Sales Progress Blog

Throughout most of our blogs, we have discussed the importance of learning reinforcement. It important to know as much information about your product as you can, and it is equally as important to learn new techniques that are arising in the sales world. We have always stressed that you should constantly be learning, and it has become apparent that this old adage is necessary as more and more younger generations come into the workplace.

We all know by now that there are four generations working side by side in most businesses, but what does that mean from a learning standpoint?

Generational Learning Requirements

As a society, we have slowly progressed into an era where technology is starting to become the forefront of most industries, and as this transition is happening, generation X and generation Y are being taught how to successfully harness the tool. Veterans and baby boomers should be given online training because technology is second nature to the younger generations, as professional speaker Garrison Wynn puts it,

Read more and win Summerfest tickets…

admin Sales Management, Sales Training business coaching, business coaching tools, effective coaching, Employee Coaching, Enhance Performance, Facebook, generation gaps, Leadership, learning strategies, learning techniques, linkedin, online learning, Sales Manager, sales techniques, training and development, training reinforcement, training techniques

How to be the Doc Rivers of the Sales World

So, you want to have a high performing sales team, but you don’t know where to start. You could try reading hundreds of books and learning different methods, you could send your employees to a seminar or you could have turned on the TV and watched the NBA playoffs.

The Boston Celtics managed to transform from an average regular season team that was thought to be too old to compete into a stellar playoff team that was a force to be reckoned with. How did they do it though? Simple. Practice, determination and the non-stop coaching of Doc Rivers.

Every team has the same the same type of players: find out more…

admin Sales Training basketball, business coaching, Celtics, effective coaching, Enhance Performance, free sales training, Leadership, learning strategies, linkedin, management leadership training, sales, training reinforcement, training techniques

A recent research study shows that 1 in 4 employees have a strong sense of how their job contributes to their company’s goals.  With that said, 75% of your employees could be working under the impression that their job doesn’t matter.  That’s 75% of your people who don’t take an active and proactive role in what they do because they don’t believe it affects the bottom line.

EVERY position affects the bottom line!  If your employees don’t know this they could be working against the goals of your executive team, wasting time and supplies, working without commitment, and or just doing the bare minimum needed to get by.

Why do these people fail to see their impact?  Lack of communication and appreciation for what they do.

Keep Reading….

Tim Hagen Sales Training business management, Employee Coaching, employee commitment, Leadership

recently read a great and very short post from the blog of Seth Godin, titled
The relentless search for "tell me what to do". The post read:

If you’ve ever hired or managed or taught, you know the feeling.
People are just begging to be told what to do. There are a lot of reasons for this, but I think the biggest one is: "If you tell me what to do, the responsibility for the outcome is yours, not mine. I’m safe."
When asked, resist.

We typically think of people NOT liking being told what to do, but think about your staff and fellow employees, and even yourself, how many times a week do we indirectly ask, “What should I be doing.”  We may say, “what tasks should I be completing today,” or “I have the following problem, how should I fix it?” but all in all we are saying, “tell me what to do.”

This frame of thinking not only becomes a way to push off responsibility as Seth suggested above, but it can also breed laziness and a lack of accountability.

Managers can use coaching techniques to get employees to come up with their own solutions to problems.  Use questions like, “What do you THINK you should do,” or “If you were me, what would you tell yourself to do.”  These questions allow for a dialog to open, and you can now lead your employee to a suitable solution they essentially came up with on their own.  When your employee owns the solutions they will work harder to make it work because it is their own butt on the line.  If you simply give them a solution, they can half-heartedly attempt it, and if it fails they can blame you.  Don’t play the blame game; make your staff responsible for their actions.

If you are an employee, and you have finished your work for the day, proactively seek additional projects you can work on.  Go above and beyond, but keep your manager in the loop to ensure you are not wasting time.

Shannon Gburzynski Sales Training business coaching, coaching, effective coaching, Leadership, Manager, sales coaching, Sales Coaching Methodology, Sales Manager

We constantly talk about the importance of coaching, and tips or strategies to do it better, but why should we incorporate coaching into our organization anyways?

Here are the top 7 reasons why your organization needs to coach it’s employees.

