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Leading Breakthrough Sales Performance: 6 Quick Tips for Every Sales Leader

Speaker, Consultant, Agent of Change um Ryan Estis & Associates
9. Jul 2014
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Leading Breakthrough Sales Performance: 6 Quick Tips for Every Sales Leader

  1. Leading Breakthrough Sales Performance How the world’s best brands are turning customer transformation into an opportunity for growth. www.ryanestis.com
  2. Being a sales leader is a lot different than it was 20 years ago. Or even 5 years ago. First things first: www.ryanestis.com
  3. Customers are more informed. The sales cycle looks completely different. What’s changed? www.ryanestis.com
  4. Peter Ostrow The Aberdeen Group “Because of online research, the pendulum of power has swung very much over toward the buyer. The majority of the decision cycle happens before the sales rep ever speaks with the prospective buyer.” www.ryanestis.com
  5. Leading a sales team isn’t a hands-off, corner-office job anymore. www.ryanestis.com
  6. ? How can you make sure your sales team is ready to meet customers where they are today? www.ryanestis.com
  7. Recruit students of the industry. 1. www.ryanestis.com
  8. ? Today’s most successful sales reps have a very different DNA than they did a decade ago. Look for salespeople who are curious, interested in the industry, and committed to managing their own learning and self-development. www.ryanestis.com
  9. Teach sales reps to be trusted consultants. 2. www.ryanestis.com
  10. ? Teach your team how to thoroughly prepare for every sales call and ask customers insightful questions. www.ryanestis.com
  11. ? Then, audit every call. Give reps direct, honest feedback. Manage underperformance. Raise the bar. www.ryanestis.com
  12. Questions you should ask after a sales call: What are your customer’s key value drivers? What commitment did you earn today? Are you advancing the relationship or just presenting information? How did I add value? How will I be remembered by the people I worked with today? www.ryanestis.com
  13. Effectively motivate your team. 3. www.ryanestis.com
  14. ? Salespeople are motivated by more than just money. www.ryanestis.com
  15. Engaged employees are driven by: A feeling they can grow and develop at work. Confidence in the future of the organization. A sense of personal accomplishment at work. Being connected to the organization’s values. (Source: Modern Survey study, fall 2013) www.ryanestis.com
  16. ? Create team goals and celebrate big wins. People are motivated by working together and achieving goals as a team. www.ryanestis.com
  17. Learn how to manage the new workforce. 4. www.ryanestis.com
  18. ? Millennial. mil•en•ee•uhl noun 1. Anyone who was born between the early 1980s and the early 2000s. 2. Your new workforce. www.ryanestis.com
  19. Millennials approach work differently than Gen Xers or baby boomers. They want regular feedback, coaching and career development. They like using new tools and technology. They value flexibility and open-mindedness. www.ryanestis.com
  20. But that doesn’t mean they’re lazy. Once millennials get into the workforce, they generally want to have an impact immediately. “They have career aspirations, they know they’re going to work hard, and they already have their sleeves rolled up.” - Aaron Williams, sales director, HP www.ryanestis.com
  21. ? Smart companies are shifting to be more compatible with youngerworkers’expectations. www.ryanestis.com
  22. Get smart about technology. 5. www.ryanestis.com
  23. ? New tools make it easier than ever to gather data about your team’s performance. Use that data to make smarter leadership and coaching decisions. www.ryanestis.com
  24. Embrace social selling. 6. www.ryanestis.com
  25. ? 72% of B2B buyers said they used social media to research the solution they purchased. (Source: Demand Gen Report research, 2014) www.ryanestis.com
  26. ? Social media is the ultimate leveling of the playing field. Every tweet, blog post and video is a potential sales asset. www.ryanestis.com
  27. ? Social selling isn’t about the latest tools or technology. It’s about meeting your customers where they are. Social media helps power referrals! www.ryanestis.com
  28. ? 5 things you need to do right now if you’re a sales leader. Watch the video: WATCH NOW www.ryanestis.com
  29. Get the full story, including examples from sales leaders at the Dallas Cowboys, Grainger, Hewlett-Packard Co., MassMutual and Medline. DOWNLOAD THE EBOOK & SHARE IT WITH YOUR TEAM www.ryanestis.com
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