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Increase Your 2020 Sales With These 9 Sales Productivity Tools

Posted by Jeni Wehrmeyer on Fri, Feb 14, 2020

It's a new year and we have some new content to share with you here at Anthony Cole Training Group.  If you're looking to increase sales this year and beyond, then you're in the right place!

These 9 Sales Productivity Tools are inspired by practices and systems that improve players and performance.  Selling is a competition, and, as in football, the right team, perfect practice, and planning wins the game and the sale. 

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Download our newest Whitepaper "9 Tools to Increase Sales in 2020" below:

Download "9 Tools to Increase Sales" Whitepaper

Some of these 9 Productivity Tools include:

Practice Schedule- Set a practice schedule for your salespeople to practice sales skills: asking for introductions, qualifying a prospect, maximizing the initial call, etc.

Sales Probability Scorecard- This scorecard is like the yard markers on a football field.  These markers tell you how many yards you must go to score and how many yards you must protect to keep from being scored upon.

Sales Huddles- Just like in football, huddles are a communication system that provide coaches with real-time information so you can make real-time decisions.

Personal Goal Setting to Business Plan- Set goals prior to each fiscal year based upon past year's performance, the competition, experience and sales talent of your team.

Download your copy below!

https://blog.anthonycoletraining.com/increase-sales-2020

Topics: Sales Training, Sales Coaching, increase sales, hire better salespeople, Sales Effectiveness and Improvement Analysis, sales productivity tools, sales effectiveness training, banking sales training, corporate sales training, online sales training, hire better people, train the trainer, driving sales growth 2020, 5 keys to sales coaching, online sales management training, sales training workshops, sales training seminars

Increase Sales in 2020| What Makes an Elite Salesperson "Elite"?

Posted by Tony Cole on Tue, Feb 04, 2020

In our second blog post focusing on increasing sales in 2020 and beyond, we discuss the differentiating factors between "elite" salespeople and the rest of the pack.  

What do elite salespeople do that makes them elite?  

In this post, we help answer this question, while providing advice for sales managers to help guide their salespeople into greatness.

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What do 11% of elite salespeople do that differentiates them from the remaining 89%, when they are faced with difficult questions, stalls and objections? 

According to Dave Kurlan at Objective Management Group (out of every 100 salespeople):

  • 70 rush back to the office to begin work on a proposal to tell their bosses that their large opportunity is very promising, because all 3 prospects in the meeting were "very interested"
  • 19 leave the call and make 2 entries in their journals - "propose" and "follow-up" - and they'll do both eventually
  • 11 are still at the meeting, asking more questions

Going back into our archives of the Sales Effectiveness and Improvement Analysis, we find that those 11 salespeople that are still at the meeting have a pipeline that looks like the chart you see to the right. 

Those 89 that rush back to the office and/or make entries to propose and follow up with their prospect have a pipeline that is represented by the chart you see below:

The difference is that the elite salespeople do a great job of meeting people and qualifying them to a point where the prospect can be defined as qualified and closeable, based on specific criteria, or they can be identified as not qualified, or not closeable.

Weak salespeople on the other hand, when asked to score the same "closeable prospect", criteria questions fall considerably short of having a robust, and closeable pipeline. 

Normally, we find out that these salespeople:

·       Have not met with decision makers

·       Failed to uncover compelling issues to make a change or purchase

·       Do not have a timeline

·       Did not create urgency

·       Did not get an agreement on budget to be spent

So, the question becomes; “How accurate is your pipeline – really?” 

If the pipeline volume for your entire team reads $4,000,000 over the next 90 days, but only 11% of that actually has a chance to close, then you shouldn’t be surprised that only $440,000.00 shows up in sales. (when compared to the $4,000,000).

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The solution to the problem isn’t “run faster”; also known as “see more prospects”.  The solution is to get your people to schedule qualified appointments and then make sure they are capable of discerning between a suspectsomeone that is thinking about buying – and a qualified prospectsomeone that has made the decision to solve a problem.