1. Employee Retention, research proves coaching increases employee retention, which therefore decreases hiring costs.
2. Managers who get close to employees work can solve real world challenges.  A manager’s knowledge is one of the best resources an organization can have, coaching allows managers to have insight into their employees work allowing them to apply their knowledge specifically to real world issues.
3. Coaching creates better succession planning due to internal talent growth.
4. Coaching creates an organizational energy of growth and learning.
5. Programs build coaches within all leadership circles.  The more coaches an organization has, the more “performance-improving” employees it will have.
6. Business requires employees to constantly grow and develop new skill sets.  Organizations with managers who are coaching create a competitive edge because they become more adaptable to needed change and growth.
7. Employees who experience a continuous increase in skills and work performance actually become more open to change and challenges.  This, in itself, is enough to start an organization wide coaching initiative.

If you would like more information on coaching your employees, attend our Free Breakfast Presentation: Why Coaching Builds Business Success , or email Tim Hagen at Tim@salesprogress .com for more information.

Tim Hagen Sales Training business coaching, coaching, effective coaching, Leadership, management leadership training, Manager, sales coaching, Sales Coaching Methodology, Sales Manager, workplace training

Last week we talked about a post from Selling Power discussing the top issues on the minds of sales leaders in 2010.  Shortly after posting I came across these interesting new stats published in the December/January edition of E-Learning Magazine from the Spring Board Project.  I would say these statistics create a strong case for why we need to continue to train our employees.

50% of employers say they currently have such a serious gap between their needs and employees’ skills that if affects their productivity.  In today’s business world, there is no room for drags on productivity.  According to this statistic 50% of businesses could improve their productivity by providing additional training for their employees.

48% of employers do not provide ongoing education or skills training primarily because of cost.  Budgets are tight so this is certainly a valid point, HOWEVER if you are one of those company’s whose productivity is struggling due to lack of training you may be costing yourself more money to your bottom line because you won’t spend the money to invest in your employees.

80% of workers show keen interest in pursuing further education and training.
Give the people what they want, it just may be what your company NEEDS.

62% of workers say a convincing reason to pursue training is that the future economy will be extremely demanding, and if their skills are not to up to date, someone will pass them by.  This is very true; you could also take this stat to a broader view.  Given that the economy will be demanding, if you do not update the skills of your employee who is to say that your customers won’t pass you by for a competitor with better-trained employees?

Certainly training your employees can be expensive, and in tough times there may not be the financial resources available to run a true training program or to hire an outside resource.  With that in mind it’s time to get creative.  Take advantage of free resources available via the web.  Article sites, blogs by sales trainers, websites like Selling Power which offer thousands of free resources, coaching your employees, role playing, all of these things are free and can be beneficial to the needs of your employees.

If you know someone is struggling with handling price objections you could first send them an article on handling price objections, and then schedule time to role-play and practice handling those objections.  These two simple things can really spring board the employee ahead, and will cost you nothing but a little bit of time.

This year stop using budget as an excuse to not train your employees, and get creative with free resources.  Your bottom line will thank you.

Shannon Gburzynski Sales Management, Sales Training coaching, Leadership, sales, sales coaching, Sales Management, Sales Managers, Sales Progress, Sales Representative, sales skills, Sales Success, Sales Training, sustained learning

I often laugh when I hear people say they could never do sales. When I ask why, they state all that rejection and hearing the word "no". It hit me, that’s why so many people actually fail at sales because they hear the word "no" so often. The sad fact is they should never hear that word if they follow a simple to use sales formula.

1. Ask (open-ended questions, these usually start with "what" or "how")
2. Shut Up & Listen
3. Address what the client said and seek a way to help or solve a problem

THATS IT

Isn’t that what sales is suppose to be about? Asking clients questions to see how we can or maybe cannot help. Most sales people have preconceived notions of what they are going to say or do in a sales call. What a BIG mistake. This puts you in the frame of mind of "Saying" and not asking. This is the biggest mistake I see when working with clients. Sales people who know what they are going to say before hearing a word coming from the client.

