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.
From better product descriptions to more effective customer relationship management (CRM) strategies, these articles are sure to help you sail through the holiday month.
Why We Don’t Get Things Done (Time Management Ninja)
Self-proclaimed “life-hacker” Lydia K. guest blogs for Time Management Ninja with some quick and dirty truths about why we aren’t as productive as we should be. She shares 10 simple reasons for non-productive behavior with her trademark cut-to-the-chase style. This is a great 5-minute article for sales professionals and managers who are looking for the root causes of poor performance as well as some real-world solutions.
This week’s Avidian blog highlights both old-fashioned and non-traditional ways of maintaining good customer relations during the busy month of December. This article highlights tools like hand-written greeting cards and face-to-face gift-giving as ways for sales professionals to practice good customer relationship management. It also makes a case for using texts and personalized e-cards (coupled with CRM social capabilities) to keep customers in the loop.
Grab the Right End of the Problem for Effective Sales Management (Anthony Cole Training)
Professional Sales Trainer Tony Cole shares his version of the “Eat That Frog” metaphor in regards to uncomfortable conversations that sales managers tend to avoid. Cole states that sales managers often refuse to “pick up the dirty end of the stick,” often due to personal need for approval or hiring considerations. He goes on to give specific advice about how to create a more effective sales management culture through coaching, not avoidance.
5 Tips for Improving Operations – All Using Your CRM! (Cogent Business Advisors)
Financial expert Lisa Crafford lays out five simple ways that a customer relationship management (CRM) platform can assist those in the financial sales market. Crafford suggests using your CRM for creating customized and automated workflows for things like client and employee onboarding, developing a compliance calendar, and tracking prospects.
Holiday Sales Productivity (Advanced Selling Podcast)
In this episode of the long-running podcast, hosts Bryan Neale and Bill Caskey talk about how to save your time for the most important events during the holiday season. The hosts discuss segmenting your planning (account planning, personal planning, sales planning), focusing cold calls on January appointments, and evaluating your personal selling skills.
7 Quick Tips for Writing Better Product Descriptions (Rock the Deadline)
A fantastic post for sales professionals and managers of all experience levels, this article discusses moving the focus of your online sales pitches from features to benefits. Author Donna Cosmato also suggests optimizing your products for search engines and gleaning pitch points from customer reviews. This is a vital article if your sales funnel relies on web traffic to sell your product.
Sales consultant Martin Zwilling cites research from the Harvard Business Review that shows happier employees are over 30% more productive and almost 40% more creative. Zwilling also paraphrases psychologist Ron Friedman’s research about the most effective ways to create this “happy culture.” Sales managers can benefit from his research-driven suggestions, including focusing on achievements, the importance of reward frequency (not size), and pleasant surprises in the workplace.
How a Simple Gesture Can Sway the Buyer Decision In Your Favor (Customer Centric Selling)
This short, 5-minute read is sure to activate the memory of almost every seasoned sales professional. Writer and sales trainer John Holland shares about an experience when a waffling prospect was won over by a small gesture of goodwill. Holland reminds readers that selling is more than just science – it’s the art of being human.
Quick Tips to Better Align Sales and Marketing (Richardson Sales Training)
James A. Brodo cites the annual CSO Insights survey to highlight a growing trend towards disconnection between marketing and sales teams. Brodo suggests sales organizations and managers create common documents that define good leads, key performance indicators, and the role of marketing reps as sales team support staff. This is an excellent article for sales managers looking for a concrete set of steps to better align with their marketing teams.
Small business evangelist and sales speaker Ramon Ray gives a list of highly-actionable ways that your sales team can better use your CRM this holiday season. From integrating your social media with your CRM to segmenting your database, these are great suggestions that can improve your sales teams’ productivity all year long.
What Do You Think?
Productivity and seasonal selling are the hot-button items on everyone’s mind. Fortunately, there are more than enough seasoned pros who have actionable suggestions on how to make this holiday season both fun and productive. What are you doing to connect with your customers and support your sales team through this hectic part of the year? Are there any articles we should have included on our list? Share your thoughts with us in the comments below!