Membrain

SEPTEMBER 20, 2020

Why was every other guest in the hotel parking lot with us? There we were, in the dark, in the middle of a hotel parking lot, at 3:45 AM. The hotel fire alarm went off and we didn't want to ignore the warning that was so loud my wife and I couldn't hear each other speak. Well, what if the hotel was on fire?

Hotels 140

Hotels Sales 140

Pipeliner

SEPTEMBER 6, 2018

Defining Empathy and Understanding Why Salespeople Fail At It. In an effort to help salespeople make an emotional connection with prospects, they teach validation/paraphrasing skills, not empathy skills. on, failing to deliver on any of her wonderful promises.) They are well-intentioned but often miss the mark.

Vendor 45

Vendor Intent Prospecting Opportunity 45

Jeffrey Gitomer

APRIL 12, 2018

Do you have a positive attitude? Everyone will say yes, but less than one in one hundred actually do! One percent.

Positioning 136

Positioning 136

Understanding the Sales Force

JULY 8, 2013

The question is why? There are three reasons: In the previous paragraph I wrote that the consultative approach is difficult for some salespeople to implement. The primary reason that salespeople are able to learn it yet be unable to implement it is because of their ego. I didn''t write that it is difficult to learn.

Consultative Selling 259

Consultative Selling Margin Sports Sales Methodology 259

Understanding the Sales Force

APRIL 22, 2024

During most of April, I’ve been frequenting a Smoothie Bar near the place we are staying and when I take my first sip each day, one thought occurs to me each time. “Why don’t the smoothies I make at home taste this good and why doesn’t the texture of my made-at-home smoothie compare?”

Comparison 193

Comparison Construction Compensation Sales Leadership 193

No More Cold Calling

JULY 29, 2021

My salespeople can’t close.” Reasons Why Salespeople Fail to Close Sales. Other reasons why salespeople fail to close sales include: The initial prospects were unqualified. The salesperson was clueless as to why his emails were greeted with radio silence. Why Your Team Is Not Closing Sales.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Understanding the Sales Force

APRIL 26, 2012

In some sectors, fewer than 25% of all salespeople will make quota in 2012. Even best-in-class companies are lucky when fewer than 80% of their salespeople make quota. Are you OK with it when your own salespeople fail to make quota? Salespeople just aren't very good!

Quota 216

Quota Territories Compensation Sales Cycle 216

Understanding the Sales Force

APRIL 4, 2024

Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really Coachable?

Hiring 149

Hiring Sales Leadership Sales Forecasts Forecasting 149

Understanding the Sales Force

NOVEMBER 20, 2020

It looks its worst just a week earlier, when on December 23, sales leaders defend the team's sub-par performance to the CEO and explain why 57% of their salespeople failed to hit quota - again! It's easy to explain why the lawn fails, as dry, hot summers will do that. Why don't the numbers improve?

Data 259

Data Quota Forecasting Pipeline 259

Jonathan Farrington

AUGUST 28, 2014

When I am asked to diagnose why an individual – or even an entire sales team - are not performing at optimum levels, I usually ask just four very straightforward questions: Are they visiting/talking to enough clients/prospects? In other words are they pro-active and are their activity levels high?

Penetration 48

Penetration Incentives Incentive Guarantee 48

Understanding the Sales Force

OCTOBER 7, 2022

Her Sales Percentile was 82 so she was stronger than 82% of the salespeople in the world. Why did the company hire her? Why did she fail? Let's review the scores and findings from Mary's OMG Sales Candidate Assessment. She had really good scores. Really good. So was OMG wrong?

Hiring 293

Hiring How To Groups Objections 293

Increase Sales

AUGUST 27, 2017

Salespeople are human beings. Yet so often those in business fail to accept that human beings are not just one dimension but rather multi-dimensional. As in life, one size does not fit all when it comes to clothing, assessments or salespeople. Today there is much discussion about emotional intelligence. Share on Facebook.

Lead Rank 86

Lead Rank Lead Scoring Motivation Facebook 86

Understanding the Sales Force

APRIL 20, 2022

How quickly can you determine why a salesperson is failing? Such was the case earlier this week when a surprised client wanted an explanation for why one of their salespeople, who does not perform very well, scored well on his evaluation. Dinger loves to play catch with his ball.

