How the Choices You Make Will Determine Your Sales Results
How the Choices You Make Will Determine Your Sales Results
You receive a call from a sales person. You have a choice to:
* Accept the call and be interested
* Accept the call and be dis-interested
* Accept the call and be polite
* Accept the call and be impolite
* Decline the call altogether
Each of these choices can affect your goal to increase sales.
Every day sales professionals make these choices and many more such as:
* To return calls
* To secure appointments
* To attend meetings
* To actively network
* To increase professional knowledge
* To review sales number
* To reflect upon the day’s events
The question is: Are they the right choices if you goal is to increase sales?
A choice is really a decision in action or simply a behavior. When a choice is made, another choice is also made. By taking action through the one choice you are also taking action against at least one to many other choices.
For example, many have written about choosing an attitude. An individual has the choice to choose a positive attitude or a negative one. In sales choosing a positive attitude is a critical action, but a positive sales attitude is not enough to increase sales.
Great sales professionals make choices based upon their sales plans, their sales goals and their existing sales results. They demonstrate these choices through their actual behaviors (think sales skills) that are observed by others. If you want to increase sales, then watch those who are having real sales success and listen to what others say about these same sales professionals.
Use this activity to better guide the results from the choices you make. Take a piece of paper and separate it into 3 columns. Label the first column, Choice. Write down the choice such as To return phone calls. Then label the second column, Behaviors. Write down the behaviors specific to that choice. Continuing the example of returning hone calls, the behaviors would be to physically dial the number and speak with the person. Finally, in the third column label it Results. Write down the results from those behaviors. Again using the same example, the result might have been secured an appointment.
By tracking your actual behaviors, you can avoid confusing motion with progress and activity with results as my friend Doug Brown as remarked. Also, you can begin to really see the direct relationship between your choices and your actions.
Sales Coaching Tip: The choices you make today, as a sales professional, will determine your sales success tomorrow. If you are confused by some of those choices, you may need to consider a sales skill assessment that looks at the attributes associated with your decision making style.
How the Choices You Make Will Determine Your Sales Results - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Did you ever think about the incredible impact each choice that you make has on your ability to increase sales? Imagine for just a few moments the following experience that happens daily to many small business owners, sales professionals or even C-Level executives.
You receive a call from a sales person. You have a choice to:
* Accept the call and be interested
* Accept the call and be dis-interested
* Accept the call and be polite
* Accept the call and be impolite
* Decline the call altogether
Each of these choices can affect your goal to increase sales.
Every day sales professionals make these choices and many more such as:
* To return calls
* To secure appointments
* To attend meetings
* To actively network
* To increase professional knowledge
* To review sales number
* To reflect upon the day’s events
The question is: Are they the right choices if you goal is to increase sales?
A choice is really a decision in action or simply a behavior. When a choice is made, another choice is also made. By taking action through the one choice you are also taking action against at least one to many other choices.
For example, many have written about choosing an attitude. An individual has the choice to choose a positive attitude or a negative one. In sales choosing a positive attitude is a critical action, but a positive sales attitude is not enough to increase sales.
Great sales professionals make choices based upon their sales plans, their sales goals and their existing sales results. They demonstrate these choices through their actual behaviors (think sales skills) that are observed by others. If you want to increase sales, then watch those who are having real sales success and listen to what others say about these same sales professionals.
Use this activity to better guide the results from the choices you make. Take a piece of paper and separate it into 3 columns. Label the first column, Choice. Write down the choice such as To return phone calls. Then label the second column, Behaviors. Write down the behaviors specific to that choice. Continuing the example of returning hone calls, the behaviors would be to physically dial the number and speak with the person. Finally, in the third column label it Results. Write down the results from those behaviors. Again using the same example, the result might have been secured an appointment.
By tracking your actual behaviors, you can avoid confusing motion with progress and activity with results as my friend Doug Brown as remarked. Also, you can begin to really see the direct relationship between your choices and your actions.
Sales Coaching Tip: The choices you make today, as a sales professional, will determine your sales success tomorrow. If you are confused by some of those choices, you may need to consider a sales skill assessment that looks at the attributes associated with your decision making style.
How the Choices You Make Will Determine Your Sales Results - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Kim CastleWith nearly two decades in the advertising and design business, with clients like Domino's Pizza, General Motors, Direct TV, Pedigree, Wolfgang Puck, Higher Octave Music, Hollywood Celebrity Products, Disney, and Paramount, as well as thousands of entrepreneurs around the world define, structure, communicate, and position their business for greater profits, BrandU(R) co-creators Kim Castle and W. Vito Montone discovered that entrepreneurs could experience the same power that big brands command for a fraction of the cost with the world's only process-based results-drive Integral approach to business creation. BrandU(R) is helping entrepreneurs grow with the power of extreme clarity from idea...to brand...to market(TM) and helping one million entrepreneurs become successful and whole so that they can make a difference in the world. Are you one of them? If you want to experience clarity all the way to the bank(TM), get started now at http://www.brandu.com. - Visit Kim Castle's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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Casey GollanCasey Gollan, Business Coaching & Mentoring Programs. Add $1 Million to $10 Million in the next 1 to 3 years. Since 1996 Casey has to added hundreds of millions of dollars to businesses. Watch a free video see client results Business Coaching website. - Visit Casey Gollan's Website |
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