Mistakes in sales are usually very subtle and are attributed to a lack of sales planning. The planning should require what questions will be asked to ascertain specific areas of need, and what are the possible solutions for those responses. What do we hate about sales people? They are too pushy, they talk too much, they didn’t even listen, etc. The sad fact is when asked what specific questions sales people use to ask their client to define needs they respond with a long-winded synopsis’s of what they try to do in selling. By the way, they never answer the question. Here are the top mistakes sales people make:

1. They ask close ended questions (questions that require a "yes" or "no" response).
2. They have no planned or defined questioning sequence.
3. They rarely listen to what clients say because they are already thinking of what they want to say next.
4. Their call objectives are usually centered on the notion of what they want to do versus seeking information to help the client. This mentality pigeonholes their thought process.
5. The biggest mistake I get from sales people is that they know what they are doing. The attitude is centered on the perception they have mastered sales. Sales is NOT an event you simply master, rather a process you can always get better at.

So how do we help sales people succeed? How can we get sales people to perform better? The first thing we need to do is break down the basics of sales techniques into a very simplistic components. Next, we need to condition their behaviors to follow the sales components. The trick is not how to do sales, rather getting people to break their habits into a very question-based approach that is centered around the client, NOT them. Sounds easy, but it is not. Sales people hate to change. Here are some basic methods to help sales people improve their sales

1. Use question sheets to be filled out by sales people.This helps steer them and provide a glimpse of what is actually said.
2. Start each question with the words "what" or "why". This guarantees the client will provide ample information.
3. Listen! OK, so what does this mean? We need to break sales people’s habits of thinking what they want to say while the client is talking. This inhibits the sales person from learning something that could actually help close the sale. You do this with listening games and role-playing activities.
4. Encourage sales people to come up with at least 1 new question before each sales call. This promotes the thinking and associated behaviors with asking and listening

Sales is really easy if we focus on what we want to learn, what questions provide that information, and ultimately how we can solve/address the customer issues. Sales people often have their own way of doing things, but let’s challenge them to look at the fundamentals.

Tim Hagen Sales Management, Sales Training Leadership, sales coaching, Sales Management, sales methodology, Sales Progress, sales skills, Sales Training, Tim Hagen

I spend a lot of time reading other business, sales, and training blogs, and I ran across one today, written by Will Fultz, that really got me thinking.  His post, "Should I trust my Sales Manager’s Advice," caught my attention, as we are a consulting company that focuses a lot on coaching and employee development this question made me take a step a back.

We encourage managers to coach their employees to better performance, but should a sales rep take everything a sales manager says as the truth.  I thought Mr. Fultz’s insight was dead on.  For the most part, YES we should trust in a sale’s managers advice, after all it was probably their insight and experience that got them promoted in the first place.

HOWEVER! A sales rep should NOT take everything they say word for word, especially if they don’t agree.  Mr. Fultz points out that you should take their advice but also add in your own experiences and thoughts.  A great idea he brings up is engaging your sales manager with those thoughts.  You never know, your discussion could come up with a better solution than either of you had thought of on your own.  Your combined knowledge certainly adds up to more than each of you individually.  You have experience from the front lines your manager may be missing.

*NOTE: It is not ok to take advice you know is not quite right and then blame your manager for poor results.  It’s always a good idea to ask for help when you need it, but you have to own the results that come of taking it.

To recap:

* Trust your sales managers advice
* Add in your own experience and wisdom
* Engage your manager, 2 heads ARE better than 1 it’s not just a saying

Shannon Gburzynski Sales Management, Sales Training Leadership, sales, Sales Management, sales performance, Sales Representative, sales skills, Sales Training

Most business coaching takes place with one-way communication: The leader helps the employee. Try reversing the flow — have the employee "teach" a new concept to the leader…to prove that he or she has a solid understanding of the concept. Learn more about the "teach the teacher" concept in Tim Hagen’s new book "Quit Managing and Start Coaching." Just enter the book title at http://www.amazon.com to order your copy.

Matt Byrnes Sales Training coaching, Leadership, Tim Hagen

When you’re helping employees boost their skills, you can work one-on-one with them, you can help them learn in groups, or you can even help them learn by themselves. You need to be flexible, based on the situation you’re facing.

These options — and much more — are covered in Tim Hagen’s upcoming book "Quit Managing and Start Coaching." Stay tuned to this blog or www.salesprogress.com to get a copy.

Matt Byrnes Sales Training coaching, Leadership