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Being Sales Assertive in 2020

Posted by Tony Cole on Thu, Jan 09, 2020

Are there certain characteristics that make someone (or a salesperson) assertive?  We believe so.

And if you are a prospect, you want to have honest, direct and assertive conversations with a salesperson so that they can make better, more critical decisions.

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There are many contributing factors as to why someone may not be very assertive such as:

  1. Learned helplessness
  2. Having low self-esteem
  3. Not having a "Go-giver" mindset 
  4. False bravado
  5. Living life out of balance causing a sense of desperation and a crisis management approach to work rather than a self-management approach to work.

Assertive people have certain characteristics.

  • First of all, they have minimum acceptable standards for themselves and those people around them. They don’t associate with toxic people – they work with nourishing people.
  • They have a goal philosophy; they have lots of goals and then they continue to pursue those goals and achieve those goals.
  • They get outside the box. If you’ve seen the 9-dot exercise, you’ll know what I’m talking about. They get outside the dots- they expand their comfort zone.
  • Next, they take risks and they understand that taking risks can result in failure. But, failure becomes defined as just another step towards success. They’re persistent. They find other ways to close.
  • They make decisions themselves which makes it hard for them to understand why someone would want to "think it over".
  • They know what they stand for and they won’t fall for anything that falls under the category of an objection or a stall.  
  • They control the sales process. You can ask them about next steps and assertive people can give you specific details about what happens next.

To overcome the hurdles that might trip you up as you attempt to be more assertive, you might consider the following:

  1. As they said in The Godfather, “It’s not personal; it’s business.” Don’t take it personally.
  2. Take ownership of how you feel. Nobody can make you feel the way you feel in terms of being uncomfortable. You choose to feel a certain way.
  3. Consider Emerson’s quote, “Do the thing and you’ll have the power.” There will be times during a sales process or sales step where you will feel the need to be assertive but you will be afraid. DO the thing… do the thing that you’re feeling and you’ll have the power.

As always, thank you and have a perfect day.

Topics: effective sales coaching, Sales Coaching, sales motivation, sales producers, sales differences, sales growth problems, creating new sales opportunities, selling tools, sales productivity tools, sales conversations, sales effectiveness training, banking sales training, professional sales training, consultative sales coaching, corporate sales training, online sales training, hire better people, driving sales growth 2020

5 Strategies to Increase Sales and Have Your Best Year Yet

Posted by Tony Cole on Tue, Jan 07, 2020

Welcome to our newest blog series titled, "2020: The Year For Sales Growth".  These blog posts will specifically focus on helping you drive (and increase) sales in the new year. 

Starting with today's post, we bring you 5 strategies to help increase your sales to have your best yet!

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Somehow, it is already time to start thinking about your goals and resolutions for the coming year so that you can:

  1. Fix problems
  2. Leverage opportunities
  3. Become the best version of yourself
  4. Scratch an itch
  5. Re-commit to previous resolutions

In a nutshell, we make resolutions to either achieve pleasure or avoid pain.  Unfortunately for many, the pleasurable outcome isn’t significant enough, or the pain isn’t severe enough, to make the resolutions stick. 

So, let’s do away with resolutions for a moment and talk about 5 Strategies that will help you have your best year yet.

#1 – Show Up and Show Up on Time.  When I was a product rep for Provident Life and Accident, my manager told me on my first day that the most important key to success in the business was to show up, and to show up on time. If you do that, you will already be ahead of the competition.  I believed that then back in 1990, and I believe it still holds true today.

  • Show up –Just get there.  Be in front of the people that you need to be in front of to tell your story, discover their needs, uncover their desires for a great outcome or to avoid pain. 
  • Show up on time – showing up on time demonstrates more about who you are than what you do. If you are a manager, make sure you show up on time for your 1-on-1 coaching sessions, your pre and post-call debrief meetings, and your sales meetings as well.  When you show up late or cancel/reschedule, you are sending a message to your people that showing up late (or not showing up at all) is okay.

#2 – Focus on Green, "Go-To" Activities.  I call them Green Activities because these are the activities that make you money. Make a list of all the things you do during the day, and then carve out about 20% of those activities that lead directly to making sales/money. 80% of your time should be spent on “Go-To” activities. Too often, we get caught up doing the other stuff that allows us to stay busy as opposed to focusing on what matters most. Don’t misunderstand me. I know other activities such as preparing for meetings, responding to emails and calls, and helping current clients are part of your role, but it’s important to prioritize the go-to activities to make sure they get done first.

#3 - Work with the Best of the Rest. Assume for a minute you have 50 clients.  Focus on asking your top 36% (18) of them if they know at least 5 other people like them.  That gives you a potential pool of prospects of 90! Let’s say your average revenue from your top 18 clients is $27,000. The potential revenue of the prospect pool is $2.4m.  Assuming ½ of the 90 will meet with you (45) and half of those people will be qualified prospects (22.5) and half of those people would buy from you (11.25), that means you could generate about $300,000 from that pool of prospects. The question I want you to answer is this:  How many of your bottom 36% clients would you have to sell to equal just 1 of your top 36%?

