Episodes
Monday Jan 20, 2020
HTSS31 - How to ruin a sales team (Part 2) Scott Sylvan Bell
Monday Jan 20, 2020
Monday Jan 20, 2020
How to ruin a sales team – Part 2
This is meant to be a tough conversation and some people will be uncomfortable.
Companies want top salespeople but they don’t want to deal with anything that comes with it. Closers can talk the office staff into doing things for them. Some salespeople go too far and cause problems for the office.
The Primadonna problem
Some salespeople think they don’t have to follow the rules or they think they need to lead the sales team in a phantom position. Sometimes the office is scared to say anything. The Primadonna is the guy or the girl that thinks the rules don’t apply to them
If you want to ruin a sales team quickly then punish the whole team for what the Primadonna did. If this person is not dealt with it can ruin an entire sales team.
If there is a favorite salesperson than the rest of the team sees what is going on. This favorite will ruin morale and cause extra problems.
Weak leadership causes dissension and frustration on the part of leadership. This is where sabotaging the favorite salespeople begin. Leads and reviews are played with. This will rot a team from the inside. On this path is a bully and the company doesn’t care.
Eventually the Primadonna thinks that the rules don’t apply to them, they need to make the rules and they need to tell the sales team what to do and how to do it.
The numbers don’t lie – revenue covers sins
The Primadonna salesperson closes the deals and the revenue makes up for the problems created.
The dead weight in the team is the other end of the spectrum. Salespeople look at those who cant close and wonder why they are in the building.
There are 3 types of salespeople:
- The favorites / Primadonna / closer
- Mid level sales staff
- Dead weight
The first group of salespeople
In the group of the top salespeople there are the favorites. This is the pet of the owner, executive or the manager.
The next person is the revenue gathering Primadonna and they get away with activities because of their revenue
Last in this group is the closer. Now this guy or girl can be straight up good and have no draw backs or they can be a mix of a closer and a Primadonna.
The second group of salespeople
In the second group you find mid level salespeople who are either new or don’t really have a ton of sales skills. This group of people get caught up in factions and make up most of the “team” member” for the manager when they have a special troop to rally. They don’t see how they are being played like pawns in a game most of the time. They are rewarded for treating the Manager or the Primadonna well.
The last group of salespeople
Last on the list is the dead weight that should not be on the sales team, they cant close deals and will never close deals.
Some of these games are “allowed” as a smokescreen to cover what is really going on. Some managers like the constant confusion so they can cover for what they are or are not doing.
The management team solution
- It takes a good executive or manager to be able to run a sales team. This means taking the time to find one
- Have good rules – know when salespeople don’t need to be at meetings
- Make sure the office staff treats salespeople the right way – salespeople need to treat the sales staff correctly as well
- Remove the dead weight from the sales team that will never be able to close deals. The rest of the sales team will be happy about this
- Reward the salespeople who do close deals. It doesn’t have to be money it could be recognition.
- Help those who are struggling
- Hire good salespeople
Sunday Jan 19, 2020
HTSS30 - How to ruin a sales team (Part 1) Scott Sylvan Bell
Sunday Jan 19, 2020
Sunday Jan 19, 2020
How to ruin a sales team (Part 1)
If you seek out to ruin a sales team it will happen. Th leadership that is picked to run a team does matter.
You will find that CEOs, executive or managers set the rules and the way salespeople are treated by the team and by the office staff. There is an ebb and flow of executives and managers for most industries. When there is a vacancy is where the problems begin.
How managers are hired
There are a few ways that companies look for sales managers. Some of the strategies for hire make sense while other do not. Here are the 4 main ways managers are looked for:
- Just hire someone for no reason since it need to be done
- Look for a salesperson through resumes candidate
- Get referrals and find a manager
- Get a head hunter and find the manager
Sometimes the sales manager is already wanted and companies will jump through hoops to make it seem like a manager was really looked for. What it comes down to is most of the time hiring sales managers are not really thought through. This is done on a whim or out of execution of control.
