The Sales Expeditor

Should I Replace Myself As Sales Manager?

Posted by Chris Mott on Thu, Dec 11, 2014 @ 13:12 PM

Missed_Targets

Should I hire a sales manager or not?

Hiring the right sales manager will have a profound impact on your sales force and pay great dividends over time.  Accomplishing this takes planning, effort, commitment, and the willingness to address your personal skill gaps. 

Important considerations include:

  • Am I willing to manage them correctly?
  • Do we have the necessary infrastructure?
  • How will they be compensated?
  • What is my role?
  • How do i ensure the investment pays off?    

My post today discusses this question and some critical factors to consider.

Click on the icon below and download samples of our sales and sales management candidate assesments.

Topics: sales management, sales managers, CEOs impact on sales, great sales management training

Sales Management Lessons My Dog Taught Me

Posted by Chris Mott on Thu, Oct 23, 2014 @ 13:10 PM

Sales and sales management lessons can come from anywhere!  Keep your eyes wide open, look for applications, and try them out.  While best practices always rule, even the best of those probably began as somebody's trial-and-error project.
Which brings us to the topic of today's video.  Do you have or know someone who has a dog?  Do you even like dogs?  Cesar Millan, sometimes referred to as the "Dog Whisperer", uses his own pack of dogs to correct the bad habits of dogs he is training. It turns out that dog packs have a significant impact on a dog's behavior.  Sales Managers can learn a lot from this!

In today's video, I would like to share some simple, but powerful sales management lessons that my dog, Lily, and her trainer taught me over the weekend:

Are you looking for additional ways to improve sales productivity?  Are the following questions on your mind?
  • How is Sales DNA impacting optimum results?
  • Why is sales forecasting so unpredictable?
  • What are our motivation challenges?
  • How can I be a better sales leader?
  • How can we be better at selling consultatively?
If so, consider evaluating yourself and your salesforce and click below.
 

Topics: effective sales leadership, change sales behavior, coaching salespeople, improve sales performance

Seven Tips for Simplified Selling

Posted by Chris Mott on Tue, Oct 21, 2014 @ 14:10 PM

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Have you ever gone to buy something, asked a salesperson for help, and left completely confused?   

Why is it that we (salespeople) make simple things so complicated?

I believe that in a desire to sound intellegent, cover all the bases, and educate our prospects, we often confuse, put-off, and alienate the very people we are trying to help.

In my post today, I discuss this problem, and offer some simple solutions:


 

If you are committed to improving sales productivity by recruiting salespeople who "Will Sell", click on the icon below for a free trial of our Sales Candidate Assessment.

  

Topics: Consultative Selling, sales process, coaching salespeople, questioning and listening

How Sales Leaders Can Demonstrate True Vested Interest

Posted by Chris Mott on Thu, Oct 16, 2014 @ 12:10 PM

Walking_Through_Walls

The Hawthorne Effect says that people behave differently depending on who is observing them in a study environment. If you apply this to manager/employee interaction, it's reasonable to conclude that employees who feel supported, understood and cared about are likely to have a greater level of productivity.

World-class sales organizations pay great attention to the quality of the salesperson / sales leader relationship. In my post today, I discuss what it means for a sales leader to be Truly Vested in their people.

 

  

 

If you want to learn more about your sales force, click on the link below. It will help - honestly!

 

 

Topics: sales management strategies, developing better sales teams, coaching salespeople, sales management core competencies, sales productivity

Are We Close to Having a Great Sales Culture?

Posted by Chris Mott on Tue, Sep 30, 2014 @ 09:09 AM

Culture-what-is-it

What makes a sales culture great?  Is it the people, the expectations, their accomplishments, the leaders, the effort, sales selection, training, coaching, enthusiasm, commitment, motivation, focus, goals, or luck?

Companies invest significant time, money and effort creating and nurturing their overall culture.  Unfortunately, I rarely hear much about the importance of a company's sales culture.

CEO's often lack sales experience, so creating a great sales culture is a common challenge and they usually lack the attention and time required to create a sales culture of excellence.  In the video below, I discuss what a great sales culture should look like and suggest some ways that could help you determine if you have a great sales culture.

 

If you are brave enough, take the sales force grader below and we will help you identify specific areas which need attention in your sales organization.
 

Topics: Culture, recruiting better salespeople, attitude problems, bad sales behavior

My Sales Opportunity is Stuck and Won’t Move

Posted by Chris Mott on Thu, Sep 25, 2014 @ 16:09 PM

Stuck_Cat

Are you feeling stuck?

Is your companies sales pipeline clogged with opportunities that just don't close?

My post today discusses the underlying problems along with strategies and tactics for addressing it.

Happy selling my friends!

 

Download Dave Kurlan's Magic Email that will get a responce from those stuck opportunties and non-responsive prospects.

