Power Up – Your Team! Business owners and managers especially today are sometimes frustrated when it comes to evaluating sales results – one might say selling is tough, tough on the ego, tough on the energy level, tough to see consistent results.
It’s critical to identify what excites your “Sales Talent” maybe its cash, paid time off, peer recognition or just the love of the sale. I know there is one unifying quality to all successful sales stars “they want to win”
Today more than ever we need to find ways not only to design effective incentives but also effective leadership to support and motivate sales team to perform consistently. Leaders need to respond effectively not just by offering incentive to anyone who can hit their goal for the week, or by bellowing from the centre of the sales floor, “Come on team…you can do it! To consistently and authentically keep your team motivated leaders need to “get front and centre” to what truly can make or break the difference in seeing consistent results. Continue reading ‘Power Up – Your Team!’
I wanted to share an article that is helpful for those seeking top sales talent. Software Advice collaborated with a workforce psychologist to profile personalities of the top performers in their company. I wanted to share their profile of The Champ that outlines what they learned about the ultimate sales performer: their motivations, skills and challenges. This is one of the profiles in the Psychological Profiles of the Dream Team series that can help you identify the personalities of your own top performers so that you can make sure they are in the role best suited for their personality and hire more of them.
The Champ is the quintessential high-performing salesperson. Are you a Champ? Read the full profile here. Need help finding top sales talent? We can help you find a sales pro.
When you run a business, you tend to learn a lot about people.
Different things make different people tick—and if you’ve got a really great staff, it’s probably made up of a lot of different kinds of people. Over time, I’ve learned to identify some of the distinct psychological profiles of members of my staff, and have picked up on their key characteristics, what drives them and what challenges they face.
I thought I’d share these insights in a series of posts so that you, too, can not only understand your employees better, but can build your own workplace “Dream Team” lineup: a staff of well-balanced personalities, placed in the roles they’re best suited for. In this post, I’ll talk about the psychological profile of the “Giver.”
This series took a fair bit of work. Our Managing Editor, Holly Regan, did a lot of the research and heavy lifting to get these published, while Austin-area psychiatrist Dr. James Maynard contributed his clinical expertise to helping us better understand our team. A big thank-you to both of them. Continue reading ‘Psychological Profiles of the Dream Team: The Giver’
Sales Performance: Is Your Team Measuring Up?
An effective sales team is fundamental for success in business. Building one requires investment first to find and hire sales talent that is the best fit for the company’s market, products and culture, and then to provide those individuals with the knowledge, collaborative capabilities and access to expertise and tools they need to excel. In this article we are going to review three key areas that effect performance:
Effective Sales Methodology and Process
Sales Talent Acquisition and Retention
Sales Tools & Adoption
Effective Sales Methodology and process
There is good news and there is bad news. The good news is that a sales methodology can dramatically increase the sales effectiveness of your entire sales organization, significantly increasing your sales revenue. The bad news is that not all sales methodology solutions are implemented well. Although you may have a sales process defined the challenge how effective is it? Continue reading ‘Sales Performance: is your Team Measuring Up ?’
Critical Behaviours Necessary To Land A Top Sales Role
Evidence suggests your personality and behaviour play a critical role in determining your ability to perform at the top. To persuade, convince, or direct others is in its truest sense SELLING…I would also say that everyone has the innate ability to sell. To become a SALES STAR however is much more than that.
Let’s look at some behaviours and qualities that determine high performance;
1) Modesty – successful sales people are not pushy or egotistical top sales people have a high degree of modesty and humidity.
2) Conscientiousness – top Sales people have a high level of conscientious behaviour, a strong sense of duty and responsibility and reliability. Taking their sales positions very seriously and accountable for results.
3) Achievement Centred –Top performers are fixated on achieving goals and continual measure performance Continue reading ‘Sales Success …Critical behaviours neccessary’
How do you know the candidates has the “right stuff”?
•Attitude •Motivation •Emotional Intelligence •Coach-ability •Technical Competence
A Study (reported in Fortune and Forbes) found that 26% of new hires fail because they can’t accept feedback, 23% because they’re unable to understand and manage emotions, 17% because they lack the necessary motivation to excel, 15% because they do not have the temperament for the job, and only 11% because they lack the necessary technical skills.
