Sales Management Feed

Just for Salespeople for Monday Morning

Sales consultants and trainers always seem to be pushing the latest "secrets" for improving sales.  Not surprisingly these "new found methods" are said to rescue any company from sales failures with a moderate investment (fill in the blank check).   But author David Cook says it is easier than others imply and much faster.   

Yes, we see hundreds of books on the Funnel Radio Channel programs,  but something about this practical, tactical advice rings true for the average salesperson trying to be not-so-average.  Great work from David Cook.

In his book, How To Be A GREAT Salesperson…by Monday Morning!   Cook reveals important sales techniques, including where to insert urgency, when to use a third-party close, and how to shorten the sales cycle.  In this interview he discusses his motivational principles that will help you approach customers with a new level of confidence and enthusiasm.  Yes, this is primarily for the salesperson, but sales managers have a lot to learn also by reading this book.  The host is Jim Obermayer.

 Barnes & Noble

Paperback: $14.95

From Amazon:

Kindle: $8.95

Paperback: 14.95

In an engaging and thought-provoking interview, Cook discusses:

  • The three crucial elements to any successful sale
  • Laugh your way to the bank: Why making your customers laugh is a powerful strategy
  • Start closing when you say hello: Why coughing during your sale can make a difference
  • What makes an leading salesperson? The  traits that make you stand out
  • The simple phrase that works every time “Forgive my persistence, please:”
  • Ask for help, NEVER ask a customer to do you a favor!
  • David’s top closing strategies can be used on buyers  in any industry

About David Cook and Sales Training on The Go

Award-winning author Dave Cook, CEO and founder of Sales Training On-the-Go, is one of the most in-demand experts on sales training, coaching, and motivation around the world. Cook is the #1 rated producer at Business and Legal Resources (BLR), with awards including: CEO / President's Club Award for Outstanding Sales Achievement for all eleven years of his employment and the Joe Berneski Leadership Award for Outstanding Leadership Skills

With unequaled expertise, Cook’s training will help anyone to rise to the top of their field and achieve their greatest professional goals, faster than they ever thought possible.

Learn more about Dave Cook at  http://www.salestrainingonthego.com and connect with him on LinkedIn,Twitter, and Facebook.

 


You Still Have Time to Turn Around Failing Sales to Make Quota

This ebook is the most popular on the Sales Lead Management Assn., and Funnel Media Group sites.  

‘How to Turn Around Failing Sales’ - Ebook

56reasons-coverAuthor and publisher James Obermayer discusses 56 reasons companies fail  to reach sales forecasts and what to do about them.

The Funnel Media Group (FMG) has released an ebook entitled How to Turn Around Failing Sales: Fifty-six reasons companies fail to reach revenue forecasts and what to do about them. 

The author, Funnel Media Group Publisher James W. Obermayer, draws on 20 years of experience as the principal of Sales Leakage Consulting, which is owned by FMG. 

He is also the producer for the Funnel Radio Channel programming and founder of the Sales Lead Management Association, all of which are part of FMG.   The ebook, released through the Sales Lead Management Association ( a FMG company) is free, not gated and can be accessed here.

Why it’s Important:

 "Of course, there are many reasons why sales dump at mid-year.  But I have found these 56 to be the main causes of sales failure. Some have are easy fixes, some are things to avoid, some are long-term fixes, some cost money, and some simply require policy or rule changes and common sense. Most can have immediate impact."

James  W. Obermayer

This ebook is unique.  It not only lists 56 ways to turn around failing sales, but also grades each tactic with ascending dollars signs from one to five to indicate the ROI that can be expected by addressing the issue.   Offered as a PDF form, the ebook allows the reader can fill in spaces to assign a specific problem area to a named individual, with a place to enter the date by which the reader wants the issue fixed.

How to Turn Around Failing  Sales, also references books and white papers that can assist the reader.  Those referenced did not pay to be a part of the work. 

The work is divided into five sections:

  1. Sales and Management Problems
  2. Marketing Management Fixes
  3. C-Level Management Challenges
  4. Incentive Compensation and Quota Failures
  5. Hiring the Right People: Training and Testing

White Paper Title: How to Turn Around Falling Sales

Subhead:  56 Reasons companies fail to reach revenue forecasts and what to do about them.

Length: 25 pages including photos and illustrations.

Links to other information: Nine

Summary:  This is a list of reasons why sales fail to make forecast from the experience of the author.  It is a fast, easy read that strikes at the heart of sales issues faced by most B2B companies at one time or another in their sales year. 

Readership Profile:

  • CEOs
  • Presidents
  • CFOs
  • Sales Management
  • Marketing Management

ebook Link

About the Author: James Obermayer is the president and publisher of the Funnel Media Group.   He is a four-time B2B book author and founder of the Sales Lead Management Association.

About the Funnel Media Group:  The Funnel Media Group (FMG) owns the Funnel Radio Channel, Sales Lead Management Association and Sales Leakage Consulting.   The Sales Lead Management Association (SLMA), founded in 2007, has 6,900 worldwide members.  The Funnel Radio Channel  (FRC) publishes live streaming internet radio programs (and follow-on podcasts) for at-work listeners.  

