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.
Forbes contributor Jim Keenan reflects on the most recent Forrester Research that shows business leaders are generally unimpressed with sales presentations. In this 5-minute read, Keenan reminds sales professionals and managers that their teams need to individually know the business they’re trying to sell.
In this article, freelancer Patty Onderko explains the concept of flow as being “so absorbed in an activity that you lose all sense of time.” She goes on explain flow is an optimal work state for productivity, and shows how to increase the amount of flow in the work place.
8 Service Sales KPIs That Every Sales Manager Should Track (MaintenanceNet)
Jason Huling, a blogger and Data Scientist for MaintenanceNet, explains that service sales industries often lose hundreds of thousands of dollars due to inefficient sales tracking. In this post, he gives eight data points that your business should be monitoring, including attach rate, attach value, and lost opportunities rate.
Kobe Bryant Philosophy About Failing (Business Insider)
Piggybacking on Kobe Bryant’s epic failure this week as the all-time leader in NBA missed baskets, William Scott Davis blogs about how successful business leaders handle failure. In the article, he quotes Bryant who says, “I’ve failed before, and I woke up the next morning, and I’m okay.” This is a very positive article for sales professionals who are facing setbacks.
If you’re feeling like you’re entering sales presentations without having a clear picture of the business you’re trying to sell, this article from Allan Shave will give you some great ideas on where to start your research. He gives a simple reminder to use what’s at your disposal – social media, Google, and the company website – to know your prospects’ needs and competition before you ever step in their offices.
The Not-So-Silent Office Productivity Killer (Fast Company)
Writer Lisa Evans sheds some light on the recent research from Cambridge Sound Management that warns against having a silent workspace. In this article, Evans interviews the study’s acoustical expert, Justin Stout, about its findings that working in an environment with low-level white noise can improve productivity.
Marketing and technology guru, Ramon Ray, guest posts on the importance of mastering five key marketing elements before considering a CRM program. He suggests looking inward at your current social media, website, traditional marketing, and staff to make sure you have the support your need to make a CRM software adoption successful.
Are Your Sales People, Marketers, and Executives Getting Enough Training and Coaching? (Business 2 Community)
Ian Dainty shares this in-depth and research-driven article about why you should be investing in training your sales staff. He also discusses the ways that your business is probably losing revenue because of poor coaching, mostly through high turnover, customer dissatisfaction, and negative brand imaging.
Social Selling for Beginners: 10 Actions to Look Like an Expert (Kruse Control, Inc.)
For sales professionals who haven’t yet begun a social selling campaign, this article from Kathi Kruse is a great way to learn the basics of social selling strategy. She suggests simple tasks like informal research on where your current customers spend their online time, building online profiles on media platforms, and interacting daily on at least one social medial channel.
Entrepreneur and startup business consultant Murray Newlands shares great tips for both novice and seasoned sales professionals alike. This 5-minute read doesn’t break new ground, but it’s a great refresher for anyone wanting to be more productive. Newlands suggests time-savers like making lists, gamifying your activities, and doing unpleasant and quick tasks first.
What Do You Think?
Winter is a perfect time to reflect on how your sales team is performing. With a little helpful advice from the pros, you can take this vital season to the next level through social selling, better time management, and a commitment to mentoring your sales staff.
Were there articles that we should have included in our list? Please share your thoughts and suggestions in the comments below.