A statistic from the Career News newsletter (sorry, no link): One in four U.S. workers is resolving to get a new job this year. The survey found that 26 percent of employed Americans said they will look for a new job in 2008. I thought that number seemed somewhat low – I was expecting a number closer to 33%. Retention will always be a top priority for sales managers, but it may be that the slowing economy will cause more workers to stay in their current positions this year.
Continue ReadingThe Pain Of Change
We’re big fans of Jeff Thull here at The Hire Sense and we always try to keep up with his articles. This one from Inc.com – Three Keys to a Successful New Year – is well worth the read. Ok, we might be a bit late getting to this one since it’s theme is for the new year. I have always appreciated a doctor analogy for selling and I think Thull lays out a good example here: Like an experienced doctor who continually diagnoses for problems and recognizes symptoms, you see the issues your solutions address far more frequently than your customers do. You know the business drivers that your… Read More
Continue ReadingQualifying Is In The Questions
Successful selling is far more than being a smooth talker. It requires the ability to listen attentively and move within the conversation. This principle is discussed in a ManageSmarter.com commentary titled Build Sales Relationships: Consultative Questioning. The opening recollection of the author’s first sales position is excellent: I marched into orientation, ready to close like a champion. That’s when my real learning began. My manager opened training with a startling insight: “Want to be successful in sales? Keep your mouth shut and your ears open.” His approach contradicted everything I read: He stressed dialogue instead of dominance and questioning in place of presenting. And he always customized his approach based… Read More
Continue ReadingDeal-Killing CEOs
ManageSmarter.com offers an article I could have penned – The CEO as Salesperson. I can relate to this sales call: After initial introductions, the CEO took over the meeting and, ignoring the agenda, began a detailed demo and discussion of the product. He set about to demonstrate the superiority of the product and his own knowledge of the industry. He argued with the prospect, dismissed their questions and points of view, and then couldn’t understand why they didn’t buy immediately. It took the regional manager nine months to recover and get the sale. My experience with the CEO in a sales call most often followed a similar form with even… Read More
Continue ReadingCold Calls Or Connections
We have been debating the merits of cold calling recently here at Select Metrix. My take is that it is an archaic approach that appears active but produces little. I don’t recall the other argument since mine was so persuasive (that ought to get Lee going). Here is another take on cold calling from one of the Inc.com blogs: First, no more cold calls! They don’t give enough of a return, and we typically have the wrong people doing them (the new hires). Instead, let’s try Six Degrees of Separation for business. If the world is truly “connected,” — and it is — why make cold calls when we can… Read More
Continue ReadingProspecting Perspective
I haven’t seen this quote before, but it comes from the JustSell.com daily newsletter: “Every strike brings me closer to the next home run.” Babe Ruth (1895-1948) American baseball player So much of sales success comes down to perspective and attitude. The Babe’s approach would be a good starting point for prospecting, especially if you are facing many “no’s” from prospects.
Continue ReadingThe Wrong Stuff
Are you aware of all of the interview questions being asked behind close doors at your company? There are many hiring managers who are unaware of what constitutes a good interview questions. Most managers know enough to avoid questions regarding marital status, religion and ethnicity, but how about the oddball questions? Don’t ask, don’t tell from MarketWatch discusses some of the odd questions that occur during an interview. “Why aren’t you married yet?” “Would you join a church to get a job?” Those are just two examples of questions job seekers said hiring managers asked them in a job interview, according to a new survey of more than 3,000 job… Read More
Continue ReadingSelling-You Can Always Get Better
ManageSmarter.com offers this article – If You Want to Improve, Train Your Brain – regarding the need for salespeople to have a broader skill set in today’s market. That is a trend we have seen over the past few years and one that is sure to expand. Ok, I know sports analogies can get tiresome, but I did appreciate the “subtitle” of this one (emphasis mine): “Selling is like golf: You will never be perfect but you can always get better,” Johnston explains. “Even the pros lose their swing at times, and it is good to get coaching when that happens.” You can always get better at selling – how… Read More
Continue ReadingTopgrading The Sales Force
That is an excellent turn of phrase from Dave Kurlan’s recent blog post. He provides an excellent explanation of how hiring processes regress to the stereotypical approach that leads to “safe” hires that don’t produce sales. I know Kurlan is accurate because we see this regression occur first hand. Companies often become frustrated with the process itself. Some would rather hire anybody than wait for the right person to come along. When they get frustrated they don’t follow the process and won’t listen to expert advice, defaulting instead to their old position of taking somebody they like, who fits the industry profile, rather than the other compromise, taking someone who… Read More
Continue ReadingA Cover Letter With Odd Confidence
This excerpt is from the cover letter of a salesperson: Telemarketing There is no better. willing to work Short Term, Long Term, Temp. Commision, depending on rate of pay. Currently i am working a sales job, however, i do not like it, although i am very good, great at it I am only making $7 an hour. Pass.
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