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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

10 Things that Successful Sales People Do That Failures Won’t

 

“The secret of success lies in forming the habit of doing things that failures don’t like to do.”     Albert E. N. Gray

 

Today I want to share some great words of wisdom on sales that form the base of my business and also will lead you into what our new sales group is doing.

 

Watch this article with Coach Manny on Facebook Live, just click the link below:

https://www.facebook.com/manny.nowak/videos/10210875964548182/

 

Each of these is meant to help you strengthen your sales process.

 

1/      Make the calls you are suppose to make today.

            No matter what else is going on.

            There are no excuses.

            Subscribe to that and you will be amazed at what happens.

 

 

2/      Do what you said you where going to do when you said you were going to do it.

In other words, schedule everything, and then execute your schedule.

Plan out tomorrow in detail, what you are going to do and when you are going to do it.  Then execute your plan and don’t let other people drive your day. 

 

3/      Stay focused on the sales

            As a sales person your job in to close business.

            There are so many distractions all around you.

            Ignore them.

 

Your job is to bring in business; everything else around you is secondary.  Successful sales people sell, and they sell big.  It really is that simple.

 

 

4/      Have a Positive Attitude and Take Positive Action

Successful people never let you know they are not on top of the situation.  They smile, they laugh they make your feel good.  They make you feel like everything is great.

 

            That is the attitude that closes business. 

            But don’t just have the attitude; instead turn the attitude into action.

It is one thing to have the attitude; it is another to do it in everything you do.

 

 

5/      If your company won’t buy it for you, buy it yourself.

            You are a sales person.

            You make money selling.

            If you have a problem because you lack a certain tool, go buy it.

            You get paid a commission.

            You have unlimited earning potential.

            If you really need it, it should be a no brainer.

 

 

6/      Prospect Everyday

            EVERYDAY!

            It doesn’t matter what else you have to do.

            Set aside 1 hour or more everyday and prospect.

            Period.

            If you fill the funnel, then overflow it, then make it run all over the place.

 

 

7/      Practice every day

            Know the script.

            Know the product.

            Know it inside, outside and around.

            Practice, practice, practice.

            Then do it again.

 

           

8/      Know the questions your prospect is going to ask.

            Research.

            Understand.

            Know what they are going to ask.

            Give them the answer in easy terms they understand.

            They should never ask a question you don’t have the answer to.

            They should never get an answer they don’t understand.

 

 

9/      Get to “Yes” or get to “No”

            It is easier to hang out in the middle.

            If the customer doesn’t say no, then they are still a prospect.

            Wrong.

            Go through you list.

            Ask yourself, and then ask them.

            Get to yes or get to no.

            Then get on with it.

 

           

10/    Your Day is not finished until the work is done.

            Sales people have unlimited income potential.

            That also means they have to work until the work is done.

            This is not 9-5.

            Successful sales people are always working.

They might be working in the islands in the South Caribbean but they are working.

            Don’t stop till you are done.

            The reward for great sales is unlimited.

            Stay and finish.

 

 

 

Looking for the keys to take you down this road?  Then perhaps you should look at our new private Facebook Group

Coach Manny’s Inner Circle.

To learn more about the Inner Circle, just email me. Manny@mannynowak.com.

Subject:  Inner Circle.

I want to learn more?

 

 

 

            

In today’s world of automation, how hard is it to say in the front of your prospect’s mind?

 

In the past, it was hard, manual, and subject to so many mistakes that most people gave up.Photo on 6-17-17 at 2.58 PM

 

But today, you can automate so much of the process that the only thing you need to do is set the prospect up in your marketing system, pay attention to what that system tells you to do, and then do it.

 

What should happen when you meet a potential buyer of what you sell?

You try to get a meeting with them.

Perhaps you get that meeting, but they are so ingrained with their current vendor that they are not in a position to change at the moment.  In fact, they might even be happy with where they are, but always looking to improve.

Perhaps they just do not want to meet.

Order your copy today - just click this picture.

Order your copy today – just click this picture.

Perhaps all you know is that they could benefit from what you sell.

 

What do you do with them going forward?

To many people simply put them to the side and forget about them.  We will get back with them in the future, no need to worry about them right now.  They are not going to buy.

 

That is a mistake.

 

Instead, when you find someone who could buy your product, you need to do the following.

 

 

1/        Add them to your CRM system.

            Capture all the information on them that you can.