The worst sales manager
The worst manager to work for is someone who hates salespeople. This bad manager set the time for how salespeople are treated in the office by the rest of the staff. It is possible for a manager to set a bad tone and hurt the sales team.
What is said about the team is echoed in the office:
- Salespeople are crybabies
- Salespeople are paid too much
- Salespeople must bow down to the leads we give them
- Salespeople cant just sell when they want to, they have to sell all of the time
The trickle down effect
These issues with the sales team trickle down in the office. There is a ripple effect on how the salespeople are treated by the staff. It becomes open season on the sales team. The office staff that is a liability now think they can be rude, mean or demeaning to the sales staff.
It becomes the office staffs job to punish the salespeople on behalf of the management team.
If the executive or the sales manager has never sold they don’t understand how the games effect the closing rate out in the field while sales presentations are being given.
The games with commissions
There is a meeting at some point where the executive team looks at the pay out of total commissions and companies about how much is being made.
It becomes a “Its not fair” argument even when the team is selling.
The staff is told to deduct pay for erroneous reasons and to reduce the sales pay. The commission structure is played with and overall pay is reduced.
The people in the office take the role of punishing the salespeople. This comes in the form of scheduling and commission deductions. This is OK because the sales staff makes so much money.
The office staff is never asked to reduce pay on their hourly, just the salespeople.
The evil sales meeting
The new compensation plan needs to be rolled out. The team is brought in and told that the pay plan needs to be modified. The sales team looks around and wonder why they are being sacrificed.
Instead of worrying about a deal being closed with clients. Salespeople are worried about how they are going to get paid.
The sales team starts to rot form the inside out.
The sales managers team
A common event that happens is the manager or the executive will build a team to insulate them and the people are rewarded. The people on the “team” are fed the leads and get preferential treatment. Games with the leads and or schedules. If you are not on “the team” you are treated even worse.
The hidden benefit is that tough buyers are the best to learn who to sell to. If you get caught up in how leads are distributed it will ruin your life.
Meeting after meeting
All leadership will play games and they revolve around commissions, scheduling and meetings. When sales managers feel like they are out of control they will hold multiple meetings with no point. The salespeople “make too much” so meetings are started to control pay.
The wrong executive and or sales manager will ruin chemistry. Salespeople will look to leave the company and there is a mass exodus. The next thing is executive and or manager is fired and then the wrong person is picked to run the team and this madness starts all over again.
Man or a mouse?
The real question is for executives do you want a man or a mouse? Do you want a strong sales manager or someone who just rolls over for executives? Most companies want a sales manager with a spine of a linguine. These weak sales managers will not work for or protect the salespeople. This one thing alone will tear down the sales team. Salespeople should not be worried about the executive or manager, they should be worried about closing deals.
How to build a top sales team
If you want a top sales team you will want to look for the right person. You need to decide if you want a man or a mouse because this matters for the team. Most companies want a mouse and not a strong manager so that they can do what they want without push back. Strong leadership will defend the sales team and this does matter,
Scott Sylvan Bell
@scottsbell
#sales #closer #success #Hawaii #howtosellshow #closer #podcast
This episode was recorded on the North Shore of Oahu at Hale’iwa Ali’i Beach Park
Saturday Jan 18, 2020
HTSS29 - The importance of emotions in sales - Scott Sylvan Bell
Saturday Jan 18, 2020
Saturday Jan 18, 2020
Emotions in sales
Most sales training leaves out the elements of emotions in sales presentations. You will learn the ability to sell on logic. When you deal with buyers where you have to prove facts you will get an argument as a bi product.
People are scared to use emotions in daily life because it can be seen as vulnerable. It can be uncomfortable to open up to others about what is going on. You will hear the phrase people buy on emotions and justify on logic. Most training has it backwards and starts with the logic first. Your ability to use emotions in sales the right way is your super power.
There are multiple shows and movies about attorneys. When we see people try to change minds in these mediums we see how logical arguments win the battle. Most persuasion events in shows are logic based, with the undertone of emotions not explained.
Attorneys argue on fact, so when you model wat you see you try to argue with people to prove your point.