 

Want to learn more about how Sales DNA impacts a salesperson daily behavior, download our white paper  on sales selection. 

 

 

Balancing Delivery with Sales Effort

Posted by Chris Mott on Wed, Sep 24, 2014 @ 08:09 AM

Balancing
Do you worry about your salespeople spending too much time on non-sales activities?  It's crucial that you have a strategy for addressing this.  In today's video post, I discuss specific actions you can execute today that will give you greater control.
 

 

Topics: accurate sales forecasts, complacent salespeople, best cold calls, improving sales

Are Your Salespeople In The Right Role?

Posted by Chris Mott on Thu, Sep 18, 2014 @ 11:09 AM

Wrong Role

Are your salespeople in the right role for them? Does it feel like you are asking a cow to jump out of the water.  Here are some reasons why this happens.
It is crucial to attract, select and hire salespeople that will have a major impact on new business development.  How can you determine if the sales candidates you are considering have what it takes to flourish in a new business development role?  Prior success in that role helps, but how can you determine whether they truly succeeded in the past, claim to have succeeded, had help succeeding or were awarded those accounts, like a trophy?
 
hunting lion 200x300



Download my tips to the critical skills and DNA of a notorius sales hunter.

 

Topics: accurate sales assessment, evaluate the sales force; sales assessments, difficulty finding sales people, improve my sales teams performance

Why Salespeople Don’t Consistently Reach Their Sales Goals

Posted by Chris Mott on Thu, Sep 11, 2014 @ 09:09 AM

Obstacles to Reaching Goals
There are many reasons why salespeople do not consistently achieve their sales goals.
 
In this video blog, I discuss some of the critical causes of this.
After you watch the video, take the sales force grader below and we will give you a quick sales force checkup!

 

Topics: change sales behavior, better sales outcomes, accurate sales forecast, better management skills

When Does Sales DNA Lead to Sales Hiring Mistakes?

Posted by Chris Mott on Thu, Sep 04, 2014 @ 14:09 PM

DNA

Sales DNA describes a salesperson’s underlying strengths and weaknesses.  Using athletic traits as an analogy, they are comparable to good hand-eye coordination, quickness off the line, acceleration, and balance.

A salesperson’s Buy Cycle (how a salesperson purchases), the time it takes for them to Recover From Rejection, and whether they Get Emotionally Involved when selling can significantly influence selling behavior and outcomes.

Sales candidates either can sell or will sell.  The challenge is selecting the ones who will.  Effective sales recruiting requires science, the right process, patience, and excellent interviewing skills.  Unfortunately, many companies don’t approach sales recruiting holistically.  The most common, first mistake comes in identifying what they’re seeking.

Science is critical to consistently hiring “Will Sell” salespeople.  Recent data from the Objective Management Group sales candidate assessment and sales force evaluation identifies the following:

  • 90% Have Unsustainable Pipelines,
  • 83% Lack Written Personal Goals,
  • 60% Make Excuses,
  • 55% Lack Urgency,
  • 45% Are Not Self-Starters, and
  • 21% Have Consultative Selling Attributes.

Because prospects are more knowledgeable (due to the internet), increasingly skeptical, and empirically proven to contact salespeople much later in their buying process, hiring managers absolutely must identify a salesperson’s DNA and skill gaps very early in the recruiting process.

On Objective Management Group’s Sales Candidate Assessment Dashboard, Sales DNA is reported as a percentage.  The difficulty of the sales position drives what the minimum required score is for Sales DNA.  The candidate’s Sales DNA must correlate with the specific sales role for which they are best equipped.  For instance, salespeople who must hunt require very different attributes to be successful than those who will manage accounts.

Benchmarking, while commonplace, universally misses one critical component.  If you identify only those elements that your top salespeople have in common, the analysis is inherently flawed.  For example, in one company, executives bragged that all of their top performers were highly motivated.  That proved to be an irrelevant finding when we showed them that their bottom performers were also highly motivated.  We were able to show them that while their bottom performers had difficulty recovering from rejection, their top performers were rejection proof.  While both their top and bottom performers were committed to sales success, their top performers all scored more than 15 points higher for commitment than those of their underachieving peers.

Great data and science create a foundation for successful recruiting.  A best practices, sales-specific, recruiting process, combined with practiced, honed interviewing skills, will increase your percentage of “Will Sell” salespeople.

Join me at the EcSELL Institute Fall Summit this October in Dallas for a lively, real world discussion about the science of sales recruiting and how you can learn to attract, screen, interview, hire and onboard great salespeople.

Topics: sales assessment, sales hiring, sales recruiting, Top Performer, EcSELL Institute, Sales DNA, Sales Candidate, Candidate Assessment, chris mott

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