            Record everything that has happened with them such far.

 

2/        Start them on an automated campaign that keeps your name at the front of their mind for the next 12 months or longer.

            This campaign should be based on who they are.

            You should have not only general campaigns, but also campaigns built for certain vertical markets and certain types of customers.

            These campaigns should not sell, but instead educate and keep your name in front of the prospect.

            They should give information to help them do their job better.

            They should contain some calls to action, but they should be soft.  If a prospect does act on a call to action, then you should be notified and take appropriate action.

Order your copy today and start generating more business!

Order your copy today and start generating more business!

 

3/        Pay attention to any notices the system gives you about their behavior and/or action based on what you have sent them.

            Let the system do its job.

 

            All this should be set up and going on in the background.  The only time you need to get involved is if they take the right action.

 

If you do these 3 things, the prospect will look to you when they are ready to make a move, and that is when you can close the deal.  You are educating and staying in front of them.  This is the piece of selling so many people forget.

 

Let the system do the work, pay attention, and keep on rolling.

It doesn’t matter what industry you are in, what you sell, or how things have been done in the past.  Educate and stay on the mind of clients and they will connect back with you when they are ready to buy.  It works.

 

Meanwhile, keep on prospecting and adding to the list.  The system has no real limit on how much it can handle—that is one of the beauties of marketing automation.

 

If you do not yet have an automated system to do the above, then we should talk.

Click the link below, and let’s set up a 15 minute call to talk.

http://meetme.so/coachmannynowak

 

So often, we waste too much time trying to sell to those who are not going to buy.

 

Stop.Photo on 5-14-17 at 8.40 PM

 

To be successful in sales today, you must get to either “no” or “yes.”

You can spend your life on “someday” and “maybe,” but you will not make money.

 

Today I share 10 strategies for reaching “NO” faster and moving on to prospects who will say “YES.”

 

Stop spending time with people who cannot, will not, or are not interested in buying, and start going after those who will.

Take your sales to new levels of success.

 

1/        Ask: “Do you have a budget for this product/service?”

“What is it?”

“Do you have the money to make this purchase?”

 

            If they don’t have the money, why are you there?

            Do you have a way to finance it – make it happen?

 

 

2/        Stop providing them a way to avoid making a decision, even if that makes them more comfortable.

Make it easy and simple for them to say “no.”

            But move them to make a decision.

 

            Ask tough questions.

            Don’t ease up by saying, “I will get back with you.”

            Or “Let me call next week.”

            Or “Do you want to think about it?”

 

            Looks like we have all the pieces in place, should I get the contract ready for you to sign?

 

            Based on our conversation today, I can’t see anything else holding up you moving forward, shall we get the contract ready?

 

 

3/        Ask for the order, clearly.

            “Let me get the paperwork started.”

            “Are you ready to commit?”

            “When would you like to start?”

 

            Close the deal.

 

 

4/        Shut up and let them make the next move.

            Say nothing.

            Be quiet.

 

            Let them make the move.

            Many times they will buy themselves.

            Using silence to make the sale is one of the greatest skills of successful sales people.

 

Closing Sales –

 

 

5/        Ask if they can make the decision or if others have to get involved.

            Figure this out as early in the process as possible, before you waste time selling to someone who doesn’t have the authority to buy.

 

 

            If they cannot make the decision, then get to the person who can.

            Don’t spend all your time, money and effort selling the wrong person and then having to do it all over again.

            If the decision must go before the board, ask to be there.

 

 

6/        Ask, “when can we expect a decision?”

            If not today, when?

            Tomorrow morning?

            Next Wednesday after lunch.

            3 Months from now.

 

            If they cannot narrow it down, they might not be a buyer.

 

Closing Sales –

 

7/        Ask if they are ready to sign, now.

            “Can we get this contract signed right now?”

            “This looks like a go, when can we get this signed off?”

            “So you are in. Let’s sign.”

 

 

8/        Ask: “if we meet your requirements today, will you sign?”

            “If we can make that change, will you sign immediately?”

            “Can we get this signed right now?”

           

 

9/        Ask what’s stopping them from signing right now.

            “You seem to be hesitating, what is holding you back?”

            “Have we not met your needs?”

            “Is there something else we need to do before you sign?”

            “What is stopping you from signing right now?”

 

10/     Make the “NO” decision for them.

            “I assume that is “no” and so let me pack up?”

            “I see you are not ready to buy, thank you.”

            “I appreciate your time, but I don’t think you are ready to buy.”

 

 

The faster you move on, the more business you will do. 

It amazes me how much time we spend selling to people who we know are not going to buy – just move on.

 

Relationship building is not being put off forever.

 

But remember, a “no” today does not mean you will not do business together in the future.

It simply means “not now.”

So gather your stuff and move on.

Find your next sale.

 

We build effective sales processes for companies of all sizes.

Need to increase your sales?

Tired of a sales process that continues to fail to live up to your expectations?

Are your sales people spending too much time on admin work and not enough time selling?

 

If so, we should talk.

Click link below to schedule a 15-minute call with Coach Manny.

http://www.meetme.so/coachmannynowak

 

Do you remember the Cowardly Lion in the story of the Wizard of Oz?  The lion went out in search of courage. 

 

What was it he learned? 

 

The story ends when the lion learns the simple fact that courage is not something that is found externally, but you have to find within yourself.  Courage means going forward without doubt.  If you believe you have courage, you have courage.  The lion found courage within himself.

So can you.

 

Today it is a simple fact that we lack so much courage in the business world.  As leaders we have to ask,  “where is the courage”?   As leaders, we should be setting the example for the people who work with and for us.  Where is the courage that we are suppose to be exhibiting to our teams and to ourselves?

 

How can we expect the people who work for us and with us to have courage, when we don’t have it?

 

Instead of courage today, what we exhibit is conformity. 

 

As Howard Hendricks says, “The opposite of courage isn’t cowardliness, it is conformity.  A belief is something you will argue about.  A conviction is something you will die for.  You cannot really live unless there are things in your life for which you are willing die”. 

 

Yes, Howard does take it to an extreme, but the bottom line is as Winston Churchill says,

“Courage is what it takes to stand up and speak”. 

Courage is also what is takes to sit down and listen.”

How to create real success in all you do

How to create real success in all you do

 

 

If you are a student of Churchill you remember one of the great lines he said when he was in battle,

“Bullets are not worthy considering… I do not believe the gods would create so potent of a being as myself for so prosaic an ending”.

 

Wow!

 

Where has that courage that Churchill and other great leaders exhibited gone? 

 

Where has it gone? 

What has happened in today’s world that we don’t exhibit that courage.

 

We are not cowards. 

No one is calling us cowards, but they might be calling us conformists?

 

Why don’t have the courage to take on the things we need to do make the changes we know are needed.

 

That is one of the reason’s we have lost our leadership in the world.

 

We no longer have the courage.

 

We no longer teach courage, but instead we teach conformity.

 

Yet people in the rising countries throughout the world are teaching courage.

They are teaching, “you can do anything you want” and “YOU can lead the world”.

 

So is it time we took some courage lessons?  Isn’t it time we set the pace and exhibited the courage we know we have.

 

If you have had enough of not reaching those goals.

 

If you have had enough of just conforming to things.

 

Then it is time you as leaders put up the courage to do something.  To make something happen in your business, life, career, health and family.

 

It doesn’t have to be some super extraordinary thing.

 

You can exhibit courage simply by standing up for what is right.

 

You can exhibit courage by simply making the decisions that will take you down the right path.

 

You can exhibit courage by showing your team consistency of how you operate.

 

You can exhibit courage to your team by being there for them and supporting them, backing them, teaching them and helping them.

 

I urge you this week to make a new commitment to courage in your business, life, career, family and health.

 

Help them as you move forward.  Look inside as the Cowardly Lion did.  You have all the courage you need inside yourself. 

 

Go out and make it happen.

 

 

Be more Persistent, Consistent and Self-Disciplined.

Be more Persistent, Consistent and Self-Disciplined.

 

 

Are you experiencing call reluctance in your business?

Not making the calls you need to make, when you need to make them?

Hesitating, procrastinating, and thinking about it.

 

Just make the call, will you!

 

Is this the modus operandi of your sales teams?  Of you?

 

You know you have to make the calls.

You know you have to call these people.

 

Yet what do you do?

Anything and everything except for make the call.

You straighten stuff up.

You check your email.

You have a cup of coffee.

You talk to a co-worker.

You search for something on the Internet.

You do this and that and the other.

 

Everything but making the call.

Yes, it happens to all of us sometimes.

However, as a salesperson, entrepreneur, and leader, you have to stop wasting time.

