Here’s an interesting little article I stumbled across this morning from Seacoastonline.com titled Get the most out of your sales team. The premise is simple and accurate – nonproductive salespeople are the bane of any small (or large) business. A nonproductive sales team is among the top common dangers that cause many small businesses to fail. Analyzed studies reveal that a large percentage of small businesses are unsuccessful because of underperforming sales people who bring in, at a minimum, 50 percent less revenue than top performers, according to researcher Dr. John Sullivan, professor of Economics at San Francisco State University. … Studies indicate that a common reason for poor performance… Read More
Continue ReadingResults Orientation In Sales
One of the most important aptitudes in sales is a proper results orientation. The key word is “results.” Oftentimes we encounter sales managers who place their focus on activity orientation instead of results. An example would be a salesperson who has a furiousness to their work…almost like their hair is on fire. But no significant deals seem to close despite their frantic pace. I used to work for a sales manager who would describe those salespeople as a horse-drawn wagon. There would always be a cloud of dust around them, but at the end of the day, the wagon hadn’t moved. Salespeople who lack a strong results orientation are often… Read More
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