Just what is a Sales Strategy? More importantly, how can your company build an effective Sales Strategy to increase sales and boost market share? Let’s start with the basics by defining “Sales Strategy”: Sales Strategy Definition For top sales performance and results, your Sales Strategy should be… …a well-defined, goal-focused, clearly communicated, and mission-oriented plan…
How Your Sales Leadership Track Record Can Help You Set New Track Records as a Consultant
If you’ve ever followed qualifications for the Indianapolis 500, you know that IndyCar drivers try not only to “make the race” but also to “set the pace” and win the pole position for race day. You know that they typically make dozens of practice runs in the days and weeks leading up to qualifications, taking lap times and making small adjustments, fine-tuning their machine in search of excellence and that all-important goal: being the best when it counts – during qualifications and during the race.
And, if you’ve followed the history of qualifications for the Indy 500, you probably know about legendary broadcaster and Indianapolis Motor Speedway track announcer Tom Carnegie. In his six decades as the “Voice of the Speedway,” Carnegie became famous for two signature phrases: “Heeeeee’s on it!” and “It’s a new track record!” What do these phrases have to do with sales leadership consulting? Read on:
Post-Pandemic Sales Consulting Opportunities are Here and Now (and Here to Stay)
You’ve probably heard the motivational saying, “When the going gets tough, the tough get going.” Often attributed to football coaches in the early 1950s, it has entered the American lexicon not only as a pep talk in sports but in business, too. During the COVID-19 global pandemic, the going is most certainly tough. Beyond the critical health crisis, economic hardship is also widespread.
But if there’s one thing we’ve learned at Sales Xceleration, it’s this: Opportunity is always present – if you know where to look and take the steps necessary to pursue it. That’s what we are seeing as the pandemic plays out; and it’s a situation we believe will continue to exist in the “new normal” of the post-pandemic sales environment.
So, just what is this opportunity? And what is it about tough economic conditions that makes it so appealing?
How to Develop a Sales Compensation Plan
Description: Not sure how to create a proper sales compensation plan for your small business? Here are some suggestions to get you started.
One of the keys to running a successful small business is developing a sales compensation plan — specifically one that’s good and fair. Unfortunately, many businesses don’t know how to develop a sales compensation plan.
In this post, we’ll set out to solve that problem. We’ll also delve into critical sales compensation plan details, such as setting goals, measuring performance, finding a balance between pay and incentives, and updating the plan to align with current market conditions.
The Resilient Entrepreneur: When Life Hands You Lemons, Open a Lemonade Stand
In tough economic times, when life hands you lemons, the pessimist makes a sour face. The optimist makes lemonade. The entrepreneur goes a step farther and opens a lemonade stand. And the entrepreneur who is also a sales leadership consultant uses that stand to help others make more sales. Simplistic? Perhaps, but I think it draws an important distinction between personality types – and highlights the opportunity that awaits those who are entrepreneurs at heart, even in tough economic times. Here’s what I mean:
Hiring a Salesperson? Start with a Better Sales Job Description
Great sales results start with great salespeople; so, when your organization needs to recruit and hire a top-quality salesperson, it pays to start with a hiring process that includes a strategically targeted salesperson job description.
Dangers of Making a Bad Hiring Decision
How important is the hiring process? Leadership and Success guru Peter Drucker once noted that “One third [of hiring decisions] are outright failures.” And yet, too many organizations take shortcuts and hope for the best while ignoring the risks of a bad hire:
Anyone who has spent time in sales knows how challenging it can be. Few other careers publicly monitor your progress so closely — your value and worth are only calculated in dollar signs. That sort of scrutiny can wear anybody down, and it’s one of the many reasons why I stepped away from a successful corporate career in the field.
Appreciating and Retaining Millennial Employees
Millennials (those people born between 1980 and 1996) are as important as they are different. They are important to American businesses because this group is the largest and fastest growing generation within the workforce. Moreover, as Baby Boomers (those born between 1946 and 1964) retire and exit the workforce, an employee shortage will be created in the United States that will continue to grow for at least the next 15 years.
So what can a company do to retain this important group of workers in their organization?
Business success depends on building and maintaining relationships — healthy, professional, mutually beneficial relationships. But many feel “Networking is the face-to-face equivalent of cold calling.” My answer? Not if you network with a fresh “do this and not that” approach. Here’s what I mean:
Why Sales Leadership Consultants Often Thrive During Hard Economic Times
Sales are essential to the survival of virtually any business. Never is this truer than during an economic downturn. And when hard times hit quickly and unexpectedly, cash flow gets disrupted, revenue projections turn bleak, and business owners often become desperate for answers. That’s when owners of small to mid-sized businesses often turn to sales leadership consultants – and that’s also when these respected, trusted, and valued sales management consulting resources find themselves in higher demand than normal.
Why do sales leadership consultants often succeed during a period of economic crisis? Here are just a few critical reasons: