While selling a product can feel more transactional, often with a one-time purchase, selling a service requires more nuance. Without a tangible product, you’ll need to sell prospective customers on the vision that your service will improve their life or business.
Some of the best sales people I’ve known turned out to be the worst managers!
The smart ones reverted to being a dedicated sales people, the rest caused themselves and their teams untold pain and problems.
So what are the most crucial qualities that anyone managing sales people should incorporate into their day-to-day operations and broader aspirations to take their management skills to the next level?
In the first few years of business, SMEs face a lot of different challenges. Some are harder than others to overcome and about 20% of small businesses fail by the end of their first year. By the end of their fifth year, 50% go under; and by the tenth year, that number rises to 80%.
So what is that causes this high level of failure?
Interestingly, and perhaps not surprisingly, there’s a number of common issues:
Always Be Closing is a common motivational phrase that encourages salespeople to be persistent and focus the bulk of their energy on seeking out new customers and closing deals. But is it the best sales advice for modern sales people? Not necessarily. While the close...
Receiving permission makes literally anything less intrusive, no matter the context. Think about it. If someone enters your home with permission, they’re a guest. If someone enters your home without your permission, they’re breaking and entering.
That principle; the value of receiving permission is the underlying premise of a brand of sales known as permission-based selling. It’s an emerging strategy that more businesses are starting to explore and incorporate into their sales operations.
How can you tell if a sales person is truly achieving sales excellence? What are the definitive qualities and patterns of behaviour that separate excellent sales people from the rest of the pack?
Let’s consider the traits that define sales excellence and determine the best ways to incentivise and reward the reps who exhibit them.