DM Training Blog
No matter what you're selling, you can always get better. Learn the sales insights, tips, and trends you need to know to improve your sales behavior and grow your pipeline.
Being a sales professional has changed drastically over the years. From product focused selling and limited buyer touch points to solution-based selling and personalized buying journeys, the sales landscape has evolved. What does that mean for salespeople in 2020 and beyond? It means that sales professionals must become agile and adaptable. It’s not enough to have effective selling skills. Sales pros need the ability to assess a sales situation and then apply the right skill, at the right time, with the right decision-maker. On top of that, sales professionals must have the ability to seamlessly transition from one skill to another.
As a sales manager, your role is broad. You have to ensure your sellers are focused with all their activities and you’re responsible for everyone hitting their numbers. You don’t want to micromanage, but you need to be able to help and lead your team efficiently. Keeping your team on track with real sales and away from wasting their time with dead-ends is one aspect of being a great manager. You're likely tracking and measuring a significant number of KPIs already, but when you’re helping your team assess specific opportunities, how do you start a productive conversation? The foundation of sales coaching is about asking great open-ended questions. In this case the focus should be on moving away from "how much is the deal worth and when will it close" to more thought-provoking questions that can help move the deal forward and reinforce key selling skills at the same time. So, what questions should you be asking your team to ensure they are focused on opportunities that are worthwhile and qualified?
As a professional salesperson, a common challenge is creating a sense of urgency with your prospects and customers. Creating a sense of urgency without appearing aggressive or pushy is a learned skill based on conducting good discovery, understanding the needs of the prospect, and asking the right questions of the right people throughout your sales process. Urgency gives your prospects a reason to move forward and overcome inaction. You need to help them understand why every day, week, or month without your product hurts their business so they’re compelled to act as soon as possible.
High-performing athletes, whether football, baseball, golf, tennis, swimming, etc. share common qualities and traits.
Video is such a powerful and dynamic medium for communication.
Are you feeling the burn of the summer slump? A study by Captivate Network found that workplace productivity takes a 20% hit during the summer months. The study also found that attendance decreases by 19% and projects take 13% more time to complete.