Account 296

Account Groups Objections Revenue 296

Understanding the Sales Force

MAY 8, 2023

Just like the two types of Woodpeckers, salespeople tend to fall into the same two categories of being either Hunters or Farmers. So let’s assume that we are talking about a traditional sales organization with traditional salespeople who have responsibility for both finding and selling opportunities. Do you know why?

Decision Maker 156

Decision Maker Penetration Account Comparison 156

Sales Evangelist

SEPTEMBER 8, 2015

There are many reasons why salespeople in small companies fail. Use your avatar […] The post TSE 188: 3 Reasons Why Salespeople In Small Companies Fail appeared first on The Sales Evangelist. There are many reasons why salespeople in small companies fail.

Company 40

Company Coaching Training Customer 40

Understanding the Sales Force

SEPTEMBER 18, 2023

million salespeople and its effectiveness data is very compelling. Salespeople who reach THE decision maker are 341% more likely to close the business than those who fail to reach the decision maker. A salesperson who messaged me last week is a great example of how successful salespeople are when they call on Decision Makers.

Decision Maker 193

Decision Maker Insurance Insurance Call-back 193

Anthony Cole Training

JUNE 26, 2020

Why do so many of my salespeople fail to perform as expected? In our corporate sales training experience, we've seen that evaluating underperforming salespeople in the pre-hire sales assessment is crucial for success in your business. It's a loaded question.

Hiring 227

Hiring Training How To Insurance 227

Understanding the Sales Force

MAY 10, 2023

Instead of laying off salespeople, hire salespeople. Let’s discuss the concept of hiring salespeople when the knee-jerk reaction is to lay-off, fire or initiate a hiring freeze. Only CFOs would see the addition of salespeople as an expense to be cut. Why wouldn’t you do this?

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Understanding the Sales Force

NOVEMBER 10, 2023

The Example Salespeople (anyone, with any title, whose primary role is selling) don’t know about their own skill gaps and blind spots. Sales Managers (salespeople report to them) are not only unaware of their own shortcomings, but have no clue about the sales-specific weaknesses of their salespeople.

Company 212

Company Hiring Scale Forecasting 212

Anthony Cole Training

AUGUST 20, 2020

As a leader, have you ever wondered why your salespeople don't adapt to and follow the new guidelines you have established? However, they fail to understand the impact and personal needs of the employees that are responsible for following these new requirements.

Guidelines 236

Guidelines Energy Sales Leadership Motivation 236

Sales 2.0

AUGUST 29, 2022

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

Sales Management 195

Sales Management Face-to-face Promotion Proposal 195

Understanding the Sales Force

JANUARY 16, 2020

Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded , used the results of a top/bottom analysis to identify the reasons why. In today's article, I'll share a hot/cold comparison of my own, but this one is about sales candidates.

Comparison 278

Comparison Analysis Company Sales 278

Jonathan Farrington

AUGUST 7, 2014

My comments today continue from yesterday’s post, “Are There Too Many Salespeople in the World?” Why the change? Make no mistake, as a sales leader, when one of our team fails, we fail. Which is why it is alarming to note that the average tenure of a sales manager today is just eighteen months.

Hiring 49

Hiring Pivotal Conference Sales Leadership 49

The Pipeline

JULY 20, 2021

It helps, no doubt, but a lot of MBAs fail at sales. Which is why it is a surprise that many who avoided academic endeavours in the past, want to do so much research. It is clear that many salespeople use the “activity” as busy work and a means of avoiding actual prospecting. By Tibor Shanto. Research Or Recreation?

Research 386

Research Call-back Lead Rank Lead Scoring 386

No More Cold Calling

JULY 13, 2021

Why It’s So Hard to Reach Decision Makers. Salespeople continually struggle with reaching B2B decision makers. Some salespeople fool themselves into believing what I call the “warm call fantasy.” Explain why you want to get a meeting with the decision maker, and learn about your prospect’s business and issues.

