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Jack Kasel

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3 Things That Will Increase Sales in 2020 and Beyond

Posted by Jack Kasel on Wed, Feb 12, 2020

The most successful salespeople are always challenging and adapting their personal sales process to be more effective.  However, they don’t challenge the notion of the importance of making prospecting their "A" priority every week. 

They know that no matter how successful they are, if they don’t continue to add new relationships, that eventually, their business will decline.  If you really want to increase sales this year, you MUST block off time every week for prospecting new clients.

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As we think about all of the things as sales professionals that we're supposed to do, it really comes down to three things that actually get us paid: 

  1. Find Opportunities
  2. Qualify prospects
  3. Get a decision

I want to focus on the first thing we get paid to do and that's to find opportunities.  There are many ways we can find opportunities⁠—cold calls, drop ins, direct marketing, social selling (LinkedIn and Twitter), getting introductions, etc. 

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Although there are many ways we can prospect, some provide a higher return on the biggest investment we can make, and that’s our time.  In a previous blog, I tried to debunk the “time management” problem.  It isn’t a time management problem, it’s a priority management problem

As we focus on prospecting, the least return on our investment is cold calling.  For all the time you invest in cold calling, the actual return (speaking to a decision maker) is extremely low.  We know it’s a necessary evil, but not a permanent problem.  On the other hand, it is a proven fact, the highest return on our prospecting time is in getting introductions.  

So here is what I would like you to consider:

  1. Time blocking
    • Do you have time set aside each week to prospect? If you don’t, you would be well-served to block time to prospect
  2. Allocate your time within the time block you’ve scheduled
    • If you have allocated an hour a day, my recommendation would be:
      • If you have allocated 15 minutes to cold call, you should be able to get 15 calls in within that time. If you call 15, you will probably speak with two people.  How long does it take to NOT talk to 13 people?  You can make a lot of calls in 15 minutes if you are focused.
      • 15 minutes for social selling to find introductions—maybe not sell, but find introduction opportunities.
        • LinkedIn, Twitter, Facebook, Blogging—whichever you are allowed to do within your work rules, do it on a regular basis.
      • 30 minutes on getting introductions
        • Calling people and saying “I’m looking to expand my base of contacts” Or “I’m looking to meet great people such as yourself, when can we get together to determine if we can help each other?”
        • Identify your 15 best clients and make it a goal to get three introductions from each of them. How much success would you have with 45 new names to call?

This is just a rough outline on what you can do but the big takeaways are this:

  1. Prioritize prospecting—make it a significant part of your week.
  2. Prioritize how you are prospecting—get introductions—it will provide the highest return on your time invested.

Someone needs what you do, so go find them and start prospecting today to find more of them!

Sell Better. Coach Better. Hire Better.

Topics: increase sales, hire better salespeople, create & convert leads, sales challenges, sales productivity tools, sales conversations, sales effectiveness training, banking sales training, professional sales training, consultative sales coaching, corporate sales training, sales training courses, buyers journey, hire better people, driving sales growth 2020, sales training workshops

Top Habits of Highly Successful Sales Managers

Posted by Jack Kasel on Tue, Jan 28, 2020

The sales management activities that we perform today create the results that we achieve today.  What activities are you doing now that are creating your current unsatisfactory results?  How can you change them? 

It is up to us as sales leaders to set higher standards for sales behaviors and hold our salespeople accountable so that we can increase sales, improve company culture, and hire better salespeople.

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It is a given that successful sales management requires contributions on many levels:  skill, time, effort, effective execution and systems and processes to support coaching, performance management and recruiting.

To help understand what makes a successful sales manager, it is helpful to review the Habits of Highly Successful Salespeople.  I recently asked the participants of a workshop to identify and share those habits that they believed contributed to the success of their best salespeople.  Here are some of the common habits identified below:

  • Develops great relationships
  • Networks regularly
  • Good time management
  • Gets to decision makers
  • Is selective in prospecting
  • Provides exceptional customer service

Then I asked these participants to talk about the flip side of the list, or those habits that inhibited or hurt a salesperson’s ability to close more business.  Here are some of the habits they identified below:

  • Sells on price
  • Inconsistent prospecting
  • Procrastinates
  • Presents to the wrong people
  • Sells to anyone that fogs a mirror
  • Poor prioritization
  • Is too comfortable

How about you and your habits?  What are those habits that you can point to that you know have a positive impact on your team’s sales behaviors and results?  Here are some that I observe and hear about:

  • Coaches in-the-moment to get a deal closed
  • Reports sales results
  • Makes joint calls
  • Sets goals
  • Conducts regular sales meetings
  • Reviews and reports pipeline

This is a good list and with some additions, it can become a great list. To examine what else you might want to consider, take a look at the following list of elements necessary for successful coaching:

  • Debriefs sales calls effectively
  • Asks quality questions
  • Controls emotions
  • Allows salespeople to fail
  • Implements and manages the execution of a consistent sales process
  • Motivates when coaching based on individual/personal goals
  • Coaches to improve skill and change behavior
  • Gets sales people to follow through on commitments

It’s not enough to just have the skill.  In order for managers to be successful at having a sales team built for growth, the manager must be in the habit of using those skills.

