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OUR VIEWS ON THE NEWS
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Of 1,275
companies surveyed nationwide, in a 2006 study by CSO
Insights, a sales research firm in Boulder, Colorado,
the findings are bleak: less than half have a formal
sales process. And of those companies that do, only 45%
monitor the processes in place to make sure they are
helping the company sell better. |
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Do your
salespeople have a process, or are they just
winging it? If they have a process, is it
client-centered or are they merely parroting an
internal company outline of the steps to
delivering your product or service? Find out!
The CheckUp for Sales Professionals® diagnoses
the presence (or absence) of a client-centered
sales process – and specifies the missing steps.
Click here to learn more
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In a study of more than 1,400 leaders
conducted by The Ken Blanchard Companies, the managers
cited their biggest mistakes:
Failing to provide appropriate feedback, praise, or
redirection (82%)
Failing to listen to or involve
others (81%)
Failing to use a leadership style that is appropriate to
the person, task, or situation (76%)
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The art of sales
leadership is all about effective communication
and performance coaching. It is a world away
from a 20th century practice called sales
management.
RxSales’ blended learning program for sales
leaders is named for what participants
accomplish:
MANAGER TO MENTOR: The Transition to Sales
Leadership™. It
includes focused activity on situational
leadership – knowing when to direct, coach,
support or delegate.
Click here to learn more
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Sales hiring in 2006 started on a strong
note. In the first quarter, sales and sales management
positions led the nation in online job postings, making
up 15% of total listings. By 2014, sales-related jobs
are expected to grow by nearly 10%, adding 1.5 million
more jobs to the U.S. workforce.
(Source: Beyond.Com Career Trend Analysis and Industry
Outlook Reports) |
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Acquiring top sales talent is a principal
responsibility of sales leaders. But how do you
know whether a candidate has strong performance
qualities and skills, a client-centered sales
process already in place, and supportive beliefs
about selling?
The X-ray®
is the hiring version of RxSales’
acclaimed learner’s assessment,
CheckUp for
Sales Professionals®. To learn more about how
The X-ray® can help you acquire only the best,
click here.
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The American Society of Training and
Development (ASTD) found that companies that spend more
on learning have a higher median total stockholder
return (TSR) the following year than companies that
skimp on employee development. Firms that spend more
than average on learning have a TSR that is 45 percent
higher than firms that spend the market average, and 86%
higher than firms that spend less than market average.
And ongoing learning benefits more than just
shareholders. ASTD also found that organizations
offering ongoing learning to their sales professionals
are 10 times more likely to create peak-performing
salespeople than companies that don’t.
(Source: The American Society for Training and
Development Survey of more than 2,500 firms)
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Effective learning is not
a one-day wonder, and it doesn’t come in a three
ring binder. If your organization supports
learning and development, make sure the learning
is based on adult learning principles. And, if
the learning program is multi-dimensional
(self-directed learning combined with coach-led
group sessions), salespeople and their managers
become peak performers without leaving the field
- and significant loss of production - to learn.
To learn more about RxSales celebrated
multi-dimensional learning programs for
salespeople (The
Clinic®)
and sales managers (Manager
to Mentor™),
click here:
The Clinic
Manager to Mentor
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What’s important to your top performers?
A Leadership Unleashed survey of 134 respondents
uncovered the top five factors in creating an “ideal
work situation”:
1. Working for a company that is ethical and
trustworthy
2. Liking the work
3. Ability to gain additional, marketable skills
4. Receiving health and other employee benefits
5. Receiving steady pay and the ability to build
long-term financial stability
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For any organization,
retaining top sales talent is just as important
as acquiring and developing it. If you provide
top sales performers with a way to improve their
skills, their loyalty increases.
In RxSales, top performers find a short list of
areas which, when strengthened, cause them to
make sustainable gains in their productivity.
And, when top performers close those skill gaps,
it is the quickest hit to the company’s bottom
line. To learn more about predicting potential
in sales performance with
The CheckUp®
and The Group
Diagnosis®,
click here.
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