Prioritizing Your Success

As you examine your business development process, you will likely discover a handful of areas in which you can "do better." So, where do you start? Rather than attempt to address all areas at once, or start with the hardest or the easiest, select the element that will have the greatest overall impact on the outcome you seek.

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Managers, Your People Need a MAP

A MAP, Minimum Acceptable Performance, is the 1-3 behaviors that you expect your new hire to do every week during their initial weeks with your company. When creating your MAP, keep Sandler’s rule in mind – never manage your numbers, manage your behavior.

That means for a sales person, your MAP won’t include “closed sales” but it might include “number of cold calls,” “number of first appointments with prospects” or “number of networking events.”

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No Money, No Sale

Most salespeople wait until the end of the call to talk about money. Talking about money up front can take a lot of pressure off of you and the prospect, and may save you a bunch of time. Watch this video and discus it in your sales meeting this week.

Find more video tips at the Sales Meeting Minute Vlog.

Learn the Psychology Behind The Sale, and What to Do About It!

Join us for this action packed sales seminar uncovering the greatest barriers to growing sales and your team, why they occur, and how to overcome them.

Click here to join us on June 21st!

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