Getting the most out of a sales team requires stable, consistent mentoring from management, but it can be difficult to determine how to best apply coaching efforts. Should the bulk of coaching time be spent on weak performers, or should the goal be to raise the average? Where should the focus be when looking for return on coaching investment? Read on to learn the answers to these questions and get your sales coaching initiatives started on the right foot.
Whether you sell cars or financial plans, the thought on everyone’s mind this week was how to make the most of every minute. In fact, even notable sales professionals like Ramon Ray and Martin Zwilling shared suggestions for how to make this holiday season more productive.
As we enter the holiday season, it can be difficult to maintain connections with customers. Increased sales demands and a focus on the bottom line can sometimes take a toll on customer relationships. In order to counteract the natural tendency towards customer abandonment during busy seasons, here are a few quick, personal, and creative ways to let your customers know that they’re the stars on your holiday tree.
Online sales have climbed drastically in the last decade, and one of the major beneficiaries of this climb has been Valve Corporation, formerly known as Valve Software. Led by former Microsoft employee Gabe Newell, Valve’s “Steam” service allows users to purchase and download computer games and other software with the click of a mouse and begin downloading them immediately, rather than waiting for physical copies. This easy-to-use system has earned the service more than 75 million active users.
Unbuckle your belt and get comfy on the couch. This week’s roundup features the most delectable holiday articles for your savvy sales consumption. Before you let the tryptophan take over your brain, enjoy a little sales dessert to keep you and your sales team rip-roaring through the busiest season of the year.
Although customer relationship management (CRM) software has only been around for a few decades, business has come a long way in understanding and using what it knows about customers to drive sales and improve the overall consumer experience. Different companies use customer-driven data in different ways, and to varying degrees of success, but the overall themes of customer engagement and influence are only becoming more prominent as the Internet takes its place in the culture of everything.
As winter heads into full swing around the nation, it seems that sales professionals are looking inward to reclaim their sales heat. This week, we decided to get back to basics with articles that inspire introspection as an integral part of the sales process.
Though trust is an easy resource for large companies to neglect in the heat of a push to sell, it is often found at the core of any business relationship. According to the 2006 Annual Edelman Trust Barometer, 64% of opinion leaders in every country the study assessed indicated that they had refused to buy services or products from a company they thought to be untrustworthy. Since customer relationship management is about building, maintaining, and leveraging partnerships with people that support your business, this statistic shouldn’t surprise you. Do you purchase your morning cup of coffee from the cafe that remembers your name and goes the extra mile to make your drink personal, or do you go to the one across the street with the barrister who treats you with a cold shoulder and who constantly mispronounces your name, even though his brew tastes better?
[Read more…] about Cultivating Trust in Sales
Even if your sales pipeline can bring you tons of qualified leads, many of those leads will fizzle out into nothing if your company’s culture isn’t conducive to quality work. Sometimes, even smaller divisions of a company, including a department or even a single team, can suffer from cultural issues, leading to reduced engagement and, in turn, reduced results. Below, we’ve listed some of the best tips available for creating a winning team culture as well as some statistics on the importance of this valuable metric.