You need to make the calls you need to make, and you need to make them now.

 4-up on 1-29-17 at 1.31 PM (compiled)

Instead of making 25 or 50 calls today, you made 4.

One call every 2 hours.  Is that acceptable?

 

Then you tell yourself you will make more calls tomorrow.

You won’t.

 

If you don’t believe this, then look at your team’s or your own productivity.

 

Today, I want to cover 3 things you can do to stop hesitating.

 

1/       Make a list of the calls you will make and commit to it.

 

If you have a boss, share it every day with him/her before you start and at the end of the day.  If not, find an accountability partner and share it with her/him.

 

Accountability makes it work.

We hate to go back and say we didn’t get it done.

Try it and see.

 

2/       Block out the time to make calls.

 

Set this time up on your calendar as you would any other appointment.

From 2-4 this afternoon, I will make calls.

Period.

Then, sit down and do one thing (you all know I do not believe in multi-tasking)

That one thing is to make calls.

Now, make them.

Nothing else.

No distractions.

You are either dialing or talking.

Nothing else.

 

3/       Get the right attitude in your head.

 

You know that your mind controls what you do.  If you can see it in your mind, you can make it happen in your life.

If you can’t see it happening in your mind, it will not happen in reality.


iwillmakethecalls

I will make calls.

I might get rejected.

People might not like me calling when I do.

I might get yelled at.

I might get told no.

But really, I am making these calls, and that is that.

I am making these calls, and I will be a superstar at doing it.

I am making these calls, and I will love it.

 

Now go and make the calls.

 

Don’t let call reluctance stop you from building the business you want.

Don’t let it stop you from busting your goals wide open.

Exceeding your expectations.

Building a great organization.

 

So many people do.

And yet, it is so simple; pick up the phone and make the call, now.

 

If you are still hesitating, pick up the phone and call me right now and tell me.

856 358 4021.

 

To get over those excuses, read my book, “What Is Your Excuse, We All Have One and They All Stink.”

Click on image to get your copy today.Coach_Manny (1)

What does it take to make your business successful?

Why do some businesses take off and others just go on without growth or worse, go away?

 

What does it take to make your business successful in the business world today?

 

Today, I will share what I believe to be the “Top 5.”

 

 

1/        Target Market – you must understand your customer.  Who are you going after with the product/service you supply?

           

So many businesses think everyone is their customer.

Wrong.

Perhaps everyone could potentially buy your product, but you do not have the time or resources to market to everyone.

Pick a niche and go after that and let the rest come if they choose to do so.

 

If you look at successful companies, many times, you will be amazed at the tightly defined niche they go after and the great success they experience.

 

 

2/        A Written Plan with priorities – you must have a roadmap on how you will get where you are going.

You must know how, when and where you are going to do things.

So many small business owners I know have it all in their heads.

It will never get you where you really want to go.

Plus, most people have no sense of priority.

What are the highest playback items I must focus on?

 

It need not be a complex plan; in fact, I recommend very simple 2-3 pages.

Make sure you define:

What you are selling.

To whom you are selling.

How you are selling.

How you are servicing.

How and when you are going to get paid.

And the most important priorities to close business.

 

 

3/        Money/Financial Backing

Don’t run out of money, because when you do, you are done.

This is regardless of how passionate you are or how good your product/service is.

The worse thing is that it usually happens when the process just starts to take off.

A good friend of mine once gave me a great tip, which I always follow when helping organizations deal with cash issues.

“Whatever you think you need, double it.” 

Then, go get the financing.  Better to ask for too much than not enough.

 

One option for financing is a company like Fundera.  They help small business owners get the funding they need by offering a variety of loan options.” 

 

 

Always have money in hand and access to additional funds when you need them.

Do not wait until you need it to ask for money – few will give it to you when you are on the fall.

Build those relationships and connections every day.

Get a line and use it, pay it off, and keep it current.

 

 

4/        Sales and Marketing

You have to know how to sell or have a trusted partner who does.

Today, you have to understand social media and you have to get involved with it.

You must know how to generate leads.

 

Get my book on Targeted Lead Generation for only 99 cents.  Over 40 lead generation techniques are explained.

Click here.

 

You must have a follow-up process and have an effective CRM system to help you track prospects.

You have to know how to close.

Business is built and grown on the top line.

You cannot build a business by saving money.

Selling is a skill; it is worth every penny you pay for the good stuff.