 


4 Minutes with John Asher - It Ain't Money, It Ain't Food, and It Ain't Romance, It's all about the Passion

In four minutes John Asher outlines how, sales has changed from just the process and art of sales to a science based discipline.  

This program is an extract from John Ashers program: How Neuroscience Disrupts the Standard Sales Process

The sales process has been with us prior to recorded history. In modern times it has been surveyed, examined, distilled, analyzed, and assessed.

20190801-asher-potts-asherIt would seem we’ve identified all we need to know about how sellers and buyers meet and agree. And yet, just as we’ve seen new data change our perceptions of history, so too are we now understanding that ancient human elements in sales processes are more deeply rooted than we previously thought. The August 1 st Asher Sales Sense Podcast “How Neuroscience Disrupts the Sales Process” features an interview with John Asher himself. John is the CEO of Asher Strategies, a Washington DC-based business providing sales advisory services to clients from startups to Fortune 500 companies.

In his US Navy career, John was a submarine commander and manager of a $2 billion combat systems program. In his second career, he co-founded an engineering services company that grew at a compound rate of 42% for 14 straight years.

John and his current enterprise provide sales aptitude assessments, sales training, and sales process improvement workshops globally. John is the author of Close Deals Faster, available through Amazon. 

This Asher Sales Sense session delves into reasons why the sales process has more to it than one would think and provides disruptive techniques you can easily use to pull ahead of your competitors. Why shouldn’t you be the last to present to a buyer? Why aren’t buyers listening to what you are saying? Why don’t buyers select an obviously good offer? Why do buyers prefer to stay with under-performing vendors – your competition? Tune in on August 1 st to find answers to these and other sales process questions so you can get out there and close deals faster.

 


When to Fire a Low-Performing Sales Rep

Businessman--Fresh-Breath-000020279415_LargeWhen sales are slowing down, the "ghost-pipeline" starts to build as sales reps stop closing out prospects that in ordinary times would be labeled dead.  At this point the pressure is growing on the sales manager to get rid of non-performing salespeople.  

The sales manager will often draw a line and say “Make the numbers this month or you will be fired.”  Most often senior management will step in and say, “But Bob, we only have six reps.  If you fire two of them we are in real trouble.  We’d rather have a poor-performing rep over no rep.”  Hence the ‘bad breath’ versus ‘no breath’ reference. 

Why it Matters:

"...trying to keep a sales representative who is weak, unproductive and misleading delays your recovery.  It takes 4-6 months for a new rep to be productive; you may as well face reality and pull the trigger and get on with it. Find a producer."

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Unfortunately, this forestalls the inevitable and the rep who limps along costs the company more (by being on staff) than they

are selling.  I had a situation once where the rep cost us $6K a month all in, but was only selling $5K.  Management continued to say, “But we wouldn’t even have that $5K if she were gone.”  My response was that we’d lower our sales expense and still make the sale without her.   We finally fired her and used the money on promotions to strengthen lead generating efforts for the remaining reps.  The remaining reps took over her pipeline, which as it often turns out, was worthless.  

In the end there were more leads to go around and the remaining sales representatives appear to work more diligently.  As Samuel Johnson said, “Depend upon it, Sir, when a man knows he is to be hanged in a fortnight, it concentrates his mind wonderfully.”

Solution:

When you confirm that a sales rep draws down on your precious resources, thereby not giving you a return on your investment in them, you have to give them an opportunity in another company.  Sales reps must know they are held to productivity standards. As their productivity fails, they must be coached and warned and helped and then let go.  Delaying the inevitable, trying to keep a sales representative who is weak, unproductive and misleading delays your recovery.  It takes 4-6 months for a new rep to be productive; you may as well face reality and pull the trigger and get on with it. Find a producer.  

Related

This subject appeared in the ebook: "How to Tell if Your Pipeline is Failing You: A CEO's Guide"   Click here for access to the complete guide at the Sales Lead Management Association.     In this guide for CEO’s that are trying to understand the conflicting stories from their salespeople and the one document that indicates the health of their company, the author takes the reader on a journey of what is really happening when sales are dropping and the forecast from the pipeline appears unreliable. 

 


John Asher Explains Neuroscience in Sales in 25 Minute Podcast

We now understand that ancient human elements in sales processes are more deeply rooted than we previously thought. This August 1st Asher Sales Sense Podcast “How Neuroscience Disrupts the Sales Process” features an interview with John Asher himself. John is the CEO of Asher Strategies, a Washington DC-based business providing sales advisory services to clients from startups to Fortune 500 companies.

Continue reading "John Asher Explains Neuroscience in Sales in 25 Minute Podcast" »


Outdated Sales Belief in 2019 - Jake Dunlap

Welcome to 2019 - the year you're going to land those enterprise accounts. Join Jake Dunlap, CEO of Skaled, to explore strategies that work for expanding enterprise accounts - which remains one of the best ways to grow revenue. Learn how to crush your enterprise sales targets in 2019 (and how NOT to crush them). Whether you work for a company that lives and dies on big enterprise sales - a whale hunter - or you depend on a balance of enterprise sales and high velocity sales, we've got you covered.   The host is Katie Bullard. 

Continue reading " Outdated Sales Belief in 2019 - Jake Dunlap" »