Sales Coaching Sessions

https://youtu.be/olUnZXo_mvA

Navigating Mergers and Acquisitions: A Crossroads for Your Sales Team

Mergers and acquisitions (M&As) present a double-edged sword. Buying out another company is one of the easiest ways to increase your scale and penetrate an otherwise untapped market. On the other hand, a merger can also result in an unhappy and unprofitable marriage.

Nowhere are the challenges of M&As more felt than in the sales department, responsible for generating the newly formed company’s revenue. After all, the merger isn’t just a marriage of cultures, it’s also a marriage of expectations, processes and employees.
http://www.salesdevelopmentexpert.com/navigating-mergers-acquisitions-crossroads-sales-team/

Sales Management Training Offers a Solution to an Oft-Neglected Issue

If you’ve ever watched the TV show, The Office, then you probably know the character Michael Scott, the bumbling, ill-liked boss of the Dunder Mifflin Paper Company. Late into the show’s run, viewers were shocked to learn that once upon a time, he was an award-winning salesman who won half the company’s client list. How does a company’s best salesman become that same company’s worst manager?

Set Up to Fail

According to a study conducted by the Association of Talent Development, 66% of the companies it surveyed trained their sales personnel at least once a year. In contrast, only 11% trained sales managers and 22% didn’t bother to train managers at all. Companies that underinvest in sales management training are breeding grounds for the Michael Scotts of sales management.

http://www.salesdevelopmentexpert.com/sales-management-training-offers-solution-oft-neglected-issue/

Tips for Hiring Sales Representatives

Building your sales team is going to be very important for the success of your business. Think of them as your frontliners, the ones who will be leading the charge in representing your company in the competitive market.

Here are some useful tips that should help you determine which applicants you should hire to join your sales team.

Go-Getters

Ideally, there should be a separate team finding leads for the sales force team to pursue. Once the leads are established, though, it is up to your sales agents to ensure that they will make a convincing case to the potential client so that he or she becomes a paying customers. Those who are eager and determined to make a strong pitch, coupled with the skills to deliver an effective presentation, are more likely to bring in the clients to your business.

Listeners

The common notion is that you have to get someone who has the gift of gab, someone who can easily build a rapport even with people they just meet for the first time, while doing so in a professional manner. These are important traits, but perhaps what must not be overlooked is the importance of also finding someone who is a great listener. 

The audience may raise certain concerns after the presentation. It’s not just answers that the clients are looking for, though, but also someone who can show that they are there to pay attention to client’s concerns.

Learners and Growers

It’s true that you have to give your staff a chance to learn and grow. Certain skills can be taught anyway, so it’s not ideal to turn away a candidate just because he or she does not possess the quality you’re looking for right then and there.