 

 

5/        Relationships

You cannot do it without others, no matter how good you think you are.

You must have and build relationships with vendors, prospects, and others in the business world.

You have to know whom to go to when you need something.

You have to have people you can trust.

You must have a coach and a mastermind group.

You need strong personal relationships, both inside and outside your organization.

Never guess, instead, build relationships that will help you today, tomorrow and when you become big.

 

 

There you have it.

Some of you will argue, what about this or what about that.

 

These are what my years of coaching have taught me are the keys.  I simply want to share them with you because I know they work.

 

To learn more.

Watch what super coaching can do for you - click here.

 

Creating a Social Media Calendar

Which social media should I be using?

How much should I interact?

When should I interact?

 

We are getting bombarded on every side by social media.  Posting, responding, friending, joining.  What is one to do and when?

 

Today I want us to take a step back and understand that social media is just another tool to help us with our business, another tool to help us generate leads and build relationships and close deals.  And just like any other tool in our business, we need to understand how, when, where and why to use it.

 

We need a plan.

 

One of the most effective techniques I used was to design a calendar to drive what I do and when on social media.

 

So today I want to take you on a quick walk-through of the process of creating a social media calendar.

You can also watch the video Google Hangout we made on this process to learn more.

Click the link below.

 

Here are the 3 steps:

 

1/        Define the platforms you want to work on. 

You cannot work them all and you might not even want to.  Certain platforms work best for certain people and businesses.

 

            A/        LinkedIn

            B/        Facebook

            C/        Twitter

            D/       Google Plus

            E/        Pinterest

            F/        YouTube

            G/        Your blog

            H/       any other you want to use

 

 

            Select the ones you want to work on.  I suggest arranging them in order of priority.

 

2/        Define what activities you are going to do on each platform every week or every month:

            A/        Post articles

            B/        Post remarks

            C/        Comment on other users’ posts

            D/       Link, share

            E/        Post and push events

            F/        Post and respond in groups

            G/        Add links

            H/       Advertise

            I/         Do events

            J/         Generate video and post

            K/       Add pictures

 

            Do this for each platform you are going to work with.

 

3/        Assign each of the processes to a day of the week.

            What are you going to do each day of the week?

 

 

The result you have now is a weekly calendar of all the things you are going to do on social media and when you are going to do them.

 

You might find it is way too much, so you might put together a monthly calendar instead and spread things out a bit.

 

You might find it is still too much and decide that you are not going to work on all these, and that you have to cut some.

 

Or you might find you love it and that now you need help; you need someone to do some of these things.

 

Now I believe there are some things you can outsource on social media and some things you cannot.

 

But what I hope this little exercise has shown you, is that social media is a very fast growing animal and you need to get hold of it now.

 

It can be a major help in your sales and marketing process, but like any of the other tools, you have to take control of it.

 

Watch the Hangout we created and get more info.

https://youtu.be/8wyBT4yTN0k

 

Then put your calendar together and see how it goes.

 

For any help or questions, connect with us.

 

 

Increasing Sales – Dominating Your Market

 

People say, “You can’t get rich saving money.”

 

I say, “You cannot build your business through saving money – you have to build it by increasing sales.”

 

To build a successful business you have to increase sales every year.

 

To build a great business you have to generate a greater amount of business every year.

 

So what are you doing to make it happen for you and your business?

 

Here are 3 simple ways to make a dramatic difference in your business:

 

  1. Focus on what you do well.

  • Find the things you do better than anyone else and then do more of them.
  • Find the things you sell well, the products you have that are so much better when you add your sales team to them.
  • Stop trying to perform services that you don’t excel at.
  • Become unique and dominate the market.

 

A company was in the business of making appointments for people, writing articles, consulting, making calls and building content.  Then one day the CEO said, “Stop! What do we do better than anyone else? We excel at appointment setting. We do it so well that we are going to dump everything else and focus entirely on that. Yes, it will take some revenue away in the short term, but we will make it up.”

 

Today, they are one of the fastest growing companies out there – setting appointments.

 

 

2.         Set goals for your sales and exceed them. Then, take it further:

  • Set them higher than you think and then blow them away.
  • You know what it takes –now all you have to do is execute the plan.

 

Goals are meant to be broken.  They are the steps before the pinnacle, not the pinnacle itself.

