Sales Strategies Archives - Page 8 of 8

Mentoring – The Ultimate Salesperson Accelerator

Finding great talent is only the beginning of the process when you want to improve your sales team. Have you noticed a difference between pre-hire expectations and actual sales performance? Are you sick of having to deal with high turnover rates and poorly qualified salespeople who underperform and leave you feeling overworked? Sales should be a fun and exciting career, not a constant battle. If you are ready to start making lasting changes in your sales team, mentoring is an effective way to improve your team’s performance and start in a new direction. The sales industry is changing every day.

What is the Difference Between Selling and Producing?

The answer to this question drives to the very heart of the difference between salespeople who just sell and salespeople who actually produce. Selling is a process. Depending upon the situation the process can be simple or complex. Virtually anyone can study and follow a process. Producing is an outcome. It is an achievement. It is the ultimate goal of any business and any person in business . . . to produce and to be compensated for that production. What is the Difference Between Selling and Producing? was last modified: October 10th, 2013 by SalesDrive, LLC

80/20 Rule? Think Again.

If you have been in and around sales for a long time you have probably heard reference to the “80/20 Rule.” The 80/20 rule states that in any given sales group, 20% of the “stars” produce 80% of the revenues, so expecting a better distribution than that is probably impractical. But, actually the 80/20 rule is more of a convenient urban myth than a useful analytic tool, and it can actually be counterproductive when used to replace real metrics when hiring and managing salespeople. So here is some data . . . some bad news first then followed by some

The Importance of Evaluating Your Current Employees

Obviously we are advocates of the combination of a thorough sales assessment test followed by a rigorous in-person behavioral interview for maximum results for new hires. Together, they yield high predictability for sales success within your company. But what about current employees? If we want all our new hires to test high in Drive, should we not hold the same standard for current salespeople? The Importance of Evaluating Your Current Employees was last modified: February 12th, 2013 by SalesDrive, LLC

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Mentoring – The Ultimate Salesperson Accelerator

What is the Difference Between Selling and Producing?

80/20 Rule? Think Again.

The Importance of Evaluating Your Current Employees

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