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11 Concepts For Managing Yourself and Your Employees During Change

Posted by Tony Cole on Fri, May 15, 2020

In today's blog, we discuss the notion that effective sales leadership requires leaders to meet the challenge during times of major change. 

In this article, we bring you 11 concepts to adopt for managing yourself and your salespeople; to help increase sales, productivity, and trust within your organizations.time-for-change-sign-with-led-light-2277784

  1. What would you do if today where your first day on the job?
  2. What kind of attitude would you have?
  3. How would you respond to the responsibilities of your new job?
  4. You would you interact with your new co-workers?
  5. You come in the 2nd day of your new job and the company asks you to do something different. How do you respond?
  6. Who is more valuable in the marketplace, someone that adapts or someone that resists change?

Consider this: “You think you understand the situations, but what you don’t understand is the situation has changed.”  Putnam Investment advertisement

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Concept #1 – Commitment is a gift you should give to yourself

  • What are you committed to?
  • If you are not committed to do whatever it takes to succeed and increase sales, then you must:
    • Set personal goals that are non-negotiable
    • Have a vision of where you want to go (and where you want to end up)
  • Failure to do these things will lead to failure to fully commit 

Concept #2 – Senior management must empower all others to think like a CEO.  If senior management can accomplish this, then non-managers will think and act like they are CEOS; looking out for the entire company, and not only for themselves.

  • Support people to make decisions
  • Train them on how to make decisions
  • If bad decisions are made, it is because of the following:
    • Leadership hired the wrong people
    • Failure to communicate well
    • Failure to train on decision-making

Concept #3 – The use of technology

  • You must use it and demand it of yourself and your team!
  • If you have people that have a belief that ‘You can’t treat old dogs new tricks’, get those people off of your stage

Concept #4 – Flexible thinking and changing beliefs are critical.  There are some truths that you will have to accept.

  • Life isn’t fair!
  • Life isn't fair!
  • Life isn't fair!

Concept #5 – Companies are curious:

  • How can you increase my top line?
  • How can you add to the bottom line?
  • How will you prove it via accountability to measurable achievements?

Concept #6 – Your company will be asking, “Why should I keep you”? 
You must demonstrate that:

  • You are a good employee
  • You work hard
  • You get things done
  • You are capable of learning
  • You have experience that is valuable to YOU and to the future of the compnay

Concept #7 – Lifetime learning

  • Information doubles every 5 years
  • Power and speed of the microchip doubles every 18 months (Moore’s law)
  • The cost of computing drops roughly 30% every year while working faster and better
    • Are you twice as smart today as you were 5 years ago?
    • Have doubled your capacity in the last 18 months?
    • What are you doing today to be twice as smart in 18 months?
    • How much are you costing the company? Are you a better “buy”

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Concept #8 – Job security

  • The ability to initiate new relationships
  • Being able to create and sell creative solutions to qualified buyers
  • Your ability to facilitate decisions to buy from you

Concept #9 – Make sure you contribute more value than you cost

  • The company’s perception about contribution vs cost is the reality
  • You are not entitled
  • Prove your worth
  • If you consider leaving, would the company do whatever it takes to keep you?
  • How is your value measured by the company?
  • How is your cost measured?
  • The value of every company is outside the company (The marketplace) what are you doing to bring that value into the company?

Consider This: “The factory of the future will only have two employees, a man / woman and a dog.  The person will be there to feed the dog and the dog will be there to make sure the person doesn’t touch the equipment.”  Warren Bennis


Concept #9 – Serving others

  • What does it take to please them (everyone in your sphere is a "them")
  • How can you contribute to the success of others?
  • The person at the next desk, down the hall on another floor; make no mistake they are your clients and customers.
  • The "Best Bargain" is based on the value you bring. The consumer will seek and find the best bargain. They will either get it from you or from someone else

Concept #10 – Ownership / Responsibility / Accountability

  • You are responsible for your attitude
  • Philosophy > Attitude > Behavior

Concept #11 – Be a fixer, not a problem creator

  • Create or find solutions vs. announce and identify problems
  • Base conversations and actions on principles rather than your own personal position
  • Focus on getting outcomes instead of creating rules regulations and procedures.

Consider This:  Who are you holding captive for your success, you or your employer?

How appropriate are these concepts today?  Everyone of these thoughts, ideas and action items can and will help you lead yourself and others through challenging times. 

What I think you might find interesting is that these notes are a result of a book I read by Pritchett and Associates titled: The Employee Handbook of NEW WORK HABITS FOR A RADICALLLY CHANGING WORLD.

Price Pritchett does a great job of outlining 13 ground rules for job success in the information age. The booklet was written in 1994!  However, the principles and ideas make as much sense today as they did back then.  Some of the technology data might be a bit off given the advancement of the IT science but if anything, the technology has gotten smarter and faster due to big data capabilities.

