Tag Archives: customer

Characteristics of the Most Successful Sales Professionals

By Jeff Beals

You’ve surely heard about the 80/20 rule, which says 20 percent of sales professionals do 80 percent of the business.  I have generally found that to be true.  In fact, at some companies, it’s more of a 90/10 rule.

What does it take to be among the top 10 or 20 percent of producers?

When I look at the top producers with whom I work as a consultant, I see common characteristics that are consistent regardless of industry.  I like to call them “sales success factors.”

Characteristics of Top Producers

1. They are highly goal-oriented and monitor progress throughout the year.

2. They are obsessed with prospecting and disciplined to do it every day.

3. They have balanced personalities: Assertive and competitive but not aggressive or passive. In other words, they have a desire to win but still put clients’ interests first.

4. They tend to be more ethical than mid-level and under-performing reps.  This one might surprise some people, but unethical behavior will eventually bring down an otherwise successful sales practitioner.

5. They are always curious and have amassed extensive knowledge of their local, territory and/or industry marketplaces.  They have deep product knowledge.  They have most key things memorized, but if they’re asked something they don’t know, they can find the answer immediately.

6. They build and maintain relationships with a large, diverse group of people to whom they go for business opportunities, referrals and insider information.

7. They are organized in both their personal and professional lives.  They have a system of good habits.  They treat their time like it’s a precious resource.

8. The have the mindset of success: quickly accept responsibility for their mistakes and graciously accept credit for their successes.  They tend to be me more optimistic than pessimistic.

9. They are unapologetic/unashamed about working in sales and believe that selling is a critically important function in the overall success of the economy.  They are proud of what they do for a living.

10. They’re not afraid to call the question.  When it’s time to close the deal, they don’t hesitate.  They get it done.

As you read through the above list, how do you see yourself?  How many of these 10 success factors describe you?  If you are the leader of a sales team, how many of your reps possess most of the characteristics?

If any of the characteristics are weaknesses for you, now is the time to work on those deficiencies.  It’s never too late to develop better skills, habits and behaviors.  After all, there’s more room at the top than most people think.

IMPROVE YOUR PROSPECTING SKILLS!

Do you sometimes struggle with exactly what to say to get new prospects to engage?

If so, then you absolutely cannot miss our virtual training session on the new sales business language.

Join us, as we share:

  • Exactly what to say to engage a cold prospect
  • How to create value as a though leader
  • The tricks to identify your powerful insights which move clients to engage
  • How to completely differentiate yourself from your competitors.

You do not want to miss this content-heavy webinar on Oct 17th at 10 AM CT, as you will leave with new prospecting business acumen that will get prospects to engage.

You can include your whole sales department for just $99.  You’ll learn the strategies leading-edge companies are using to cut through the commoditization clutter and stand out.

Sign-Up NOW:  Oct 17th at 10 AM CT

Jeff Beals helps you find better prospects, close more deals and capture greater market share. He’s an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He delivers compelling speeches and sales-training workshops worldwide.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.

To discuss booking a presentation, go to JeffBeals.com or send an email to info@jeffbeals.com or call 402-637-9300. 

Face-to-Face Selling Is Still Powerful in a Virtual World

By Jeff Beals

National associations are famous for holding big conventions each year.  Some conventions are so big they attract tens of thousands of attendees.

As you might imagine, it takes a great deal of work to pull off one of these major events.  Programs need to be planned, speakers booked, volunteers recruited, attendees encouraged to attend and logistics squared away.

One of the biggest decisions is where to have the event. When a meeting planner is looking for a venue for a convention or an industry meeting, they consider a number of factors:

  • Quality of the meeting facilities
  • Nearby attractions
  • Proximity of entertainment and restaurants
  • Ease of transportation

And then there’s the hotel.  Planners prefer a hotel that is either big enough to host the event itself or is right next door to a major convention center.  The hotel must be nice-looking, offer a range of amenities and have an adequate number of rooms.

But there is one thing that is an absolute MUST in order for a convention hotel to make the cut:  it has to have a large, full-service bar.

Yep, that’s right.  A great bar and lounge area in the convention hotel is generally considered a non-negotiable requirement.  Why?  It’s not because convention attendees want to drink more on the road than they do at home (although they typically do).  It’s because of something much more important – an age-old, primitive business practice known as networking.

Isn’t that interesting?  Organizations spend large amounts of time and money making everything just right for a convention, yet one of the most important parts of the experience comes when attendees retire to the bar after the last general session and simply network – build ties and bonds with their colleagues from other cities, states or countries.

They share ideas, refer business and counsel one another.  Despite the many sophisticated and highly valuable things modern business meetings offer, much of the value that comes from the event occurs in the evening in the crowded hotel lobby bar.

We professionals think we are so sophisticated, yet we’re still hopelessly tied to our ancient social instincts.  You know what?  That’s okay.  People make business interesting.  People make business meaningful.  People make business worthwhile.

No matter how sophisticated we become, nothing is as effective as in-person learning and one-on-one networking.  Those companies and professionals that remember this tend to do better and sell more products and services.

We have access to live webinars, digital recordings, interactive online learning programs.  Nevertheless, people still love to experience events in person.  They still benefit from taking continuing education courses in a room full of people from a qualified person standing there in the flesh.