So contrary to popular belief, technical skills are not the primary reason why new hires fail; instead poor interpersonal skills dominate the list. A study conducted by the Author of “Hiring for Attitude” noted that 46% of new hires fail the first 18 months and 89% of new hires fail because of attitude! Continue reading ‘How do you know the candidate has the “Right Stuff” ?’
Questions to reflect on Weekly…
1. What did I learn last week? - Sharpen Your Skills.. No matter how effective you are in sales, you should learn something new every week (if not every day). No matter how talented you are’
2. What was my greatest accomplishment over the past week? - Reflecting on your accomplishments is a great way to identify what is working well along with a powerful way to raise your self-confidence.
3. What’s the #1 thing I need to accomplish this week? - Focusing on your number one priority before the week starts helps you stay on track with your objective all week long.
4. What can I do right now to make the week less stressful? - Identify your priorities and don’t get side tracked! Set reminders in your calendar. …Organize Yourself. Continue reading ‘Your Full Potential – 12 Powerful Questions’
Brian Tracy; is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. He is the top-selling author of more than 45 books that have been translated into dozens of languages. Brian has been one of my mentors for the past 20 years and those of you who enjoy being inspired and motivated will enjoy Brain Tracy’s Book “FULL ENGAGEMENT”. The following article is taken from a brief summary from his latest book.
Welcome to the new world of business!
We have gone through a watershed in business activities and operations since 2008 and things will never be the same again. What you are dealing with today is the “new normal.” The good old days are gone forever.
Because of shrinking markets, increased competition, demanding customers and a never-ending shortage of highly qualified, productive people, you will have to do more with less, and get better results from limited resources, more than ever before.
As a manager at any level, you are essentially the operator of your own personal business unit. You have revenues and expenses, inputs and outputs, production and – loss statement reflects your ability to combine people and resources to get results especially financial results that are in excess, and, ideally, greatly in excess, of their total costs. Continue reading ‘The Heart of the Matter…’
Lets get straight to the point’ When you are searching for that “Right Fit”, if you do not have the right recruitment strategies or interview process in place your search will end in failure. OK failure seems like a harsh outcome.’ No doubt you will be able to recruit, interview, offer and hire a candidate that checks off the bullets in your job description; but does this mean your recruitment strategy worked? Well… you really don’t know until your new hire has spent a few weeks to a few months as part of your team.
- How often have you hired someone whose best performance was during the interview?
- Do you know the qualities that distinguish your best performers?
- How can you be sure you’re making the best choice between qualified candidates?
Hiring the right people will contribute to the overall success of a business. The cost of hiring the wrong employee has the potential to cost you thousands of dollars. Click here to see how much it really is costing
“The ability to make decisions regarding people is one of the last reliable sources of competitive advantages, since very few companies are good at it” Peter Drecker”
There are many variables that can have an impact on hiring
- Time constraints that force hasty decisions
- Informal or incomplete hiring process
- Unstructured interviews
- Novice or improperly trained interviews
- Decisions based on intuition, assumptions, snap judgments and gut feeling.
Continue reading ‘Recruitment Strategies Tips’
1) Organizations Today are working around the unease of our current economy, although we are seeing improvement, what we are experiencing is that more and more people are applying for any or multiple roles advertised rather than having a focused approach. Clearly, resulting in weeding through volumes of resumes for differentiating top candidates from the pile which becomes harder and more resource intense for HR and Recruiters
2) The Talent War - everyone thinks because of the state of the economy talent must be abundant’ not the case. Our “Best Fit” candidates know their value and work the opportunity to meet their needs! This is why you need to design a profile for the position that will attract them to you not the other way around… Continue reading ‘Recruitment … what you need to know’
Extreme “Reaching a high or the highest degree; ” Performance “The manner in which or the efficiency with which something reacts or fulfills its intended purpose.”
Every Business owner has the intent to fully engage in purposeful action and create performance; unfortunately some of the time performance is not what we get!
No two businesses will construct an environment the same way. The objective is to encourage a culture and create a structure that is best suited to accomplishing your “Strategic Objective” along with your purpose. Continue reading ‘Extreme….per-form-ance’