SalesNote )
March 2009
In this issue
  • Management's Top 3
  • Top Sales Experts Webinar
  • Coaching and Training
  • Achieving Excellence
  • Start 'em Young
    My son, a college senior at Cal Poly, participated in the National Collegiate Sales Competition in Atlanta this past weekend. Over 130 other students from over 60 major colleges and universities competed in an individual tournament-style format some have referred to as the "Olympics of Collegiate Selling."

    Contestants were tasked to sell a popular SaaS-based solution to real executives from major organizations. Each were evaluated on their approach and rapport,needs identification, presentation, handling of objections, closing and communication skills. Each student had to win school level competition to advance to the national event.

    Wow. I never saw this type of formalized academic sales training and development when I was in school. Nothing like starting 'em young. Good for the students; good for the recruiters.

    My son made it to the quarter finals. In his final sales call he said he was uncovering needs so well that he hit the time limit before closing. Hmmm. Proud Pops nevertheless.


    Management's Top 3

    Sales Management's Top Objectives for 2010
    CSO Insights recently published their 2010 Sales Performance Optimization study of over 2800 companies. When asked what are the top three objectives they have for their sales organization for the next 12 months, chief sales officers answered as follows:

    1. Increase Revenues
    2. Capture New Accounts
    3. Increase Sales Effectiveness
    Not too surprising given the economic climate. Grow revenue and add new customers, of course. As pointed out, increasing sales effectiveness can take several forms - improving people, process, technology and knowledge.

    What are you doing to increase sales effectiveness?

    Top Sales Experts Webinar

    Successful Selling is All in the Mind
    MXL's Michael Griego has been invited to debate this topic in a panel discussion with 3 other sales experts. This 1-hour session, part of the Top Sales Experts Roundtable Series, will be taking place on Tuesday, March 16th at 9:00am PST.

    Coaching and Training

    Increase Sales Effectiveness with Custom Coaching and Training
    Many firms today engage MXL Partners to come onsite monthly or bi-monthly to speak at their sales meetings and/or conduct brief custom sessions as a training series over several months. Sessions can include sales rep and management topics from Mike's book 42 Rules to Increase Sales Effectiveness.

    • Sales Super Stars - optimizing the sales mindset, sales time management, selling activities, sales goals
    • Territory Management - planning and prioritizing accounts, territory, strategic accounts, business development growth strategies
    • Sales Presentation - strategic proposition, phone and email pitch, testimonial stories, executive whiteboarding
    • Sales Meetings - call prep, probing and questioning, qualification, sales presentation, handling/answering objections
    • Closing Strategies - the professional close, customer decision plans, sales negotiations
    Our Sales Management track includes the following topics:
    • Sales Manager - optimizing sales culture, scoring and profiling sales reps, coaching and mentoring, optimizing team meetings, accurate pipeline/forecast reporting, effective territory reviews
    • Sales Process - building process and playbooks, optimizing forecasting process, CRM and sales operations, planning and hiring, quotas and compensations, and more!

    Let us team with you to increase the effectiveness of your sales organization.

    Achieving Excellence

    Excellence Achieved
    "Excellence is the gradual result of always striving to do better." - Pat Riley, NBA Coach

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