-Rethaber
March 5, 2018 4:56 PM
|
Manipulators create and exploit vulnerabilities for personal advantage.
One manipulator bragged how she could cut people without them knowing it.
|
|
Scooped by
Ann Zaslow-Rethaber
March 2, 2018 8:25 AM
|
The most important factor in team success, by far, is psychological safety.
Safety means risk taking is OK.
Remarkable success requires risk taking.
Skillful leaders build learning environments where risk taking is allowed, encouraged, and honored.
|
Fantastic article offering easy to implement suggestions on how to increase your sales teams results.
Challenge yourself to add at least a few of these for each of your next sales meetings, and chart the results yourself.
For all of your sales recruiting needs, call International Search Consultants.
Since 1999 ISC has been delivering quota busting sales props to our clients interview table, and would love to do the same for you!