Sales training history
Most sales has not changed since 1940s, what is used now for the most part is pieced together content. When people came home form world war 2 they were used to being told what to do from working for the Government. There were cultural elements at play. Large scale sales efforst were not used since the great depression. For almost 20 years sales skills were not needed to the extent after WWII.
Why some find emotions in sales tough
Most people cant use emotions in a conversation without feeling like they will be used against them. Emotions have been used against people so they become uncomfortable using them in communications.
For the most part we are adverse to emotional manipulation it makes people uncomfortable. Sometimes talking about emotions can take us to a bad spot or even a bad relationship.
Women have a biological advantage in sales:
Most people in sales are men and we are not supposed to not talk about emotions. Women can beat men in sales because they are used to talking about emotional concepts. Women when they talk to each other are more willing to open up for the most part.
This is not an absolute and for every example there is a counter example.
Women are better equipped and conditioned to use emotions in a sales process. If you get a chance to watch a women present they are more willing to broach the conversation. This is a skill men could learn from women they do not typically look at.
How to use emotions in sales
If you want to learn how to use emotions in sales, start in your own life. You can start with a few emotional conversations. This means you will need to be vulnerable with the person you are talking to. Its best to start slow and say “It felt good to have the conversation”.
I feel that you are saying…
May be a good way to start a conversation but you will need to watch your vocal pitch and tone.
In the beginning it feels wrong and you will have the urge to pull back, you will need to fight through it.
Talk to about this idea to a significant other. This conversation can make you uncomfortable. You will need to be able to explain how it will benefit your relationship as well as help you close deals.
Places to learn about emotions in sales:
If you want to learn how to use emotions in sales you can watch drama movies. There are elements you will need to look for. You will want to watch for places where tension is used.
You can grab a note pad and pen and outline or map out the emotions in the movie. Look for the emotional charged conversations. Chart out how the emotions are used to play the people watching the movies.
Look to the elements of the movie:
- Music
- Action sequences
- Conversation
- Time between events
- Tension
- Plot
Emotional questions you can ask in a sales presentation
The way you work emotions in to sales is you start small. You do not need to go to crazy town with your efforts. Just add one question into your sales presentation. Once you get good with one question add another.
- Ask how did that make you feel
- What emotion did that make you feel
- Do you feel good about this
Yes, other salespeople will be uncomfortable with your use of emotions:
You cant really worry about other salespeople and what they do. For the most part 80% of salespeople out there are not good anyway.
What you can do is watch really good salespeople. Look to see where they use emotions in sales to their advantage and the types of questions they ask. You do need to learn the skill and learn how to ask emotional questions. You don’t know what you are looking for unless you work out ways to spot emotions in sales content.
Most salespeople who watch a closer will say “I am already doing this” what they don’t see is how the words and questions are used.
Part of this selling on emotion and justifying with logic is telling stories. Top salespeople use emotions in the sales process ties to emotions.
These events are invisible to you since you have not used them or practiced them.
The real secret weapon in sales and persuasion
Here is the real way for you to get really good at emotions in sales. Learn how to anchor. You will want to look up Tom Vizzini and Kim McFarland at persuasioncodes.com
You can use anchoring skills on the phone or face to face with people. I use these skills to get free upgrades when I travel. I use this skills to ethically persuade people who “cant be persuaded”. When you know how to use emotions in sales you deals are easier to closer.
The last warning
When you use emotions in sales you must deliver what you promise. If you use these processes wrong it will feel like manipulation to the person you are working with. If you choose to burn people or treat them poorly you will need to prepare for a wrath like you have never seen.
Scott Sylvan Bell
@scottsbell
#sales #anchoring #persuasion #howtosellshow #closer #success
This episode was recorded on the North Shore of Oahu Hawai’i at Hale’iwa Ali’i beach park
Friday Jan 17, 2020
Friday Jan 17, 2020
Focus is your secret weapon in sales and business
There are plenty of actions that can pull you away from getting projects done. Most salespeople lose out on deals because they are not effective with their time.
