- June 25, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It seems that these days, things are changing faster than we can recognize. Cosby is finally out of the news, but the Marathon Bomber is back in. The terrible winter weather is in our rear view mirror, but now we are dealing with droughts and tornadoes! And in our world, Sales 2.0, a term we haven’t heard in a while, is making the rounds again. In today’s article, we’ll talk about the sales improvements that readers are most interested in.
Let’s kick things off with the most popular article of the first 6 months of 2015, which talks about how dramatically things have changed in selling. Read this very popular article from earlier this year, which is all about the next change to take place in selling.
On LinkedIn, this article explains one simple change that salespeople and sales managers can make that will significantly improve the pipeline and win rate.
With all that has changed, no single characteristic is more important to selling than an individual’s unconditional commitment for sales success. This article explains what committed salespeople do differently.
This popular article compares a bad sales email to a good one and a similar article exposes an ineffective cold call and includes a breakdown as to why it was so bad! This article completes the business development highlights with 3 keys to help convert more of those calls to meetings.
We’ve covered how to be more effective getting meetings scheduled, so let’s move to another popular article that explored the possibility that with everything changing so quickly, consultative selling could already be dead.
One of the biggest challenges that companies are having right now is in attracting, assessing, interviewing and selecting new salespeople. Companies are hiring and it’s more difficult than ever to hire a good salesperson. Accordingly, some of the most popular articles of the first 6 months of 2015 were written about hiring salespeople.
This article explains why 1 million sales jobs will be lost, while this one explains why half of an entire sales force resigned in a single month. Could this happen at your company? Why is it that some great salespeople don’t live up to your expectations while others are as good, or better than expected? This article explains how and when that can happen. On the other side of that story are the weak salespeople – those with poor Sales DNA and/or sales skills – who somehow find ways to succeed. This article talks about the intangibles they may possess and why they can’t be taught or replicated. To round out the best of the sales selection articles, read this one about the phoney baloney sales candidate and how you can make sure that he doesn’t fool you.
Finally, you won’t want to click on this one right now. Instead, save it for when you have 30 minutes to read it in its entirety. The article began as a simple rebuttal to some junk science on sales selection and turned into a debate on the science of sales assessments and specifically, put Objective Management Group’s (OMG) sales candidate assessments on trial. The people have spoken, but what did they say?
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