Think about it…We have so many ways to deliver our sales messages to clients via mass media, social media and sophisticated email campaigns.  Nevertheless, sales practitioners still have to call prospects on the phone one at a time or show up at their offices to make a pitch.

It’s easy to say “no” to an advertisement, a tweet or a mass email.  It’s harder to say “no” when someone sits down with you, listens to your needs and wants and personally explains why their product or service will benefit you and your unique situation.

Don’t be misled and lulled to sleep by all the wondrous selling/marketing tools at your disposal.  While those technologies certainly help, you still have to reach out and shake hands if you want to make it big.

The next time you go to a convention, test this out.  Enjoy the speakers, take notes at the break-out sessions, attend the awards banquet, but at about 9:30 p.m., stroll through the hotel lobby bar.  Notice how many people from your convention are there.  Join the conversation and build long-term collegial relationships that can enhance your success for years and years to come.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant. A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events in 2016. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events in 2017!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Your workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

I’m in Phoenix and had breakfast earlier this morning with our semi-retired sales representative who is doing some continued work for us here.  He attended your sales meeting last week and told me that in 43 years of selling, you were the best he had ever heard.  Thanks for a great experience.” – Drew Vogel, President & CEO, Diamond Vogel Paints, Orange City, IA

(402) 637-9300

Important Differences Between Sales Leaders and Sales Managers

By Jeff Beals

A sales manager is the person responsible for making sure the sales staff is in place, equipped to succeed and motivated to compete. Good sales managers think quickly on their feet and take immediate, decisive actions to mitigate any threat to the organization’s ability to sell.

Sales managers facilitate the sales process and protect the organization’s ability to do deals. While the term “sales manager” is the typical, generally accepted title of the person in charge of sales, the term “sales leader” is more appropriate. A manager supervises details. He or she makes sure tactical work is accomplished in an efficient manner. A leader makes sure those tactical tasks are completed but sees the business from a broader, more global perspective.

Even if your company is a small one, with only one person in charge of the sales staff, sales leadership is more important than sales management. The sales leader empowers the sales staff to carry out their work and rewards them for deals completed. Anyone who serves as a company’s sales manager would be wise to see himself or herself as a leader and behave accordingly.

As the sales leader, you need to carefully analyze employees’ personalities and push the right buttons to help them succeed at the highest levels. Urge them to accomplish more while still setting them up for success.

“It’s putting people in stretch assignments,” said Joe Moglia, former CEO of TD Ameritrade.

Moglia believes two primary things are critically important when choosing people for a job and when assigning new goals to an existing employee: alignment and listening. You can’t succeed with one and not the other. The leader must thoroughly understand the assignment and the people being considered for it. The most talented people in the world will fail if their personalities and abilities are not in alignment with the job. When it comes to listening, the leader must ask the right questions and then focus on what employees say and what body language they exhibit. Listen to find out whether the staff member is really excited about the assignment.

Effective sales managers accept responsibility. They realize that they are in charge and accountable for what happens, but they don’t see themselves as bosses. A leader is not a foreman. As a leader, you must depend on the abilities and hard work of your staff members. A successful sales leader is one who establishes interdependence. He or she trusts and depends on the staff while the staff trusts the sales leader to guide, provide resources and create a safe, pro-selling atmosphere.

Sales leaders have so many responsibilities – recruiting reps, training them, keeping them motivated, forecasting/budgeting, working closely with marketing, etc. – but there is one area of a sales leader’s job that is crucially important but often underrated: resource acquisition.

The most effective sales leaders do what it takes to make sure their sales teams have the tools and budget they need to close deals.

Attracting new clients is so important that every organization should devote considerable resources. That said, not all do. Leaders of various organizational departments in a company jockey and position for resources. Some are better at it than others. If the sales leader isn’t good at playing corporate politics, the sales staff might be at a resource disadvantage against the competition.

If you’re a sales leader, do not let this happen. One of your most important duties is to provide your sales team with everything it needs to succeed. You don’t ever want to give your salespersons an excuse for not performing. Lack of resources is a convenient excuse for a sales person but should not be an excuse for a sales leader.

One of the best ways to ensure abundant sales resources is to establish your personal clout inside your organization. This is accomplished by doing good work and practicing good internal politics.

Clout is affected by timing. Make a pitch for greater sales resources right after you score a high-profile victory. Make the pitch when the higher-ups most value you and believe they could least afford to lose you.

ATTENTION SALES LEADERS:

If you hold a leadership position in sales, I have the perfect resource to help you become even more successful!

It’s called the “Sales Leader Mastermind Group,” and it kicks off this fall.  I will personally lead and facilitate this group along with my partner Beth Mastre.  I’m recruiting members for it right now.  There are four in-person meetings per year – All the other meetings are virtual, so you can join in no matter where in the world you might be.  My mastermind group members will also have their own personal discussion forum.

Sales leadership can be a lonely existence.  Joining this group will help you create a stronger sales culture, attract talented sales reps and drive more revenue while you better manage both your personal and professional life. Click here to see an info piece about this mastermind or contact me personally at (402) 510-7468.