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Topics: hire better salespeople, online sales training, hire better people, insurance sales training, online sales management training, sales training workshops, sales training seminars, sales training programs, sales candidate assessment, sales force performance evaluation, sales team evaluation, keys to selling success, keys to selling, consultative sales coaching cincinnati, consultative selling cincinnati, banking sales training cincinnati, corporate sales training cincinnati, hire better people cincinnati, sales coaching cincinnati, sales management training cincinnati, sales productivity tools cincinnati, sales training programs cincinnati, sales training workshops cincinnati, train the trainer cincinnati, hiring sales people cincinnati, increase sales cincinnati, professional sales training cincinnati, sales candidate assessment cincinnati, sales effectiveness training cincinnati, sales force performance evaluation cincinnati, sales performance management cincinnati, sales training cincinnati, sales training courses cincinnati, sales training seminars cincinnati

Go For The "No" Early in the Sales Process

Posted by Tony Cole on Tue, May 12, 2020

In today's blog post, we discuss the technique of going for the "No" early in the sales process.  It may seem counterintuitive, but countless studies have shown that humans desire what they can't have.  

When we go for the "No", we force a prospect to think of the value we bring to the table as salespeople. Are they really interested?  Will something more come from this meeting?  Go for the "No" early to ensure that you are on the right path with your prospect to increase sales, or move on to the next one!

brown-paper-with-handwritten-text-3826681 (1)

One of the keys for more effective selling is going for the "No" early in the sales process. I learned this concept years ago especially when I was vulnerable to "Think It Overs" (TIO). I would get TIOs at several stages in the sales process and maybe you have received them as well:

  • On the initial phone call when you’re trying to get an appointment –
    Let me think it over.  Give me a call next week.
  • At the end of your initial meeting –
    This sounds really good and something I should consider. Let me think it over and I’ll get back to you in the next couple of days.”
  • When you finish your presentation and you ask for the sale – 
    You made a very compelling presentation and we are impressed with your depth of knowledge and your very creative solutions to our problems. Let us meet as a group and go over this one more time and crunch some numbers.  Let’s plan on talking next week.

Sound familiar?

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These TIOs are keeping you from being more effective in your sales process. That’s nice to know or consider but the question becomes,

“What do I do about it?”

Your potential buyer will tell you that they need to "Think it Over" because:

  • They really don’t intend on making any changes, but you impressed them with some information that they want to take to their current provider.
  • They have a "need for approval" and instead of telling you they are not interested, they want to let you down easy. Telling you they want to "think it over" gives you hope and get’s them off of the hook until the next time you talk.

To fix the problem, you must eliminate "Think it Over" as an option for your prospect!

Let your prospect know that when you finish the next meeting, next conversation, or the final presentation, they will have everything they need to make a decision then and there.

You can tell them that you will be prepared to answer all of their questions and when you are finished, they will be in a position to make a decision – a "yes" or a "no."  Then, simply ask what objections they have to that process. 

No hard feelings.  Nothing personal.  Just business.

This one key will help you close more business, more quickly, and at higher margins.

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Topics: hire better salespeople, sales effectiveness training, professional sales training, consultative sales coaching, corporate sales training, sales force performance management, online sales training, insurance sales training, online sales management training, sales training workshops, sales training seminars, sales training programs, sales candidate assessment, sales force performance evaluation, keys to selling success, consultative sales coaching cincinnati, consultative selling cincinnati, banking sales training cincinnati, corporate sales training cincinnati, hire better people cincinnati, sales coaching cincinnati, sales management training cincinnati, sales productivity tools cincinnati, sales training programs cincinnati, sales training workshops cincinnati, train the trainer cincinnati, hiring sales people cincinnati, increase sales cincinnati, professional sales training cincinnati, sales candidate assessment cincinnati, sales effectiveness training cincinnati, sales force performance evaluation cincinnati, sales performance management cincinnati, sales training cincinnati, sales training courses cincinnati, sales training seminars cincinnati

4 Steps to Create Loyal Client Advocates

Posted by Walt Gerano on Fri, May 08, 2020

In today's blog, we discuss how your organization can go above and beyond to create loyal client advocates for your business. 

If you are looking to increase sales in 2020 and beyond,  it is important to create a consistent experience for your customers and those that chose you to work with in the first place. 

If you are not providing a superior experience, your clients might start asking "Then, who will?"

woman-in-blue-suit-jacket-2422293

Today's question is this: “What are you doing to keep your clients coming back and telling their peers about your business?"

Is your organization providing an excellent consumer experience for your clients? 

Are you getting to know the wants, needs, and pain points of your customers each and every single day?

Are you under promising and over delivering results? 

Now, can you think of a place where you go and wait in a long line, spend a lot of money, and yet, can’t wait to tell others how great your experience was?  Well, that could describe a number of places, but the frame of reference I want to use today is the Disney experience.  

