Posts

Building Your Competitive Advantage

By Andrew Wall, Sandler Training Milton

Do you remember when your business was quite young, you had few staff and sales resulted from your own successful efforts? Then success happened, and you slowly and continuously added more staff and today your sales team is working hard but not accomplishing your growth goals. Sound familiar? It is not too late…let’s get started!

Successful companies have a Sales Growth Strategy that the team collectively created and energetically is executing. Knowing who are your best customers helps you to focus your prospecting efforts on more of these great clients. Believing in best practices, you invested in Sandler Sales Training. Together you overlaid the Sandler Selling System to your unique number of interactions with prospects to become clients.

Now your sales team and sales management all understand what a qualified or unqualified opportunity is. Armed with this knowledge, your team spends their time wisely with good prospects and your closing ratios have skyrocketed. Wisely investing time with your great clients has created long-term relationships where loyalty, increased purchases, and frequent referrals are the norm.

When you create this environment, you will beam knowing your happy employees are well compensated for their contributions. There is an energy that is apparent as clients, suppliers, and guests visit your company. Every company is a reflection of its leadership. Let’s get started in building your sales machine. Create your own competitive advantage!

Are B- or C Players Dragging Your Company Down?

By Andrew Wall, Sandler Training

As the President or Business owner are you “Too Loyal” to your staff or is your staff “Too Loyal” to you? Ask yourself…are your best employees leaving for better opportunities, are you struggling to accomplish your tasks, projects, and goals on time, do new employees come and shortly leave? If you answered yes to one or more of these questions you are accepting Staff Mediocrity.

Successful and growing companies require B+/A Players to fuel the growth. When you grow and develop your staff into B+/A Players or adopt a B+/A Player recruiting mentality, your business becomes more profitable. Stronger employees are more productive, increasing your revenue per employee number.

For a simple illustration, a $1M company with 10 staff has a revenue per employee of $1,000,000/10=$100,000. If your competitor has a $1M company with 5 staff, then they have a revenue per employee of $200,000. The higher the number, the more productive your staff and your company are.

A good question is “Do you know your revenue per employee number?” and “Are you happy with this number?”. You may be saying to yourself, I owe them “one more chance”. If this is you, then I would strongly suggest you and the employee agree on their job responsibilities in writing, develop key performance indicators that the most important tasks/activities are getting accomplished and hold a weekly or bi-weekly individual meeting with your staff to review the progress of their key performance indicators.

Staff accomplishing their important job activities stay and poorly performing staff need to leave. A company performs according to how the leadership team performs. A company culture is a reflection of its leader. Are you happy with your staff, culture, and profits? If not, maybe this blog has given you the “jolt” you need to take action.

Wondering How to Motivate Your Sales Team?

By Andrew Wall, Sandler Training Milton

Success in sales is reserved for the motivated people who enjoy representing their company’s products and services. Remember when you were a kid getting up early and bugging your parents to drive you to the ice rink or dance hall? Nobody needed to motivate you. Successful sales people enjoy the thrill of the chase, the hunt of the kill and the long-term relationships that follow.

As Sales Leadership, your job is to discover your sales staff motivations and link them into your company’s goals. Here is a crazy idea, ask them why they enjoy working for you and what motivates them to consistently perform. Encourage them to create a vision board that hangs proudly in their work space. When they exceed their monthly, or quarterly goals, provide a personalized gift from your knowledge of their interests. Invest your time with them practicing for important prospect and client meetings. Sit down with them to evaluate past meetings to learn from both their successes and failures. Show them you care about their success and development.

As a manager or leader, it is your job to help your staff succeed. Keep their skills sharp by investing in the Sandler Selling System. Become the best leader you can through Sandler Management Solutions training. Poor managers can certainly demotivate your sales staff.

Baby Boomers and Generation X managers and leaders complain about how quickly Millennials jump ship. Great managers and leaders invest their time and energy into their staff and are rewarded with year after year of profitably growing sales because Millennials will stay when they know they are supported and cared for.