You can lose out on deal because of a few items that you may not have thought of:
- Emails
- Got a minute meetings
- Phone calls
- Sport conversations
- Trash talking other people
- Water cooler talk
Losing momentum is time crushing by 20 – 30 minutes per interruption. If you are working on a task you do have to know that every interruption adds to the time to complete the project. This just isn’t in the interruption it is also in the time it takes to get momentum back again.
Putting out fires:
You do have to put out fires and problems or you will end up with more concerns down the road. If you have a client that needs your help you may be able to schedule time to see them once your project is completed.
Inspect your time:
Where are you wasting time, if you want to see something telling keep a list of interruptions. You will be surprised at how many times people stop you.
People want to tell you all about their problems:
- Bad clients
- Deals they closed
- Personal problems and issues
- Business problems and issues
You have to decide who you are going to be to people and when you will talk to them.
You may have to treat friends differently than co workers. There will always be people in your life that you have to deal with but do not want to. When you set the rules early on this does help.
Your worst enemy is people who interrupt you and that do not value the time you have. If you give people time they will take it just about every time.
Solutions short term and the long term and the long term for focus:
- Set a schedule – don’t interrupt me have some powered focus – opera playing
- Do a task until it is done “Do it until its done” – Dr Kevin Hogan
- Know things will break, there will be problems – the bigger the problems the more the problems
- Discouragement breaks most people – most calls I get are about discouragement and why closing isn’t happening
- Say your problems out loud and get them off your chest
- Hire a gate keeper so you don’t get distracted – Dan Kennedy
- Use a digital calendar – Calendly is one service you could use
- Charge people for your time
- Put your phone on Airplane mode
- Don’t react to the phone ringing
- Check emails 2x per day
- Check social media 2x per day
- Wear headphones
- Use otter.ai – talk through a problem or word track
- Meditation
- Exercise on a regular basis
- Get enough sleep
- Get out to nature
- Map out what you are going to do an expectation
- What will you do at a moment of failure – hap hazard list
Scott Sylvan Bell
@scottsbell
#sales #focus #Hawaii #Podcast #howtosellshow
This episode was recorded on the North Shore of Oahu Hawaii at Hale’iwa Ali’I Beach Park
Thursday Jan 16, 2020
HTSS27 - Sell me this pen answer and problems created - Scott Sylvan Bell
Thursday Jan 16, 2020
Thursday Jan 16, 2020
Sell me this pen and the common mistakes
Salespeople have various responses to sell me this pen. You will find those who request you to “Sell me this pen” believe in a whacky sales tradition that was started a long time ago. The aim is to get proof you know how to sell.
The tradition of sales has dicated that sales managers get you to sell a pen to them to show your skills.
You will find this is how the sales manager learned how to sell or what they were requested to do in a job interview.
Salespeople think sales is one thing but it isn’t always what they think it is. Persuasion can be subtle and it isn’t always about features and benefits they way you see some people push training.
Sales is like a religion so you may think how you sell is the only way to close deals. You may have been brought up with aggressive sales tactics from your coaches or mentors. You may have had a passive coach or mentor first. What you need to know is whoever taught you in the beginning has influence on how you look at sales and being in sales.
When it comes to sell me this pen answers most sales managers or salespeople know what to look for. A good sales manager is looking for what actions are being taken:
- Enthusiasm
- Composure
- Nervous energy
- Asking questions
Plenty of sales managers come from not being able to close deals, they are a nice guy and so they judge sell me this pen answers on what they would do in a presentation.
80% of sales managers are not good at what they do and they pass problems onto the world of sales. They are looking for what they think sales is and not what it really is.
Asking questions in a sales presentation is always better than benefits being bombarded on a buyer without knowing where to start.
Salespeople are ruined by thinking they are being trained the right way and that talking alone is the greatest way to sell.
If you want to learn how to sell a pen you will want to start with questions instead of all of the cool things the pen can do. Asking great well thought out questions is how to close deals.
The Wolf of Wall Street is a great movie but this is meant to be entertainment and not sales actual sales training.
Glen Gary Glenn Ross is not sales training this movie is meant to be an idea of reality. Yes there are games played with leads but always be closing is dying on the vine.
