Sales Performance

Really? Character?  Why are you talking about character, Danita, when what we really need are sales strategies to hit our growth targets and sales numbers? Does character really make a difference? In a recent Forbes article, I share Steve’s story. His lack of accountability caused him to lose his prospect’s trust – and the sale.

My husband, Gordon, and I, love to go on long motorcycle trips.  Right now we are on the road again to witness the gorgeous explosion of red, orange, and yellow on the maple trees of Vermont.  Yes, we are ‘leaf peepers’, as some of the locals call us! I’m the passenger and Gordon is the driver. I’m always worried that it might be too stressful for him to do these long distances. He just laughs and says, ‘This is the good kind of stress!’  But there’s a different kind of “bad” stress that’s affecting the sales performance of our up-and-coming sales leaders. What are you doing to help your Millennial Sales Leaders to beat workplace burnout?

Are your Millennial salespeople having a hard time getting the next appointment? Are they struggling to reach decision makers? Do they hesitate to ask information from stakeholders, leveling up higher in the organization, or closing the deal? Simply put, why are they passively beating around the bush? It’s not because they lack prospecting skills, closing skills, the right words to say, or tactics for getting past the inevitable objections. You'll be surprised to learn what's holding them back.

How do I help my Millennial Salespeople get traction faster? This is the most frequently asked question I got on the Millennials Matter Book Tour. For business to grow, it's critical that we answer this question correctly, so we exceed our strategic growth targets. And, that's why I'm inviting you to this top rated webinar by my colleague, Dave Kurlan. Check it out. The 6 Hidden Sales Weaknesses that Limit Sales Results

I still savor Jim Collins’ sage advice: “First, put the right people on the bus. Then, get the wrong people off the bus and get the right people into the right seats. Then you can drive the bus anywhere.” To get the growth you’re charting and envision in your strategic growth plan, one of the “right people” needed on your business bus is a competent sales manager and leader. A sales leader who – gets it, wants, it and has the capacity to do it. So, what are the components of “it”?