#4 – Answer the Question – What is Holding Me Back? Many salespeople and sales organizations go year after year without performing as expected.  Individuals and companies invest in training and sales enablement tools but still they find over 66% of the team members fail to reach goals.  There are exceptions but the studies we’ve done consistently tell us two things:

  1. The top 1/3 of the sales team generates close to 80% of the revenue
  2. The bottom 1/3 generates less than 5%

Sometimes what is holding someone back from being their best has nothing to do with technique or their ability to build relationships.  If your onboarding, training, development and coaching program does not focus on items where they specifically struggle it won’t matter or make a dent in your results. Stop treating symptoms and thinking you must work harder!  Find out what is holding you back and focus on the root cause. If you are a Sales Manager, VP or President: What is holding your team back from selling more business, more quickly at better margins?

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#5 – Be Coachable.  Every great professional gets to be the best for reasons other than natural ability or God given talents. The example I normally use is baseball but choose any profession you like, and I guarantee you that the best of the best are coachable and they practice to perfect their skills.  Here is an example:

  • José Carlos Altuve is a Venezuelan professional second baseman for the Houston Astros. The Astros signed Altuve as an amateur free agent in 2007, and he made his major league debut in 2011. From 2014 to 2017, Altuve recorded at least 200 hits each season and led the American League (AL) in the category. He won three batting championships as well as:
    • 6 time MLB All Star
    • MVP for the American league in 2017
    • 5 Silver Slugger Awards
    • 1 Golden Glove

The question is this, when spring training starts in February what does Altuve do? Does he sit on the sidelines and just watch because “he’s a pro”?  Does he participate in some of the drills and exercises but omits others because “he knows how to do that”? Does he skip batting practice or taking infield? The answer is no, no, no and no.  He’s a professional, he’s coachable and he recognizes that he can always be better.  

If you are going to continue to grow you must have the motivation, desire and commitment to become the best version of yourself. That is what will help you be coachable.

For more information on how to implement and execute these 5 strategies email me at tony@anthonycoletraining.com, Schedule a meeting using this link:  Schedule A Meeting or text “5 Strategies” to (513) 226-3913.

Topics: hiring salespeople, How to Increase Sales, Sales Coaching, increase sales, extraordinary sales, sales habits, sales productivity, sales productivity tools, sales effectiveness training, corporate sales training, social selling, online sales training, hire better people, driving sales growth 2020

How a Pickup Truck Relates to Driving Sales Growth in 2020

Posted by Tony Cole on Fri, Jan 03, 2020

In this blog post, we compare an IH 1210 pickup truck to driving revenue growth within your sales organization.  Like an engine that needs three things to run, your sales organization also needs three things to run.

They include: 

  1. Sales Talent acquisition
  2. Sales Talent development
  3. A crew chief with desire, commitment and skills

blue-single-cab-farm-truck-on-brown-grassland-2961048

I’ve been working on this post for over a week. For some reason, it took a little while to pull it all together.

I think I was making it too complicated, so here it goes:

  • In 1971, my dad got his new pickup truck, a powder blue IH 1210.
  • Dad “pimped his ride” by installing an 8-track player with Panasonic speakers.
  • My dad was a slow driver. No matter where we were going or how far, he’d drive 45 mph even when the speed limit allowed 55. 
  • I thought it was a result of his old beater of a pickup.
  • I thought for sure he’d drive faster with his new truck.
  • Nope, he still drove 45 mph in a 55 mph zone.

I’ve been trying to connect this experience with the experience of watching sales organizations look for solutions to drive revenue growth.  Like an engine that needs three things to run, your sales organization also needs three things to run.

Spark, fuel and combustion are required to start an engine and make it run. If you have those things, the engine will run.  Get all three at a grade “A” level and the engine runs really well.  If you want the vehicle that the engine is meant to move to perform at “A” level, you need something else.  You need a driver.

Not just any driver; you need a driver that has two things: Competency and Drive.  Certainly, there are other contributing factors that determine if the driver is right for your vehicle, but basically speaking:

  • Without competency, you might go fast, but there will be lots of damage, crashes and failures.
  • Without drive, there will be no risks taken, no failures and no success.
  • Without drive, there will be a lack of coachability and trainability.

My point is this:  The engine size, the transmission, the gear ratios, the tires, the steering, the paint job, the aerodynamicsnone of these things really matter if you don’t have a driver or a team of drivers with competency and drive.

When you get ready to put your budget together and are considering where to invest money, time and effort in order to drive revenue growth, focus on three things:

  1. Sales Talent acquisition
  2. Sales Talent development
  3. A crew chief with desire, commitment and skills

CRM and other sales enablement tools are nice but, just like my dad’s new pickup, it doesn’t matter unless you want to grow, and grow fast.