 

Take for example, Jim. Jim was really having a problem generating sales.  He had his goals, but usually he did not achieve them.  The company was OK with this because most people in the company never made their sales goals. 

 

            Then a new sales director came in and on day one he set a new platform:

Quarter 1, you don’t reach your goals, we cut your commission 25% of each sale.

            Quarter 2, you don’t reach your goals, we cut you commission another 25%.

Month 3, you don’t reach your goals, we cut you.

 

An amazing thing happened – once challenged to step up, Jim exceeded his goals every month. 

 

If you are not setting and exceeding sales goals, start today.

 

 

3.         Work harder than anyone else.

  • Stop hesitating and holding yourself back.
  • Let people know who you are – get out there physically, on the phone and on electronic media.
  • Let people know you are there – show up and be there.
  • Let people know what you have and why it is better than anyone else’s.

 

            “The early bird catches the worm.”

 

I was telling my 10 year-old granddaughter this old saying the other day and she had never heard it and asked me what it meant. So I explained it to her this simply way: The early bird is the first on the scene, the one who gets out there before anyone else.  While everyone else is waking up and thinking about stuff, the early bird has already gotten the worm and is moving on to the next thing.

 

            Amazing. Stop thinking too much and start taking action.

 

So there you have 3 ways to improve your sales. 

 

Please join us this Friday for more information on our weekly free Google Hangout.  Click here to register today.

 

Now go and focus on what you are best at.

Set high goals and exceed them.

And work harder than anyone else.

 

Need some help with some of those excuses?  Remember that consistency, persistence and self-discipline help you get there.

 

Read my new book – “What is your excuse?” available on Amazon for only $5.99.

Click here.

 

 

I am the greatest, he shouted.

 

0025He got everybody’s attention.

He got others to believe it.

He got others to repeat it.

Was Ali the greatest?

It seems he was.

 

Are you the greatest when you do a presentation?

Do you have your audience on the edge of their seat, hanging on to your every word?

Are the people excited, paying attention, and listening intently?

Loving it?

 

Or are you boring?  Maybe not… but are you exciting?

 

Are you hesitant and anxious when it comes to presentations?

Why aren’t you the greatest when it comes to presentations?

 

Could it be because you have not taken the time to learn to be a great presenter?

As a leader, presentations are a part of your life.

As a business owner, you have to do it.

As an executive, it is part of your life.

All great leaders have to do presentations and to be effective, they must do them well.

 

No matter what you do for a living, we all have to sell.  Selling is presenting.

So, what are you doing to be the best?

 

Why would you settle for anything less than being the greatest, being number 1?

 

To be a great presenter, you have to know what you are doing, when you should be doing it, and what you need to do to get your audience to move.

 

If you spend the time learning how to become the best at presenting:

            Your qualified prospects will increase.

            You will close more deals.

            Your sales will grow; in fact, you could just “double your sales.”

            You will make more money.

            You will have a much more successful business.

 

Some points to consider:

(Watch on Video as Coach Manny Teaches You – Click here:) 

 

1/                     PowerPoint

Stop using PowerPoint as a note board and start using it to make

people laugh and get your points across.  Learn how to move

people to action.  Use pictures, charts and few words on your slides.

 

2/                     Humor works

YouTube has the funniest stuff and even I learned how to be funny.

Show a few videos and get your audience to lighten up;  it really works. 

 

3/                     Stories

People only remember stories…and you have a great many of them.  Learn to

share and get the point across, but more importantly, excite the audience.  Your

stories are unique, different and memorable.  Use them.

 

That is only 3 tips, but it is a start.  This year, take your presentation to a whole new level. 

 

So, what are you going to about it as we step into this New Year?

How are you going to become the greatest?

 

Are you ready to take some training to get you there?

 

Free Webinar with Coach Manny this Friday, January 8, 2016 – 12 Noon EST.

Presentation Skills Video – click here

 

 

Learn more about our next session at:

2 Full Days of Presentation Training – Click here to learn more.

 

 

How have you done with the hiring of sales people?   
Let’s look at some simple stories.

When I finally hired a sales rep, after much discussion
and hesitation, they produced nothing.  They talked a
great game, but when it came to the end results, they were a zero.

I hate my sales rep; they keep talking about the business
they are going to bring in, but they bring in nothing.  I
know I should fire the rep, but what if they are just about
to close the “big deal” any time now?

