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Commitment

Slipcover Lessons

 

                                           

 

I started this project about a month ago, although how much time it was going to take to complete the project remained an unspecified mystery. Since this was the first slipcover I ever made, I spent time researching HOW to do this so that the result would be respectable. The ticking stripe fabric was a couple of years old, because I originally thought I would have someone do the work for me. But the pandemic arrived and my travel schedule slowed…

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Part 18 of 20: HubSpot Sales Statistics…With Secret Sauce Added

18.    It takes 10 months+ for a new rep to be fully productive

New salespeople need time to learn and gain confidence. Speed up this timeline by investing in sales enablement strategies, pairing new reps with seasoned team members, and using online training.

furn sales images

Salespeople

As a new salesperson, do you have a strategy and timeline for learning? Is practice part of your strategy? Do you OWN your learning engagement and information or do you rely on your manager to bring it to you? I invite you to m…

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Part 14 of 20: HubSpot Sales Statistics…With Secret Sauce Added

Training ongoing#14     Continuous sales training = 50% higher net sales per employee

Salespeople who continuously train bring in 50 percent more sales than those who don’t. It’s a no brainer—keeping sales teams up to date and involved means more sales.

Salespeople Even veterans need to sharpen their skills, techniques, and perspective as the market and the prospect/client changes. Retail and showroom people are experiencing less foot traffic and need to learn the skills of outreach sales actions to stay curren…

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Part 11 of 20: HubSpot Sales Statistics…With Secret Sauce Added

# 11 High-performing sales teams invest in sales enablement strategies and technology

Investing in CRM software and other marketing automation technology helps organize and expedite the sales process and increases sales productivity. High-performing sales teams use almost three times as much technology as underperforming teams.

Salespeople  upgrade I still hear pushback from older salespeople on upgrading technology to be current in today’s marketplace…a reaction that is sure to diminish their sales re…

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Part 6 of 20: HubSpot Sales Statistics…With Secret Sauce Added

6.   44% of salespeople give up after one follow-up

Quitting on a weak prospect may seem like a way to save time for more promising leads, but quitting too soon means missing sales. Nearly 50 percent of sales reps only make one follow-up call before giving up.phone calls

For Salespeople Can you believe this statistic?! Believe it. Look at your typical follow-up actions to get the sale when you haven’t scheduled an appointment. How many do you usually do before you give up? Consider NOT giving up until the cu…

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Ask Commitment Questions

For sales professionals, everywhere.
 
In keeping with the lifelong practice of asking questions is my lifelong practice of talking about them. Imagine a conversation where YOU really drive the exchange by completing EVERY response you have with a question. Think about it. Even if you answer a question posed by the other person, you keep the volley going with a question of your own. You: “Lobster is my favorite food…what’s yours?”
One of the more challenging types of questions is Commitment Que…

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Ask Questions vs. Just Answer Them

For sales professionals, everywhere.
When I roleplay/practice with salespeople and play the part of the salesperson as a way of demonstrating the behavior I want them to follow, I am very conscious of my intention and behavior in the interaction: I am focused on what they are saying, use voice and body match, listen deeply and reframe their words and recreate their emotion, and ask more questions in response to what they say. These are all teachable actions and they all require repeated practic…

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