I have a few videos on YouTube about sell me this pen answers and people tell me I am doing it wrong.
As a salesperson you must understand the objection you are getting from your buyer not the one you think it could be. The challenge of Sell me this pen is a challenge to sell the pen. The challenge isn’t for how much, how many, what color or where to get a pen. Your only job is to get the other person to say I want one or I will buy it.
My version of Sell Me This Pen
What do you like about the pen?
How would you use the pen?
What would you give me for it?
Once they give a price the pen is sold.
The Problem in the world of sales is you are creating the objections you are getting. You are assuming you need to be in one place when you need to be in another when dealing with your buyer. You have to drag out the objection in a slow methodical method.
Can I trust you enough to buy from you is really what most buyers are saying with an objection. Will you take the time to work with me. Discounts and price matching is the go to answer for most salespeople and this leads to regret after the “decision to buy” has been made.
The Key for sell me this pen answer is in what you do to find the answer
- Ask really good questions
- Reversing
- Tell me about
- What do you mean about
- When you say _________ do you mean ___________
Objections are where you need to slow down and be patient, Salespeople want to get to the end so they speed up the process and lose the deal. Buyers don’t know what they get buyers remorse. Most objections are never answered and the buyer knows it once they sign on the dotted line. If you want to learn how to be a closer in sales you will need to role play and practice. You will also need to slow down at the end of your sales call and control the clock to close more deals. If you want the sell me this pen answer it is all about asking questions.
If you get objections when selling a pen you can use the objection destroyer created by Tom Vizzini
Scott Sylvan Bell
@scotsbell
#sales #closer #success #Hawaii #sellmethispen
This episode was recorded on the North Shore of Oahu at Hale'iwa Ali'i Beach Park
Wednesday Jan 15, 2020
HTSS26 - The power of no in business and sales - Scott Sylvan Bell
Wednesday Jan 15, 2020
Wednesday Jan 15, 2020
The power of no in business is real and you can use it to your advantage. Telling people no is one of the best tools you can use to free up time and get projects done.
You will want to work on your time and not an emergency form someone else. To make this happen you will want to set clear boundaries.
People will eat up your time if you don’t think your time is valuable with:
- Phone calls are interruptions
- Got a minute meetings
- General interruptions
The more you are interrupted, the more time it takes for you to get your momentum and complete tasks.
Here are a few tools that you can use to your advantage:
- Use air plane mode to help with momentum by not taking calls for a set time
- Limit social media usage
- Find a place where nobody will bother you so you can get stuff done
- Use technology to tell people no instead of saying it yourself by using online calendars
You will find there is a subset of wasted time you may not have thought of. Some people in your office or management may want you to do their projects and get on their teams. You have to be careful so you are not a pawn in someone’s time game.
When you are asked to join in on a project you will want to figure out the motive of the project, to do this you will have to ask questions. Be willing to look for the conversation the person or group does not want to have.
There will be times where people want a quick answer and your best bet is to let them know you ae busy.
Momentum:
Other peoples projects with pull you from your momentum. Every time you are stopped you don’t just have to get started again you have to get back into rhythm. A 30 minute interruption is closer to a 1 hour interruption.
Drama
Cut people out of your business day that have drama, they will eat up your time. The story has new player but never really changes. People who create drama destroy your momentum past the time you talk to them. People with drama dump their problems on you and walk away, this destroys your momentum in sales. The power of no in sales is real and it can help you close more deals and increase your income.
How to use statistics to your advantage
When you manage your time you can figure out what time are you most profitable for any aspect of your time. You may find you are better at follow up on a set night and time, do not schedule work for these times.
When you figure out how valuable your time is you will find that you can increase your closing rate, income and the time you spend with your projects
Scott Sylvan Bell
@scottsbell
#sales #timemanagement #closer #success #Hawaii
This episode was recorded on the North Shore of Oahu Hawai’i at Hale’iwa Ali’I Beach Park
Tuesday Jan 14, 2020
HTSS25 - Never hire another bad salesperson again - Scott Sylvan Bell
Tuesday Jan 14, 2020
Tuesday Jan 14, 2020
If you really want your organization to grow you will look to never hire a bad salesperson again.