Decision Maker 401

Decision Maker Referrals Sales Qualified Lead Marketing Qualified Lead 401

The Pipeline

AUGUST 4, 2020

Too many salespeople depend on momentum for closing rather than a solid plan for getting there. Many salespeople look at their playbooks as through they were storybooks. But many salespeople rely mostly on hope. But when salespeople in the same team give you different answers, it is time to stop and take count.

Proposal 427

Proposal Objections Closing Quota 427

Sales and Marketing Management

DECEMBER 1, 2020

Are your sales managers failing to hold their salespeople accountable for their commitments? Are your sales managers overwhelmed by distractions, moving from crisis to crisis with no time for coaching or developing salespeople? Why Sales Managers Don’t Get Properly Trained. Not all sales managers fail.

Training 326

Training Hiring How To Coaching 326

Understanding the Sales Force

JULY 17, 2023

She said there we had three surgical options: Do nothing Less invasive and less expensive surgery which could fail down the road if Dinger ran at full speed A permanent solution which is more expensive. There is a 100% correlation between how salespeople make major purchases and the behavior they’ll tolerate from their prospects.

Groups 156

Groups Comparison Buying Cycle Exercises 156

Understanding the Sales Force

AUGUST 28, 2023

Anecdotally, salespeople for companies like this don’t have to be great because people want to buy their products and want to do business with their company. This struggling salespeople might simply be the relationship building equivalent of Forever Young by Bob Dylan. Those are things that salespeople do. Think Apple.

Decision Maker 156

Decision Maker Compensation Sales Process Sales 156

The Pipeline

FEBRUARY 16, 2021

The main reason salespeople hate telephone prospecting is rejection , anything else can immediately be drawn back to rejection. BTW, if you’re wondering why you can’t avoid objections, it is because we are interrupting. One key thing to focus on is the purpose of the call, why you picked up the phone to begin with.

Cold Calling 241

Cold Calling Call-back Objections Webinar Metrics 241

The Pipeline

JULY 7, 2021

Want to split a room of salespeople, just ask if “sales is a numbers game or not?” We use the Activity Calculator to help salespeople create their improvement plans based on their own performance. It is about what you do and the results, which is why half prefer to operate in the subjective. By Tibor Shanto. How Do You Feel?

Discount 361

Discount Quota Sports Objections 361

Steven Rosen

AUGUST 26, 2021

A big part of your role is to develop your salespeople to become better. To do so, you will need to gain a commitment from each of your salespeople to decide what area(s) they will be open to working on and how they will do so. Are there any salespeople on your team that should not be there? Do You Have the Right Team In Place?

Compensation 386

Compensation Lead Rank Lead Scoring Quota 386

Steven Rosen

FEBRUARY 2, 2017

Why Companies Fail to Execute. I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. Before we get into the reasons why companies fail to execute, let’s agree that most companies fail to execute and that execution is a highly critical issue that companies face.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

The Pipeline

OCTOBER 28, 2020

Salespeople spend a lot of time looking for people to make decisions. But most salespeople and people in general, find it easier to rationalize. Sure, that is why almost 50% of B2B sellers fail to make quota. By Tibor Shanto. Yet often the biggest decision impacting their success needs to be made by them. Lack of skill.

ACT 235

ACT Face-to-face Pivotal Pipeline 235

Understanding the Sales Force

JUNE 12, 2023

More than half of all salespeople are missing and skipping important milestones in the sales process each and every day and their egos get more bruised from failing to close those opportunities than my body got bruised from my not so thrilling adventure to the ground. Why is this important and what does this have to do with selling?

Prospecting 156

Prospecting Vendor Proposal Sales Process 156

Understanding the Sales Force

JULY 28, 2017

Salespeople tend to take this personally by internalizing the comment as, "They just didn't like me. What most salespeople fail to understand is that "style" is really code for something completely different. Later, you learned that the prospect "Didn't really like your style.".

Prospecting 252

Prospecting Competition Closing Sales 252

Partners in Excellence

MARCH 8, 2024

I’ve been getting a variety of people telling their stories on, “ Why I Am So Interested In Selling.” Dave: I’m posing the question, “Why are you so interested in selling?” Could you give me your assessment about why sellers are interested in selling. ” to lots of sales people.

Incentives 77

Incentives Incentive Compensation Salary 77