Sell Better. Coach Better. Hire Better.

Being an extraordinary sales manager is grueling and time-consuming.  It requires attention to detail, the ability to have tough conversations with those who are not meeting their numbers, the desire and commitment to grow yourself and your salespeople, consistent activity and patience, and so much more.

Like the coach of a winning team or the conductor of an extraordinary symphony, you have the ability to positively affect the success and the lives of your salespeople and company. 

Now, go make it happen!

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Topics: Sales Training, increase sales, hire better salespeople, consultative selling, sales effectiveness training, banking sales training, professional sales training, consultative sales coaching, corporate sales training, sales force performance management, sales training courses, hire better people, driving sales growth 2020, online sales management training, sales training workshops

The Best Habits of Highly Successful Sales Managers

Posted by Jack Kasel on Mon, Dec 23, 2019

In this blog, we discuss the best habits of highly successful salespeople and sales managers.  Being an extraordinary sales manager is grueling and time-consuming. 

It requires attention to detail, the ability to have tough conversations with those who are not meeting their numbers, the desire and commitment to grow yourself and your salespeople, consistent activity and patience. 

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The sales management activities that you perform today create the results that you achieve today.

What activities are you doing now that are creating your current unsatisfactory results?  It is up to us as sales leaders to set higher standards for sales behaviors and hold people accountable so that we get better results.

It is a given that successful sales management requires contributions on many levels:  skill, time, effort, effective execution, and systems and processes to support coaching, performance management and recruiting.

To help understand what makes a successful sales manager, it is helpful to review the Habits of Highly Successful Salespeople

I recently asked the participants of a workshop to identify and share those habits that they believed contributed to the success of their best salespeople.  Below are some of the common habits identified:

  • Develops great relationships
  • Networks regularly
  • Good time management skills
  • Gets to decision makers
  • Selective in prospecting
  • Provides exceptional customer-service

Then I asked them to talk about the flip side of the list – those habits that inhibited or hurt a salesperson’s ability to close more business.  Below are some of the habits they identified:

  • Sells on price
  • Inconsistent prospecting
  • Procrastinates
  • Presents to the wrong people
  • Sells to anyone that "fogs a mirror"
  • Poor prioritization skills 
  • Is too comfortable

How about you and your habits?  What are those habits that you can point to that you KNOW have a positive impact on your team’s sales behaviors and results?  Here are some that I observe and hear about:

  • Coaches in-the-moment to get a deal closed
  • Reports sales results
  • Makes joint calls
  • Sets goals
  • Conducts regular sales meetings
  • Reviews and reports pipeline

This is a good list and with some additions, it can become a great list when we identify the skills of a great Coach, one of the most critical roles of an effective sales leader.  To examine what else you might want to consider, take a look at the following list of elements necessary for successful coaching:

  • Debriefs sales calls effectively
  • Asks quality questions
  • Controls emotions
  • Allows salespeople to fail
  • Implements and manages the execution of a consistent sales process
  • Motivates when coaching based on individual/personal goals
  • Coaches to improve skill and change behavior
  • Gets sales people to follow through on commitments

It’s not enough to just have the skill.  In order for managers to be successful at having a sales team built for growth, the manager must be in the habit of using those skills.

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Being an extraordinary sales manager is grueling and time-consuming.  It requires attention to detail, the ability to have tough conversations with those who are not meeting their numbers, the desire and commitment to grow yourself and your salespeople, consistent activity and patience. 

Like the coach of a winning team or conductor of an extraordinary symphony, you have the ability to positively affect the success and the lives of your salespeople and company. 

 

Topics: sales management secrets, sales management success, Sales Management Training, prospect engagement, develop talent, buyer, sales differences, deal or no deal, extra mile, getting introductions, close the deal, sales challenges, creating new sales opportunities, practice schedules, selling tools, solution, professional sales training, corporate sales training, buyers journey, hire better people

Using Old School Sales Tools in New Ways

Posted by Jack Kasel on Mon, Dec 09, 2019

In this blog post, we discuss the idea of using older (yet effective) techniques to find success in the chaos of today's selling landscape.  Let's face it; with the influx of social media, apps, and online distractions, it is actually harder to reach a prospect than ever before. 

However, we are here to help you stand out in the market and avoid sounding like every other salesperson.  It is important to strike a balance between both new and old school sales techniques when selling in today's world.