No one would argue with the success that Disney has in exceeding expectations and creating loyal advocates. When you go there your first time, it is more beautiful than you ever imagined.  You have such a magical time that you forget about how much things cost or how long the lines are for almost everything.  

In his book, Inside the Magic Kingdom, author Tom Connellan explains the seven keys to Disney’s success and how they work to create a dazzling experience for all of their guests.  As you read the book, you can only imagine what would go into building and sustaining that kind of relationship with your customers.  

In order to achieve “dazzling”, you must have a process that is consistent and predictable.  People need to know what they can depend on when they trust you with their business.  In other words, it’s not a once-in-a-while thing; it is just the way you do things.

Keep in mind that it does not have to be the same thing for all of your clients.  The way you support your top 20% needs to be different from how you support your bottom 20%.

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But, at the heart of it all, everyone gets the basics.  However, if you want to increase sales within your organization and stand out from the competition, your organization must be willing to impress, dazzle, and treat your advocates like members of your family.  It may sound drastic to some, but there is a reason that some companies truly stand out in a crowded market.

It's the little things that matter in business.

So, how do you create loyal advocates for your organization?

  1. You have to find out what they wantHow do you do this?  Ask!  Give them a list of things to choose from with the option to add things that might not be on the list.
  2. Next, prioritize critical areas. The key here is to find out what they won’t tell you.  How many times have you left a restaurant after you told your server everything was fine when they asked?  Some of your clients may do the same thing.
  3. Identify performance levels and find out where they are setting the bar; don’t assume you know.
  4. Negotiate expectations. Now is the time to deal with anything you are not willing to agree to. Sometimes we say “yes” because we think it’s a deal breaker; just ask and then decide.  If it is outside your process, then you are better served to move on because, unfortunately, it will always be a struggle and they will never become an advocate anyway.

The only way to exceed your customer’s expectations is to know what they actually are, not what you think they are.  Start by having that conversation first and soon you will have them coming back for more and telling their friends.

Topics: sales effectiveness training, banking sales training, professional sales training, consultative sales coaching, corporate sales training, sales training courses, online sales training, insurance sales training, handles rejection, online sales management training, sales training workshops, sales training seminars, sales training programs, sales candidate assessment, sales force performance evaluation, insurance prospecting system, assessment tools for salespeople, life insurance call script, sales team evaluation, keys to selling success, prospecting personality definition, star sales training, keys to selling, consultative sales coaching cincinnati, consultative selling cincinnati, banking sales training cincinnati, corporate sales training cincinnati, hire better people cincinnati, sales coaching cincinnati, sales management training cincinnati, sales productivity tools cincinnati, sales training programs cincinnati, sales training workshops cincinnati, train the trainer cincinnati, hiring sales people cincinnati, increase sales cincinnati, professional sales training cincinnati, sales candidate assessment cincinnati, sales effectiveness training cincinnati, sales force performance evaluation cincinnati, sales performance management cincinnati, sales training cincinnati, sales training courses cincinnati, sales training seminars cincinnati

Talent is the Key to Winning Sales Growth Teams

Posted by Tony Cole on Fri, Apr 24, 2020

In this blog article, we discuss the similarities between the NFL Draft and hiring better salespeople and increasing sales.  Like the draft, sales managers must do their best to discover if their potential candidate is a fit not only for the particular sales role, but the organization
as well.

What tests must your next recruit pass to excel on your sales team? What are you doing to ensure that your sales candidates have what it takes to become a top performer? 

helmet-on-the-ground-2862718

Last night, the first round of the NFL draft took place and here are a few important facts about the event:

  • There are only 224 out of 16,000 eligible draft players
  • Roughly $1.3 Billion in contracts will be negotiated and signed
  • They must participate and attain a certain score in the following;
    • 40-yard dash
    • Bench press (225 lbs x reps)
    • Vertical and broad jump
    • 20 and 60-yard shuttle
    • 3 cone drill
    • Position specific drills
    • 60 interviews in total at 15-minute intervals
    • Physical measurements
    • Injury evaluation
    • Drug screen
    • They Cybex test
    • The Wonderlic test

Not only must the player submit to these evaluations, but keep in mind that their entire college career, has been videotaped.  Statistics on yards, catches, passes, tackles, rushes, etc. are kept and used by professional scouting organizations to determine the likelihood of an athlete having what it takes to make and succeed on an NFL Football Team.

What tests must your next recruit pass to excel on your sales team? What are you doing to ensure that your sales candidates have what it takes to become a top performer?  How much data do you collect, and how reliable is it?  How much interviewing do you do?  And finally, is it consistent enough to eliminate variability in data, thus eliminating variability in hiring and eventually in performance?