There are multiple misconceptions about hiring salespeople. Most of the problems in sales is created how salespeople are found and hired.
Old school sales strategies are looked at as the way to close deals. Great salespeople are asked to be sales managers and that manager does not know what to look for.
Good salespeople are thought to be good at building rapport.
People pleasers are a problem in the world of sales causes
- No dealing with objections
- Price matching and discounting
- The fear of hurting feelings take over
This is a huge problem because the salesperson relies on price alone to close deals. Since the salesperson is a people pleaser they will go too far one way when working with a buyer.
Weak salespeople lower the price of a product being sold in a marketplace. When you follow the 80/20 rule in sales you will find that 80% of salespeople should not be in sales.
If you want to hire a good sales rep these are the traits top salespeople have:
- They are good looking
- They are funny
- They don’t always understand social situations
When you combine 2 of these traits you have the ability to have a closer on your hands. When someone has 3 of 3 of the traits most of time that person is a fantastic closer.
Managers typically look for the traits of a people pleaser since they may not be able to build rapport with a closer the same way.
You will find the reasons people pleasers get into sales is they are talked into it and they cant say no. It may also be a significant other wanted them to sell for the income.
The office staff tends to dislike salespeople because of the ability to sell the idea of doing things for them. Salespeople also have the better income and this makes the office staff mad as well. What will happen is a sales manager will look for the easy person to manage and skip over the closer so they can get the easy person to work with. Most companies do not know how to hire a good sales representative because they were not trained to do so.
In any sales or organization 1/10 salespeople will be a closer. The next 3 people should be in the office and the other 6 should be trained or let go. Weak salespeople are tougher to manage since they leave a wake of destruction behind them and they have lower margins over the long run. Good salespeople may be a challenging to work with but they bring in money or revenue.
People pleasers are nice but they are not closers.
Salespeople get frustrated with the churn in the world of sales.
Scott Sylvan Bell
@scottsbell
#sales #success #closer #80/20sales
This episode was recorded on the North Shore of Oahu Hawai’i at Hale’iwa Ali’I beach park
Monday Jan 13, 2020
Monday Jan 13, 2020
The Hawaiians have a proverb and it is No Rain No Rainbow. This means that if you dont have to go through adversity or problems there is no win for you later. You need the struggles to get better. The struggles and tribulations you go through and you deal with do make you better.
Its easy to get caught up with what other people have done or are doing. Sometimes these events look easy to them. Most people who you see have it easy have had it tough somewhere else. Not everyone is naturally talented at something. Most endeavors will take hard work and effort.
One way to make events easier is to look for small victories instead of the huge trophy. Where is the line in the sand with people who give up. Can you make it to that point instead of the finish line and then move the goal post? Where is the point where 80% quit, when you line this out you can find where your dash to achievement is.
Layer the point where the next 10% give up, figure out where the next 5% give up and then keep moving forward.
We all have something that we gave up on for whatever reason and look back with regret. I gave up on playing the guitar in 3rd grade. There are times where I wish I would have stick with it.
People look to you at a hero for the steps you have taken. Plenty of people will not event try but they still look to you for inspiration. You have people cheering for you that you don’t see. Look for the person silently cheering for you. If you cant do it for yourself do it for someone else, what would they say or they do to encourage you to get there?
Be willing to ask for help, the fear of looking dumb will stop you sometimes but a good coach or mentor has heard it before.
Instead of looking for all of the reasons to quit, look for all of the reasons to keep going. You may even get some advice from a coach or mentor will hurt your feelings. A coach or mentor is supposed to tell you what you need to hear and not what you want to hear.
Look for small victories and memorialize them. I was able to speak back to back at Kevin Hogan Influence Boot camp. Both my parents were in the front row cheering me on. I have a picture of that in my phone when I struggle.
On my YouTube channel scottbellconsutant I shoot anniversary videos every 50th videos to prove a small victory.