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I’ve heard it said before, 

“Never throw out your clothes, just wait 10 years and they will be back in style”. 

In some ways, the same thing can be said about how people should think about selling. 

Like many things, technology can be used for good or bad.  The good, specifically on the topic of sales; is that it's a great way to increase your opportunity to reach potential clients.  With a few clicks or keystrokes, my message can be transported along the information super highway to its intended recipient via e-mail

Using Twitter, I can, in 280 characters or less, tweet or retweet, something I read, attach an article, share my own content, send it to my followers, and more.  Through the use of blogging, I can assimilate my thoughts, write (and edit) them online, and make them available to whoever has access to the Internet.  

All of these methods are fabulous and can be a great way to get your message out to a target audience or to the general public. 

However, technology can be used as a crutch, or, even worse, it can lump you in with everyone else.

One of the keys to being a successful sales professional is your ability to differentiate yourself from the competition.  One of the ways to be different is to actually be different.  What do I mean by this? 

In this age of new technology, there is an older (sometimes forgotten or ignored) device that can help you stand out in the market: the good old-fashioned telephone. It’s not pretty, it’s not cutting edge, but it is still available and can be useful when used properly. Let’s face it, nine times out of ten when you call someone, you will get their voicemail. 

Here is another way to set yourself apart—try not to sound like a typical salesperson. 

Avoid saying,

“Hi, my name is Jack Kasel and I represent my company calling about my product . . . blah, blah, blah."  

No one wants to hear it.

Stop!  Be different!  Leave a compelling message that doesn’t sound like everyone else and then follow up and when I say follow up, I mean follow up until you get a response.  Statistics prove it will take between 13-15 calls before you get a response.  It was never supposed to be easy.  Don't give up!

Don’t discard the new, but don’t forget the old.  Try using an old sales tool, in a new way to be, act, and sound different than your competition. 


Additional Resources

Finally, if you haven’t read this post from Dave Kurlan, I suggest you take seven minutes to do so.  It's a great read on the next game changer for salespeople.

http://www.omghub.com/salesdevelopmentblog/the-next-cant-miss-game-changer-for-salespeople

 

Topics: sales techniques, closing sales techniques, sales producers, sales challenges, sales productivity tools, banking sales training, professional sales training, corporate sales training, online sales training, hire better people, insurance sales training

The Similarities Between Politics & Sales

Posted by Jack Kasel on Tue, Oct 29, 2019

In this blog, we discuss what it takes to differentiate yourself as a salesperson in the market today, and how sales and politics can often be similar.  As the public tends to avoid political candidates that sound like all of the rest, the same can be said in sales. 

If your salespeople sound like every other salesperson out there, how can they become the best version of themselves? If this happens to us as salespeople when we conduct our sales calls, and there is no perceived difference between our competition and us, we become a commodity

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If you listened to any of the Democratic Debates, you listened to approximately a dozen people try to convince their prospects, (the voting public), that they are different.  Many people tend to think of politicians as being “all alike”. 

If that happens to us as we conduct our sales calls, and there is no perceived difference between our competition and us, we become a commodity.  If we are perceived as a commodity, the deciding factor usually ends up being price.

As the candidates prepare for the debates, their focus groups help guide them through how to say certain things on specific topics, with the hope that a certain phrase will resonate with their prospect, (the voting public). 

In sales, we don’t have that luxury. 

In order for us to stand out, be different, or be memorable (we refer to that as Sales Posturing), we need to focus on the business problems our clients, or prospects, have. 

The best, and only way to do that, is by asking questions.  When we get the response from the prospect, we must ask more questions to confirm and clarify the problem in terms of emotional pain and the specific dollar amount it will cost them if the problem isn’t fixed. 

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That’s how we become memorable, that’s how we differentiate ourselves, and that’s how we bring value to the people we meet.


Getting back to politics — over the course of the next several months, we will see many of the candidates fade into obscurity.  Their message just won’t connect with the voting public.  In sales, we see the same thing.  Our phone calls don’t get answered, our voicemails don’t get returned, and our wonderfully crafted e-mails get ignored. 

Why?  Because to our prospect, or our “voters”, we just didn’t do anything to be, act, and sound different

In short, we didn’t connect.

If I can leave you with one thing to remember before going into your sales calls, it’s this; we can’t talk our way into an opportunity, however, we can question our way into an opportunity. 

The more time we spend asking questions, the less time we spend talking.  When that happens, we are different and memorable.  If you become exceptional at it, your chances of  getting “elected” by your prospects greatly increases.

Someone needs what you do...now get out there and go find them!  

Topics: hire better sales people, increase sales, hire better salespeople, consultative selling, sales effectiveness training, banking sales training, consultative sales coaching, corporate sales training, buyers journey, online sales training, politics, hire better people

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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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