The last time I hired a rep, they did absolutely nothing.  
I hired them to sell and they were looking to me for direction.  
Isn’t that what I hired them for in the first place?

Wow, three stories that I know many of you can relate to on
both sides.  Why is it that so many mistakes are made in the
hiring of effective sales reps?

Well, first of all, setting expectations for your new sales
person prior to them ever accepting the job is probably the
most critical item you need to address. If you have finally
come to the decision to hire a sales person, a sales manager
or a sales director, then take the time, effort and energy to
define your expectations and put them all down in writing.  If you are
the one being hired, then make sure your prospective employer
does this for you.

As a sales consultant, I keep running into the same story:
“I hired a new sales person, full time and they have now been
with me for 6 weeks and I do not see those great results I was
expecting.”

Well, what did you expect?
    Did you communicate those expectations to your new
    sales person?
    Did you tell them what you expected them to achieve
    and in what time frame?  
    Did you define what you expected, and when, in detail?
    Did you write it down and did you both sign it?

Do you know the answers to the following questions and did you
communicate this to your rep?
    What is your sales cycle?
    Do you know how long it takes to sell your product
    or service?
    Do you know the process involved in successfully
    selling your product?

Let’s look at some expectations of a new sales person.  
First, it is critical to put together a list of all the tasks
you expect this person to do.  This needs to be detailed, such as:
·     Attend all local chamber events, and other networking
      events
·    Make 20 cold calls a day
·    Turn in a written sales report weekly in this format,
     with this data.
·    Be in the office, for X days and hours
·    You can work at home when and under what conditions
·    Put all sales data into your sales management system
     within 24 hours
·    Attend the following tradeshows each year
·    Go on 10 appointments a week
·    Visit existing customers every quarter
·    Call existing customers every month
·    Define suspects, prospects and hot prospects

And this is just a start.

The next step is to define and communicate the sales process
for your industry.  Even if you are hiring an industry-experienced
person, all companies have their own way of operating, so define what
yours is.
Look at these items:
·    Where and how do I meet contacts, at tradeshows, networking
     events or cold calling?
·    Once met, what is the next step – send some information to
     the person?
·    When do I do follow up calls?
·    How soon after meeting a person should I be expected to
     get an appointment?
·    What do I do at the appointment? Show your process.
.    What tools do I use?
.    What is the expected results on the first call, do I go for a close?
     Or do I go for a second appointment to learn more?
·    Close the deal – when and how?

What are the close rates for your industry and what do you expect this
person to do?  For every appointment you go on, you should get a
second appointment what percentage of the time?

For every second appointment you go on, you should close how many?
How many appointments does it take to get one new customer?

Layout what you expect.  During the first year, or even better, a 2 year expectation process, laid out by quarter, monitored and updated very 30 days

Targets need to be defined.
    What are they suppose to go after?
        Example, all companies with 50 employees, a certain
        industry, or companies in a certain industry?
    Should they target a certain geographic area?
        The more you define and write down, the more effective
        the new sales person’s effort can be and the more you
        can expect to be done.

Status reporting is very critical.
    Sales people hate to do reports.  
        So please take the time and define what you want, when and how.
        Then get full commitment to it.
        However, make sure what you ask for is what you really need and
        what will really help in evaluation of effort.
        Then hold them to it.
        Do not let it slide.

This is just a small list of the things we look at when we help you to
develop a sales process.

Once developed, the new sales person has to read it, agree/modify it and
commit to it.  All this has to be done prior to you hiring the person.

Doing this will stop the biggest problems I see with small/medium
companies and their sales people.
    Owner: “I expected you to do this and produce this”.
    Sales Person: “I thought you expect something else”.
    Owner: “I don’t need someone doing that”.
    Sales Person: “I am not doing that”.

This is why so many sales people last less than 6 months in a new job.
Take the time in your organization to define exactly what you want
and what you expect.  Hiring the right sales person is so critical
to your success.  Take time and effort to do it right.

Looking for an edge? Could coaching be that edge?
Could coaching make you an even stronger leader?

Want to find out?

Two great options moving forward.

First, you should come to our great Sales and Marketing Boot Camp.

Two energized days of interaction, learning, building relationships.

All for only $97

Learnmore:

http://thedecisioninstitute.com/big-money-for-small-business-owners-bootcamp/

 

 

Second, if that doesn’t work for you – call me and let’s set that meeting up to learn more 856 358 4021 – or email  Manny@MannyNowak.com