Selling can be taught. Sales performance can improve dramatically. But only if we treat selling as a skill—not a personality type, not a work style, not a gift.
Sales leadership might be the toughest job in any company. Like any executives, we have more work to do than time to do it. But, in sales, the stakes are incredibly high. Just like people need oxygen to survive, companies need top-line revenue; without the top line, there can’t be a bottom line. What’s more, in sales there is nowhere to hide: What’s more visible than a leader who isn’t hitting sales numbers?
A lot of people in the sales-training industry will tell you that the internet has revolutionized the salesperson’s role in ways that require you to do all sorts of outlandish things. Most of these deep thinkers actually just use the fact of the net’s existence to justify practically any claim that suits their purposes. In another white paper, Here Comes the Bandwagon! I talk about some of the myths being propagated these days about selling in a Web 2.0 world.
Lately a lot of people in the sales-training industry have been making some pretty remarkable claims. As a jumping-off point, they usually start with this premise: Because customers now have so much access to information on the internet, the role of the salesperson has changed.
Hard to argue with that one, isn’t it? Things quickly get bizarre, however, because after pointing out so helpfully that the internet exists, these deep thinkers proceed to use the fact of the net’s existence to justify practically any claim that suits their purposes.
Independent Research from Aberdeen Group Proves Action Selling Outperforms All Other Sales Training. Included in the Aberdeen Sales Training Research Study. Independent research company Aberdeen Group proved with research of 835 companies that Action Selling consistently outperforms “All Other” major sales training companies in these important measurements.
A lot of people in the sales-training industry will tell you that the internet has revolutionized the salesperson’s role in ways that require you to do all sorts of outlandish things. so, what needs to change today about the way your company trains its sales teams?
A small but mighty company shows how to achieve quantum growth by installing the right selling system, the right way. Supply Chain Services Inc. of Stillwater, Minnesota, is a small private company with about 25 employees. It is 11 years old. It does business-to-business sales. It faces many of the same challenges that your company probably does. Yet it has grown dramatically despite the rotten economy since the crash of 2008.
What Top Performers Do That Others Don’t The principle mission of the professional salesperson is to gain commitment from customers. If you think about it, that’s the only real reason to employ a sales force at all. Yet to most salespeople, the skills most vital to gaining commitments consistently—and, therefore, to achieving record-breaking sales—appear to be secrets…
25 Critical Elements to Effective Learning What are the Best Environments for Adult Growth and Development? We have all noticed that some adults cease to grow because they cease to learn. Recent studies, however, show that there are environmental factors in which learning can produce significant personal growth for adults…
Selling to Multiple Decision Makers Traditional sales training programs make the assumption that you need to arm your sales force with a bunch of questions, a great company story to tell, and a slew of features and benefits that show the customer why your product or service is a great solution to the customer’s needs. That’s all well and good…