Aug/090
Staying Relevant in the Sales Game
A couple of months ago my two sons’ and daughter urged me to remain “relevant” by being connected to Facebook, LinkedIn and other social networking offerings.
After an initial defensive response, I pondered their observation and deduced we all must keep moving ahead never accepting the status quo. The notion that we are not a finished product unless we say so is thought provoking!
This is thought provoking for personal as well as professional endeavors.
For owners, sales managers, and sales professionals the question is are you keeping pace?
Are you remaining relevant to the needs, wants and desires of your customers?
Does the market place offer new opportunities that “old “perceptions are preventing you from taking advantage of?
Pose these questions to your sales team, challenge them to think out of the box, encourage them to try new approaches, keep them relevant! www.nealabc.com
Aug/091
Leads are the life blood of the sales process.
Leads are the life blood of the sales process.
Generating leads and following up on them is a tedious job yet a fundamental requirement for world class sales performance. Warm leads are precious and the process to turn them into initial appointments and true prospects needs to be consistent.
As the CEO or VP of Sales are you aware of the number of leads your sales people process each day, week, or month? Can you identify where the leads come from and how timely they are followed up on?
Statistics demonstrate that all too often sales people do not have enough leads at any one point in time to keep the pipeline filled; thus they have gaps or voids in the flow of legitimate prospects. Another critical issue is frequently sales professionals don’t follow up on “hot” leads in a timely fashion and loose the majority to competition.
Keeping your sales force focused on consistently generating leads and tracking their status via a CRM is one of the single most important task management can provide. www.nealabc.com