Memorialize and celebrate all victories since we get torn down significantly in business. This is your chance to build a file for the hard work you have done. You can learn this tip from Copywriters, they will put celebrations in a folder for when they struggle.
Find someone who will cheer for you and maybe you need to cheer for them.
A rainbow is a reward for weathering the storm
You can do it, keep going
Scott Sylvan Bell
@scottsbell
#sales #encouragement #Hawaii #Norainnorainbow #success
This episode was recorded on The North Shore of Oahu Hawai'i at Hale'iwa Ali'i Beach Park
Sunday Jan 12, 2020
Sunday Jan 12, 2020
Training or coaching without accountability and consequences is absolutely worthless.
You will find that most training or coaching goes unused. Salespeople and even sales managers will pick and choose what part of a program they think will work. By not using a full process the training madness circle begins. A trainer is brought in to teach a process that is supposed to work. The team picks what they want to use. The team makes a Frankenstein presentation based upon multiple sources and the deals are not closed.
The company says “hey the deals are not being closed, we need to find another sales trainer”. What it came down to is:
- No expectations are set with the company or the employees
- No consequences were set from not closing deals
- No accountability was put in place or executed upon
The sales team has not other reason to look at the training as full on entertainment. The sales team says “Oh I like that word track, I am going to use that”. The circle ends with another trainer brought in and the cycle starts all over again. The numbers go up and the number go down.
Once the excitement wears off from the trainer the team pulls back. This is poor management all of the way around.
Keys to success with a coach or trainer
- Set expectations for the team and numbers
- A good coach or mentor can lay out a plan or recipe
- The accountability conversation needs to be had
- What does success or failure look like
- The team must understand what is expected of them
- The introduction needs to happen and the team needs to be there for the roll out
- Accountability must happen with the team and it has to be used
Poor salespeople blow the lead because they were not prepared to make the sale. They were allowed to take a lead or an up they never should have been on.
Most managers are scared to offend a salesperson. Managers may not have ever been taught how to have the tough conversation. Salespeople are told to fix the problem but they have too many Frankenstein lessons to learn from.
Here are a few ways to help a sales team:
- KPI’s (key performance indicators) must be looked at daily, weekly and monthly
- Poor performing salespeople need real training that is consistent
- There must be consequences for not doing the job, what happens next when deals are not closed?
- Coaching, mentoring, side by sides and ride alongs must be used to help salespeople learn how to close deals
Most companies carry way too much dead weight. Companies don’t know how to hire or help the salespeople who cant close. The 80/20 sales rule comes into play and weak salespeople are kept.
Scott Sylvan Bell
@scottsbell
#sales #closer #success #hawaii #accountability
This episode was recorded on the North Shore of Oahu Hawaii at Hale'iwa Ali'i Beach Park
Saturday Jan 11, 2020
Saturday Jan 11, 2020
If you are looking for adversity in life examples there are only so many you can find. The 7 examples given are mostly the mental games played. There are the life issues where there is suppression by force and that list is not added for the business section. There are people that will hold you down physically. It is your job to find the mental toughness to beat the adversity.
When you group the list together you will find 7 areas of discouragement and then most of the other areas become a subset.
You will find that in business in sales most problems faced are talked to you from someone. There are 7 main things they will tell you and a few you will tell yourself.
- This isn’t good enough / you are not good enough
- Your idea wont work / your idea is stupid
- Nobody will like this
- You cant do this / I don’t believe in you
- I will be made fun of or ridiculed
- Looking dumb in front of peers
- I am going to get rejected and I am going to be told no
Most of these fears are built around rejection or the fear of rejection.
Sometimes you need to borrow the belief from others that everything is going to work out. Some of the people you can borrow the belief from you will never meet in real life. Plenty of people are cheering for you and you dont even know it.
Keep going and putting in the effort. Everyone faces adversity whether physical or mental. You have this, you can do it ... Keep going!
Scott Sylvan Bell
@scottsbell
#sales #closer #success #adversity #discouragement #youcandoit
This episode was recorded on the North Shore of Oahu Hawai'i at Hale'iwa Ali'i Beach Park