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Topics: driving sales, sales candidates, upgrade your sales force, sales conversations, sales effectiveness training, banking sales training, consultative sales coaching, corporate sales training, sales training courses, online sales training, hire better people, insurance sales training, driving sales growth 2020

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

The 9th (and Final) Sales Productivity Tool: Performance Recording

Posted by Tony Cole on Wed, Dec 18, 2019

In our 9th and final installment in the Sales Productivity Tools blog series, I dive into an essential item on the list: the Performance Recording tool.

In a smartphone filled world, it has never been easier to record a conversation than it is today, and the usage of audio recording can be used to improve skills in selling through roleplays, 1-on-1 coaching, and analysis. 

It is a vital tool that must be utilized in your organization!

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In my previous Sales Productivity Tools blog, I talked about the film room as an essential tool for improving skills on the football field.  As indicated, these film and audio tools should exist for sales managers and salespeople alike. 

In our world, audio recording is constantly being used to improve skills, check on compliance issues, and improve the quality of customer service.  Just think about the last time you called to check on a bank statement, a credit card charge or to make a change in a flight reservation. 

"This call will be on a recorded line." 

When that happens, what do you do?

  1. Do you hang up because you don’t want the conversation to be recorded?
  2. Stay on the phone because you don’t care if it’s recorded?
  3. When you do get a real person on the phone, ask that the conversation not be recorded?

If you are like most people, you stay on the phone and don’t give it a second thought.  When it comes to recording conversations in regards to the law, you should know the following information as is copied from Digital Media Law website:

"Federal law permits recording telephone calls and in-person conversations with the consent of at least one of the parties. See 18 U.S.C. 2511(2)(d). This is called a "one-party consent" law. Under a one-party consent law, you can record a phone call or conversation so long as you are a party to the conversation. Furthermore, if you are not a party to the conversation, a "one-party consent" law will allow you to record the conversation or phone call so long as your source consents and has full knowledge that the communication will be recorded."

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I’m not suggesting that you start an immediate campaign to record conversations between your salespeople and every prospect or client, but I’m not discouraging you from doing that either. The bigger problem you will have isn’t with the Federal or the State government, but more likely with your internal legal and HR departments. 

So, assuming for a minute that recording live conversations is off the table, let’s talk about what is on the table, and what you should be doing to improve your skills and the skills of those on your team.

  1. You should take time to roleplay in every sales meeting.
  2. On occasion (once or twice a week), make sure that someone records the roleplay, and then play the recording back for discussion.
  3. Use scorecards to evaluate the objective and responses during the exercise. It's helpful to ask yourself, or your people, these questions after the roleplay is complete. 
    • Did they get the prospect involved in the conversation as soon as possible by introducing themselves and then stop talking?
    • Did they ask permission to tell the prospect why they were calling?
    • Did they look, act and sound like a typical sales person?
    • Would you have continued to listen?
    • Would you have scheduled an appointment?
    • Was there value proposition compelling enough to get you to ask questions?
    • Did they start "selling on the phone" (talk too much)?
    • Did they get invited out to visit or did they invite the prospect to visit?
    • On a scale of 1-10, how well did they handle objections or questions?
  4. Record your 1-on-1 coaching sessions (especially when you demonstrate what you expect your salespeople to do on an appointment or call). 
  5. Make audio and video recording part of any training program.
  6. Provide objective feedback to recordings sent to you by your sales team.
  7. Occasionally use video recording but silence the audio so that you can focus just on the body language of the participants.

Here is something to consider when starting the process- expect some push back and resistance.  You have to be numb to that.  These are salespeople that should be strong enough and confident enough to allow themselves to be recorded. If they don’t, then that tells you something about what you’ve recruited.  Next, give your people planned vs. canned scripts to follow so that you can measure one performance against another. 

Finally make sure you do these three things:

  1. Keep and archive the really good performances and use them for training new people and for conducting more effective sales meetings.
  2. Give your people several chances to record so that they can practice to get it right and submit the one they feel is their best effort.  This leads to the improvement of skill through self-practice and evaluation.
  3. Create a bit of a competition – Our Company Has Talent!  Kind of a round robin event where everyone starts the competition, they work within team structures, the teams nominate their best participant and those nominated compete against others.  The winner gets the prize, as well the team represented.

Yes this takes work, yes this will work, and yes we can help.  Here is your call to action. Call us (877-635-5371) or email our team to inquire about a 1-day workshop on any sales topic you can think of.  We will consult with you on the skills and behaviors that you want improved within your organization!

Email a member of our team below: 

Jeni@anthonycoletraining.com – COO & CMO

Tony@anthonycoletraining.com– Founder & Chief Learning Officer

Alex@anthonycoletraining.com – Recruitment Specialist & 1-on-1 Coaching Expert

OR, you can schedule a meeting here: 

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Topics: hire better sales people, Sales coach, Sales Coaching, increase sales, sales performance management, sales productivity tools, sales conversations, sales effectiveness training, professional sales training, consultative sales coaching, corporate sales training, sales training courses, social selling, online sales training, hire better people, train the trainer

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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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