{"id":585,"date":"2007-01-18T12:45:52","date_gmt":"2007-01-18T18:45:52","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/what-not-how-part-2\/"},"modified":"2007-01-18T12:45:28","modified_gmt":"2007-01-18T18:45:28","slug":"what-not-how-part-2","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/what-not-how-part-2\/","title":{"rendered":"What, Not How &#8211; Part 2"},"content":{"rendered":"<p>Just caught up to this SM&#038;M article &#8211; <a href=\"http:\/\/www.managesmarter.com\/msg\/content_display\/publications\/e3i5359c8590dd2778ae4191d1e7847d325\" target=\"_blank\">Advise from the Field<\/a>. A couple excerpts:<\/p>\n<blockquote><p>Rather, Feldshuh, the president of the merchant-services company, tries to gear agents to move from the lagging 80 percent into the top 10 or 20 percent of sellers. <strong>He does that through concentrated, thoughtful, in-the-field strategies<\/strong>, warming reps up to clients first with short, non-pitching meetings. Then he asks them to &#8220;open their mouths&#8221; and deliver a pitch just days after they&#8217;ve gotten their feet wet from dropping off BPS materials at prospects&#8217; offices. <\/p>\n<p>The tactic works, he says, and boosts their performance through gradual sales improvement rather than a do-or-die approach to closing the deal.<\/p><\/blockquote>\n<p>Yes it does work well since selling involves consistent behavior to be successful.<\/p>\n<blockquote><p>&#8230;feedback is the key to migrating a rep from average to stellar. Don&#8217;t just verbalize whether a call was good or bad, Johnson says. <strong>Create a feedback report on paper and write down comments the rep can revisit later, along with a rating scale of how well he performed on the job<\/strong>. <\/p><\/blockquote>\n<p><a href=\"http:\/\/www.selectmetrix.com\/Sales_Dev_Plan.html\" target=\"_blank\">We offer a solution for sales managers who want to grow their team.<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Just caught up to this SM&#038;M article &#8211; Advise from the Field. A couple excerpts: Rather, Feldshuh, the president of the merchant-services company, tries to gear agents to move from the lagging 80 percent into the top 10 or 20 percent of sellers. He does that through concentrated, thoughtful, in-the-field strategies, warming reps up to clients first with short, non-pitching meetings. Then he asks them to &#8220;open their mouths&#8221; and deliver a pitch just days after they&#8217;ve gotten their feet wet from dropping off BPS materials at prospects&#8217; offices. The tactic works, he says, and boosts their performance through gradual sales improvement rather than a do-or-die approach to closing the&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/01\/what-not-how-part-2\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,9],"tags":[],"class_list":["post-585","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-techniques"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-9r","jetpack-related-posts":[{"id":956,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/05\/sales-requires-mobility\/","url_meta":{"origin":585,"position":0},"title":"Sales Requires Mobility","author":"Lee Fratzke","date":"May 29, 2007","format":false,"excerpt":"What is your company doing to accommodate remote employees? That question is becoming more common in each subsequent interview I run with our customers. Sales has always been an \"outside-the-walls\" position, but now that truth is being taken to new levels. From Managesmarter.com's Get Competitive, Get Mobile (added emphasis): The\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2462,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/12\/emotional-decision-making\/","url_meta":{"origin":585,"position":1},"title":"Emotional Decision Making","author":"Derrick Moe","date":"December 2, 2010","format":false,"excerpt":"This excerpt is from the Herman Trend Alert and it highlights a very important fact for all salespeople (emphasis mine): \"Loyalty will focus more on emotions than on rational, incentive-based initiatives.\" According to behavioral economists, economic decision-making is 70 percent emotional and 30 percent rational. Thus, the loyalty programs that\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":850,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/04\/the-case-for-selling-systems\/","url_meta":{"origin":585,"position":2},"title":"The Case For Selling Systems","author":"Derrick Moe","date":"April 24, 2007","format":false,"excerpt":"Some companies believe selling systems are restrictive.\u00a0 Other companies view them as methodical and clumsy.\u00a0 I, for one, am not a fan of the sequential step approaches that require this question be asked first, followed by this question and so on.\u00a0 Those approaches drip with insincerity. But a selling system\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":2341,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/05\/sales-departure-time\/","url_meta":{"origin":585,"position":3},"title":"Sales Departure Time","author":"Derrick Moe","date":"May 20, 2010","format":false,"excerpt":"I do think there is an impending, colossal jump of sales talent in the very near future.\u00a0 The Herman Trend Alert speaks to this potential in their latest report: According to a new CareerBuilder survey, more than one-quarter (28 percent) of sales employers are concerned about losing their high performing\u2026","rel":"","context":"In &quot;Economy&quot;","block_context":{"text":"Economy","link":"http:\/\/selectmetrix.com\/blogs\/category\/economy\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1006,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/retention-in-a-downsizing-industry\/","url_meta":{"origin":585,"position":4},"title":"Retention In A Downsizing Industry","author":"Derrick Moe","date":"June 15, 2007","format":false,"excerpt":"We don't do much work in the pharmaceutical market but I do have a couple of friends who sell for the big players. SellingPower.com's article Have You Heard Who\u20ac\u2122s Hiring? discusses a downsizing trend in sales hiring that is occurring in that specific market. \u20ac\u0153The days of armies of sales\u2026","rel":"","context":"In &quot;Retention&quot;","block_context":{"text":"Retention","link":"http:\/\/selectmetrix.com\/blogs\/category\/retention\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":465,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/sales-time-wasters\/","url_meta":{"origin":585,"position":5},"title":"Sales Time-Wasters","author":"Derrick Moe","date":"November 28, 2006","format":false,"excerpt":"Sales & Marketing Management has a short article about what holds back sales reps - Companies Hamper Their Sales Reps. Some of the findings from the study: * Salespeople spend just 8 percent of their time prospecting and qualifying new customers. Yet they spend 23 percent of their time dealing\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/585","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=585"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/585\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=585"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=585"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=585"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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