Blog
Sales Leaders,
Are you feeling stretched SO thin – more than ever before? We’ve noticed that during the past several months, everyone, especially sales leaders, have been stretched SO thin. Leaders are working more hours, connected to their mobile devices late into the evening and throughout the weekends, and even at family events. If this sounds like you, you’re not alone; being overstretched is a would-be pandemic that is affecting sales leaders everywhere.
The question is:
What kind of impact do you have and how STRONG is that IMPACT?
Being overstretched is a would-be pandemic that is affecting sales leaders everywhere.
If you are working more hours than ever, what is the IMPACT you are having on your:
- Sales team – Are you leading & coaching them to be strategic, proactive, and brave with their customers?
- Your customers – Are you helping them to better understand their business issues and providing recommendations that improve their business performance?
- Your leadership team – How are you influencing them to align with your team’s sales and customer goals?
- Your own boss – Are you coaching up to influence change in your organization?
- Your family – How are you creating a positive impact with your kids and spouse?
Take a moment to consider the above list. What is one area in which you could make a bigger impact? Make time in your hectic day to pause and answer this question. It can seem counterintuitive, but pausing to self reflect can actually allow you to be more productive, and therefore, more impactful, overall.
Our Teneo team has been reflecting, strategizing and even disputing how we can help sales leaders have a significant impact, yet do this simply.
Are you ready to harness the power of your influence, and make real impact in all sectors of your life? Do you crave the knowledge of best practices and the awareness and insight of other sales leaders? The desire for these things motivated Teneo to found the EVOLVE Sales Leaders event – an event designed specifically for driven sales professionals, to allow them to create a strong community together.
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.
Blog
Sales leaders, which one of these factors is getting in your way of sales success?
Sales Leaders are pivotal in the success of sales organizations. With competitive demands and coaching up with senior executive pressures and constant problem solving from the front-line sales team, it’s not easy to be a sales leader – yet we need stronger and braver sales leaders to lead & coach their teams into 2020 and three years beyond. (more…)
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.
Blog, Sales
50% of today’s sales professionals are weak and only 6% are elite.
If that doesn’t scare you, these scary selling competencies will.
That’s right, we are going to delve into the underbelly of performance gaps in salespeople and look at the scary statistics that surround these competencies that can’t be covered up.
We have connected with our strategic partners at Objective Management Group(OMG) for these unnerving insights on the following five selling competencies and the frightening statistics and poor performance in each area.
| Selling Competencies |
% of Salespeople Who are Competent |
- Closure – A salesperson’s ability to get business closed on a timely basis.
|
1% |
- Consultative Seller – A salesperson’s ability to take a consultative approach to a sales opportunity and uncover the compelling reason to buy.
|
3% |
- Qualifier – A salesperson’s ability to properly qualify an opportunity.
|
7% |
- Mastery of Social Selling – A salesperson’s effective and consistent use of LinkedIn, Twitter and blogging.
|
10% |
- Selling Value – A salesperson’s ability to quantify the opportunity and focus on the value rather than sell on price.
|
10% |
Statistics provided by Objective Management Group. https://www.objectivemanagement.com/
OMG states “Selling Competencies play a huge part in the difficulties that salespeople have when attempting to sell value or use a consultative approach. This is the combination of strengths that support skills and when the strengths are actually weaknesses, salespeople are uncomfortable and unable to execute the process, strategies, tactics and achieve milestones.”
Where would your team score?
Trial the 21 Core Competency Sales Assessment with your current team members and find out!
This assessment will give you insight into your team’s will to sell, how comfortable they are talking about money, and confirm if they are consultative in their approach with customers – plus more!
Teneo Challenge: Take the 21 Core Competency Sales Assessment with your current team members to understand their level of skills and strengths.
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.
Blog
It’s another very full and crazy year – are you feeling the same? For the past several years, I have committed to completing a half marathon each year. It would have been easy to say, “I’m too busy to do something for me.”
Do you think the same way?
Even though I know it’s hard work and takes weekly discipline, I know I mentally and physically always feel better when I run and train for an upcoming race.
This year, to help improve my productivity and discipline, I used more technology features on my watch. I was able to set my watch to ten minutes of running and one minute of walking. Many avid runners and many of the running magazines will state that you will have a faster run with a better race time when you follow the 10:1 principle. It’s great to have my watch beep at these exact times to keep me on track, and I stuck to it.
Even during my longest training run of 20km and I was running on my own, technology became my accountability buddy! When I wasn’t using the walk/run function, it was too easy to walk when I got tired or felt like it…or walk longer than a minute.
I’ll admit when I work in sales, I rarely take breaks and eat lunch at my desk – pushing full throttle all day and even into the evening.
I wonder if I would work more productively if I applied this principle. Perhaps, working one hour then taking a five-minute break.
Technology allowed me to have a plan and work the plan.
Technology would not allow my self-talk to get in the way. It motivated me to stay the course and work the plan. I looked forward to the beeps of what to do next. Technology allowed me to enjoy the run more, as I had to think less and allow my mind to enjoy the scenery.
This year, we decided to commit to a destination run to make it more fun. We chose the Rock’ n Roll run in Montreal. There were bands and music throughout the run route to entertain and motivate us throughout the beautiful run along the river and downtown Montreal core.
It was an incredible run…the weather was perfect for running, the strong voices of the Montreal city cheered us on throughout the race, and my brother and his family were at the last corner of the race to cheer us on with their signs to cross the finish line!
The Sales Race can be long and exhausting, with lots of twists, turns, and hills – yet exhilarating when you cross the finish line of your fiscal sale year by slam dunking your sales goal. How will you use technology, accountability buddies and a different destination or route to make it more fun, gain a different perspective and add a stronger pace to your sales plan?
My next goal is to complete ten half-marathons – and I have one more to go!
I’ll have to start researching where my next sales race will take me in 2019.
What will you do for yourself? Stop making excuses and do something for you!
Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.