To more effectively help your salespeople as a sales manager you must:

1.     Understand WHY they won’t qualify

2.     Get a complete understanding of their skills set for consultative skills, asking questions, creating trust and confidence and presentation skills

3.     Put less emphasis on closing skills and more emphasis on qualifying skills

4.     See how comfortable they are with having fierce and direct conversations

5.     Observe their commitment and willingness to do everything possible to succeed

6.     Understand their motivation to succeed and attain personal goals

7.     Gather data about their execution of the milestone centric sales process so that you can provide intentional coaching based on choke points.

The challenge(s), should you accept them are:

·       Find out exactly what the capabilities of your sales team are

·       Build and implement a milestone centric sales process and imbed that process in your CRM

·       Make sure that your sales managed environment includes the following elements:

  • Performance Management
  • Coaching for Success
  • Hiring Better Salesperson
  • Motivation that Works
  • Coaching an Effective Sales System

Sell Better. Coach Better. Hire Better.

 

Topics: Sales Coaching, increase sales, sales performance management, consultative selling, consultative sales coaching

The 5 Keys to Sales Coaching

Posted by Alex Cole-Murphy on Thu, Jan 16, 2020

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

They include:

  1. Insight
  2. Feedback
  3. Demonstrate
  4. Practice
  5. Action Plan

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Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course.

As a sales coach, there are five critical steps you must know and execute in order to get the best effort and results out of your salespeople.

These are the 5 Keys to Sales Coaching below:

1.) INSIGHTAs a coach, you must be able to see what is happening and what is not happening out in the field.  Without real insight into what is going on, you will have difficulty understanding your salespeople's choke points.

10 Sales Management Insights

 

2.) FEEDBACK - As a sales coach, you must continually give your salespeople specific feedback on their activities.  This includes both positive and constructive feedback.  If you ask your salesperson if they will allow you to coach them to help them reach their goals, you will usually gain permission.  And that makes the journey better for everyone.

5 Effective Ways to Coach Your Sales Team

 

3.) DEMONSTRATE Part of a sales leader’s job is to be effective at demonstrating the behavior they want their salespeople to execute in the field.  And they must take time out of their busy day to schedule time with their team members to demonstrate specific situations from a sales call or meeting, role play with their team, identify gaps in the selling process, ask specific questions, and most importantly, coach their salespeople to become better salespeople!

The Top 10 Behaviors of High Performing Managers

 

4.) PRACTICE We have all heard the saying, “Practice makes perfect”. This is particularly true in selling. Practice is essential in improving selling skills, specific techniques, interpersonal skills, and attention-to-detail in the selling process.  Without practice, your salespeople will only go so far, and as a sales coach, you must role play with your salespeople in order for them to practice and achieve success!  Be prepared, they might not like it but they must do it.

8 Sales Role Play Exercises

 

5.) ACTION PLAN - It is essential that YOU as a sales leader take time to sit down with your salesperson and establish an action plan – what are the specific prospecting and networking activities that they must do in order to reach their goals? 

This will undoubtedly include utilizing LinkedIn, attending association meetings with the intent to meet the right target profile client, etc.  This action plan SHOULD include getting introductions from current clients.

31 Tips for Using LinkedIn for Sales

 

Follow this link below to learn more about specific opportunities we offer to help grow revenue!

Sell Better. Coach Better. Hire Better.

Topics: effective sales coaching, Sales Coaching, sales coaching skills, consultative selling, sales effectiveness training, banking sales training, consultative sales coaching, hire better people, train the trainer, 5 keys to sales coaching

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

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    Anthony Cole Training Group has been working with financial firms for close to 30 years helping them become more effective in their markets and closing their sales opportunity gap.  ACTG has mastered the art of using science-based data and finely honed coaching strategies to help build effective sales teams.  Don’t miss our weekly sales management blog insights from our team of expert contributors.

     

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