3 Simple Measurements for Developing Your Sales Team
3 Simple Measurements for Developing Your Sales Team
Skills: I am a big believer in practice, repetition, and self-reflection. When I first graduated from college, I went into sports broadcasting… mainly play-by-play for high school sports and small college stuff. Driving to the games gave me a lot of time to think about and practice some of the key phrases and stories I wanted to share during the game. Over time, I learned a valuable lesson that has made a big impact on my sales career. Figure out what works… master it… and do it over and over and over again… making improvements all along the way!
Activities: A teammate of mine and I were talking the other day. I told him that I was proud of him because he exceeded his goals for the first time! He had a big smile on his face… I mean he was gleaming with joy… and we were both giggling. He told me his next step was to figure out how to keep it going. I responded, "Sales is a lot like riding a bike. Not in the sense of ‘once you learn, you never forget,’ but more along the lines of… the faster you go, the easier it is to keep your balance!"
Attitude: Zig Ziglar says, "Whatever you put into your mind becomes a part of the total you." Let’s think about what that means. There are so many elements to a person’s attitude… their attitude about themselves, about others, about their goals, about their career… about their life! Your attitude is your filter to the world. It not only creates your "self-perception" of reality… it becomes the image of how others perceive you!
What other quick and easy ways do you use to determine areas for coaching and developing your people?
3 Simple Measurements for Developing Your Sales Team - To learn more about this author, visit Doyle Slayton's Website.
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We once had an Executive Director who would hop on a plane to go out and visit with sales teams around the country. He was kind of like the company cheerleader. He loved to swoop in and get everybody fired up! Either before or after his "motivational seminar," he enjoyed sitting down with the management team to talk about their "troops." He would point out that, in addition to looking at the numbers, you can figure out very quickly whether or not a sales person is successful by ranking them on a scale of one to ten... in three key areas… Skills, Activities, and Attitude. Determine each person’s strengths along with their opportunities for improvement and then coach to it!
Skills: I am a big believer in practice, repetition, and self-reflection. When I first graduated from college, I went into sports broadcasting… mainly play-by-play for high school sports and small college stuff. Driving to the games gave me a lot of time to think about and practice some of the key phrases and stories I wanted to share during the game. Over time, I learned a valuable lesson that has made a big impact on my sales career. Figure out what works… master it… and do it over and over and over again… making improvements all along the way!
Activities: A teammate of mine and I were talking the other day. I told him that I was proud of him because he exceeded his goals for the first time! He had a big smile on his face… I mean he was gleaming with joy… and we were both giggling. He told me his next step was to figure out how to keep it going. I responded, "Sales is a lot like riding a bike. Not in the sense of ‘once you learn, you never forget,’ but more along the lines of… the faster you go, the easier it is to keep your balance!"
Attitude: Zig Ziglar says, "Whatever you put into your mind becomes a part of the total you." Let’s think about what that means. There are so many elements to a person’s attitude… their attitude about themselves, about others, about their goals, about their career… about their life! Your attitude is your filter to the world. It not only creates your "self-perception" of reality… it becomes the image of how others perceive you!
What other quick and easy ways do you use to determine areas for coaching and developing your people?
3 Simple Measurements for Developing Your Sales Team - To learn more about this author, visit Doyle Slayton'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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Dianne CramptonDianne Crampton is an executive leadership coach, team consultant, author and president of TIGERS Success Series, Inc. Dianne has been helping CEO's and Executives connect their employees to their core values and goals for over 20 years using the trademarked TIGERS team culture process, which stands for trust, interdependence, genuineness, empathy, risk and success. To download a free white paper on behaviors that build strong teams and behaviors that will predictably tear them down go here. - Visit Dianne Crampton'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 PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power'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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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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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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