In the coming months, I’m guessing that the following are going to happen:

  1. The sales talent pool will be flooded from many industries that suffered partial or complete shut down and had to let people go.
  2. A lot of unqualified salespeople will be hired only to be let go within the following 12 months.

What should you do?

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Take some pointers from the NFL playbook on drafting talent:

  • Know EXACTLY what role you are looking to hire for
  • Know EXACTLY what a candidate has to do in order to succeed in that role
  • Create the ideal job attraction post of the candidate that will execute the role
  • Assess ALL candidates before your interview them for their will to succeed in selling and sales DNA
  • Interview them for most the critical characteristics like:
    • Phone skills
    • Relationship-building
    • Qualifying
    • Closing
  • Have these candidates audition through roleplays and their ability to demonstrate success, recover from rejection and ask questions while listening intently
  • Implement a consistent vetting process that is managed and inspected
  • Prepare them to make a decision when you offer them the position
  • Onboard them as if they are new to the industry and role

I’ve talked to several people today.  All of them told me that they are on a hiring freeze and the companies they work with are also on a hiring freeze. That probably includes you. But this will not last. When it is over, you need to be prepared to act rather than wait until it’s time to start the process all over again. 

Here are some resources to help you hire the best people to be successful in your company:

  1. Access to a free trial of the highly predictive pre-hire sales assessment
  2. Objective Management Groups SmartSizing tool that will help you evaluate who to keep on your team and in which roles

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Topics: upgrade the sales force, increase sales, assessing sales talent, recruiting sales talent, top sales performers, eliminating variability, hiring top salespeople, building sales team

Leadership Development: How a Mentoring Approach Can Lead to Positive Outcomes & Increasing Sales

Posted by Patrick Kollmeier on Thu, Apr 23, 2020

Guest Blog Post from Gaia Hawkes

In this week's blog post, guest blogger Gaia Hawkes offers her insights into leadership development within sales organizations and explains how taking a mentoring approach can lead to positive outcomes and increasing sales.

In sales and sales coaching, the process of mentorship is crucial to passing on expertise and knowledge to more junior team members. It enables sales teams to drive growth and success, leading to increased performance and sales across the board.

In a previous article on growing a successful sales team by Tony Cole, he describes how certain weaknesses in your sales team can lead to dissent and chaos. For instance, prioritizing your own agenda and being a bad team player can impact the team’s overall success. To remedy this, leaders should act as mentors to improve and change their attitudes. Maryville University explains how a degree in organizational leadership can help you introduce positive change through superior employee training and collaboration.

Being a strong leader and mentor will help your team follow your lead when it comes to driving sales productivity. With that in mind, here are some ways in which developing a mentorship program can greatly benefit your organization.

Identifying strengths matters

If you don’t know where your team members excel, you’re not working with them to achieve their true potential. It may seem basic, but conducting personality tests conducive to learning your salespeople’s unique strengths can give you key insights moving forward.  For instance, if a particular salesperson excels in nurturing and providing for others, you can put them in a role as an onboarding companion for hiring better salespeople. 

In addition, you can find ways to help them use their empathy to work with clients.  Ensuring that everyone feels appreciated and valued will help your employees feel like they are a key member of the team. In the long run, they’ll be more willing to step up and take on greater responsibilities to help increase sales within your organization.

Why empathy matters

Because selling is a numbers-oriented business, sales leaders might put pressure on specific goals and money milestones within the organization. On the other hand, Kevin Kruse describes why successful sales leaders need to show that they care. He explains that apart from dealing with the tasks at hand, you should also take the time to get to know and interact with your team members.

Address them by name, greet them every morning, learn about their families, and ask about life outside of work. Sometimes, outside life gets in the way and affects productivity, but if you’re understanding and approachable, you can help your team members get over these road bumps more quickly.

Why feedback and recognition matter

Without assessing your team’s progress and providing regular opportunities for candid feedback, improvement will be a slow process. An Entrepreneur article on the art of mentorship explains that one-on-one time between a mentee and a mentor is crucial to adjust targets and modify goals if necessary.

Creating a well-designed plan involves identifying the issues at hand, setting realistic sales goals, and providing actionable steps to meet them. Growth can be a challenging process, but by giving recognition and praise where it’s due, you’ll keep your mentees motivated and energized to meet and exceed expectations.

Ultimately, mentorship programs not only steer team members to success, but sales mentors are also rewarded with the fulfilling experience of seeing their mentees succeed. In fact, a 2018 research study on Business News Daily found that 76% of respondents considered mentors important to their success. If you don’t already have one, it’s better late than never to start implementing a mentoring approach within your sales organizations.

Topics: Sales Leadership, Leadership Development, Leadership Skills, increase sales

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    About our Blog

    Founder and CLO Tony Cole has been working with financial firms for more than 25 years to help them close their sales opportunity gap.  He is a master at using science based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss his weekly sales management blog insights.

     

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