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.

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.

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. 

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.

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. 

In this blog, we discuss the concepts behind real, tangible sales growth and ask the question, "Is Your Sales Growth Stuck in the Chimney with Kris Kringle?" 

Sales growth is dependent upon Closing More Business, More Quickly, at Higher Margins and we are here to show you how you can accomplish this within your organization!

This morning, my wife (and ACTG's President CEO Linda) and I were watching Morning Joe while talking business.  We were discussing our brand promise of:

"When you lie awake at night worrying about sales growth, we lie awake at night.” 

We compiled a list of questions that often haunt managers throughout the day and into the night when they should be preparing for a good night’s sleep:

• Do I have the right people?
• Are we doing the right things?
• How effective are we?
• What do I have to do to make sure we hit our numbers while we stay consistent with our vision and mission?

As we’re talking, we see a news banner at the bottom of the screen about a man who was arrested for breaking and entering a home.  He was apprehended after the police entered the home and saw his feet dangling from the chimney.  As usual, I automatically started thinking about how that related to sales, sales management, performance management, coaching, pipeline, pre-call strategies, etc.

And, since it's that time of the year, it also made me think of this great scene in The Santa Clause: 

My first question, however, is this: 

1. “Do you have sales opportunities that are important/critical for hitting your goals and growing sales that are stuck?”

My second, but maybe the most important question, is:

    2. “Is this particular opportunity a repeat offender?” 

QUESTIONS FOR EVALUATING OPPORTUNITIES

Now, there are 2 things to consider when attempting to answer that second question.

1. Is that opportunity familiar to you and the salesperson who has entered the opportunity into your pipeline management system? (This isn’t the same as your CRM). If we’ve worked on this opportunity before and they – the opportunity – “got away on a technicality”, then this would be defined as a “repeat offender”:
   1. Not the decision maker
   2. Wasn’t able to undo the current relationship
   3. Decided to not make a change
   4. Couldn’t arrive at the price point
   5. Really didn’t have a solution that fit the features and benefits they were looking for
   6. The timing wasn’t right
2. Are other opportunities stuck in the pipeline/chimney for the very same reasons as this one?  The salesperson failed to execute the qualifying steps in your sales process:
   1. No compelling reason to make a change identified
   2. Competition unknown
   3. Incumbent still part of the equation
   4. Budget for investing time, money resources is a mystery
   5. Decision making process has not been uncovered
   6. Timing or urgency of making a decision not clearly understood
   7. Agreement on next steps unclear
   8. Did not ask the question – Is this a “want to fix” or “have to fix” problem?

CMBMQHM AND WHAT YOU NEED FOR SALES GROWTH

Sales growth is dependent upon this – CMBMQHM.  My staff hates it when I make up acronyms like this.  When I put these in our learning decks, the people in my office want to know what the acronyms mean. 

Close More Business, More Quickly, at Higher Margins

So, what does it take to accomplish CMBMQHM?

• You must have a milestone-centric sales system – something that can be quantified, measured and evaluated for progress towards the objective of “getting a decision”. (This is not the same as “getting the sale”.)
• You have to have a process for building a success formula for each salesperson based on that sales system.
• You have to have complete buy-in to the use of your pipeline management process. Here are the guidelines to get that buy-in. It needs to…
  • Be easy to use
  • Be effective
  • Be beneficial to the user
  • Provide you with business intelligence
  • Automatically generate and send reports to you so you don’t have to go find the information
• You have to have a system of pre-call strategy sessions for EVERY opportunity that meets or exceeds the benchmark of your top 33%.
• You have to have a post-call debriefing session for every opportunity you discuss in the pre-call session.
• You have to conduct a CSI – “Crime Scene Investigation” – for every deal you don’t get.
• Finally, you have to conduct 1-on-1 coaching sessions that are intentional.
  • They are based on the findings from your pre- and post-call meetings
  • They are based on what your data is telling you about the choke point(s) a particular salesperson is having or the most common choke point(s) for the group
  • The coaching needs to accomplish 1, if not 2, things:
    1. Change behavior
    2. Improve skill

Additional Resources:

Download the Success Formula Worksheet

Sign up for our Effective Selling System Online Demo 

I started this series of articles by relating my experience coaching football to selling.  It is my goal now each week to focus in on one of the 9 football related tools that can be applied to selling.

Our first, the practice schedule, is one of the most important tools used by football teams.  Overall, practice is an essential contributing factor to success on the football field. 

It is important to note that, in football:

• Understanding your opponent is critical
• Reviewing practice and game performance is needed
• A team has to have a solid strategy in all aspects of the game
• Great athletes must be able to make game time adjustments and decisions
• And yes, an occasional good bounce can be additive

At the end of the day, however, improving skills, practicing the game plan, and getting feedback from the practice sessions are crucial for success!

4 Minute Practice Makes Perfect Video

But back in the day, before I retired from coaching, we used to have 30 practice sessions before each game.  Each session was at least 2 hours. For every hour on the field, there was at least 1 hour in the classroom and at least 1 hour of film study or playbook study.  This was all for about 8-10 minutes of actual action on the field.

How much time are you spending practicing to improve your sales management skills?  How much time are you spending coaching your people to improve their craft?  And don’t tell me:

• We hire / I have experienced people
• We hire adults — we expect them to do what they need to do to get better
• I’ve been at this for 20+ years, I think I know what I’m doing

Tell that to the greatest coaches of any sport in the game and they will tell you how wrong you are to believe that experience, or years in the profession, means that less time is needed in practice.

Tell that to Tom Brady.

Now let’s talk about practice as a sales productivity tool.

Malcom Gladwell’s oft quoted “10,000 hours” of practice to become expert in a skill may in fact be more of a platitude than a fact.  What appears to be a fact is that there are contributing factors to practice that are connected to competency and eventual expertise in a skill.

One of those contributing factors is a feedback loop:  “A feedback loop [provides]…the necessary information for adaptive measures to achieve the desired levels of teaching and learning objectives.”  Brunel University Study

At Anthony Cole Training Group, we have delivered workshops and focus on the concept of an ideal week in all of our training programs.  To support the ideal week, we help our clients develop their ideal week.  Within that ideal week is time allocated for practice.  Regardless of the outcome of the "10,000 hours" debate, there is no debate about implementing practice as a requirement to improve a skill or performance across the board.

What should practice look like?

Your practice should include the following sales practice components:  Drill for Skill, Role-Playing and Strategy Development.  To accomplish these exercises, you should have pre and post call checklists as well as phone call scorecards and data from your sales huddles. All of these data points act as ‘video’ of how you or your people are actually performing. Using the data and real time information allows you to make your coaching and practice sessions more intentional.

To find out more about the ideal week and other tools we offer, visit our Sales Productivity Tools resource below:

https://blog.anthonycoletraining.com/sales-productivity-tools

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For those of you that like to do the research on the research:

Practice Makes Perfect – Science Daily

Deliberate Practice – Business Insider

How To Learn any Skill With Your Own Weekly Plan – Kayla Mathews MUO Blog Post