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Sales Leadership Confidence is Contagious

It’s Make or Break in the First Two Minutes

As you may have noticed I am currently reviewing articles by various contributors to the eBook, “Keep Your Sales Up in a Down Economy.” Today, I read an article written by Anne Miller, a leading sales and presentations expert and author of Metaphorically Selling. Her article is entitled “Are you Losing Them in the First Two Minutes?”

Anne uses the example of the time when Ronald Reagan was shot and it was uncertain whether he would live or not. Secretary of State Alexander Haig went on television hysterically telling the world that he was in charge. Well, if that is what “in charge” sound and look like…no wonder it just heightened everyone’s fears.

She then asks the question of what picture do you present to business associates when you meet them. Is it a picture of fear, incompetence and even hysteria about the current economic situation? Or, is it a picture of someone in charge of self and the situation? Someone who displays that inner confidence in a self-assured yet calm manner – you can see it in their eyes, you can hear it in their voice. It’s a voice of reason and of hope, actually more than hope, of conviction that “we WILL win this one too.”

Anne tells us that we only have the first two minutes after we have met our client to make an impression.

That same truth applies to our interaction with employees. They instantly know when you walk into the building (or into the room) whether you’re fearful or confident. And, whatever emotional state you’re in spreads like wildfire throughout the business, creating the culture.

So, what culture are you creating?

How is Sales Management Process like Popcorn?

Can you Make REAL Popcorn?

There are some things that will never be the same again, unless you take the trouble to make it the real old-fashioned way. I’m talking popcorn here!

Kim Duke aka The Sales Diva, tells in an article, The No-Fail Popcorn Sales Theory You Need NOW! how she loves popcorn made in a pot on the stove. She draws a wonderful sales and management analogy that you can read about in her article in the most recent eBook, “Keep Your Sales Up in a Down Economy.”

While I was reading the article, recalling the wonderful aroma of popping corn, I decided that I agree with her analogy. It’s a process you need to follow. Leave out one of the steps, or become impatient, and your popcorn is a flop.

For example, when you take the lid off the pot to see why it hasn’t start popping yet, you interfere with the temperature, you interfere with the process. Rather, follow the process.

Point: If you don’t have a process for making sales popcorn, you had better get one. Once you have a process that works for you—a sales and management plan that works in any economy—your corn will start popping.

What’s are the steps in your sales process that are working?

Sales Leaders Help Clients Grow

I’m finding some helpful ideas for CEOs, Presidents, and owners in the eBook,“Keep Your Sales Up in a Down Economy”

For example, Ardath Albee is a B2B marketing strategist who helps companies significantly increase their marketing momentum. In her article in this eBook, she suggests that “screaming louder won’t help.” What she refers to is a tendency many have in a down economy to increase our email communications to clients believing it will have a positive effect on business.

It’s a myth that you must constantly repeat your message to your clients. You’ll only annoy them with sending the same email (albeit in a different disguise.) So, if screaming louder won’t help, what will?

What your best clients need NOW is someone who sincerely cares, shows genuine concern and an can help create bottom line results. If you can help your clients not only to survive, but thrive in this down economy, you will have a client for life.

Look at each of your clients’ businesses individually. Think of ideas, even just one great idea, that can help them NOW. Then, share it with them. Also, offer your assistance in the implementation. If they are open, you can help create a more detailed plan.

Your positive belief that their business can grow even during these economic times will rub off on them. Be the calm voice amidst the chaos that talks sense and brings hope.

What are some ways that you can help your clients grow?

What’s within your control?

Jill Konrath, author of Selling to Big Companies, is a leading contributor in the eBook, “Keep Your Sales Up in a Down Economy.” Jill, as well as the other contributors, offer some great advice for how to gain the competitive edge during these unusual economic and market times.

Jill suggests that we focus on what’s in our control and not be overwhelmed by the front page news, the 24 hr. streaming news station, or the doom-and-gloom reports from our peers.

Today, in talking with Brian, a VP of Sales of a growing technology company, who suggested to his CEO that he stop attending his monthly peer round table. Brian noticed that whenever he returned from these events, he carried dark “eeyore” clouds with him. These clouds permeated the building, depressing the staff.

As a leader, your nonverbal behavior speaks loudly. It quickly permeates every corner of your company.

So, what CAN you control in your company?

I look forward to hearing from you.

Sales Management Implements a Measurable Selling System

“A good plan is like a road map: it shows the final destination and usually the best way to get there.” – H. Stanley Judd

As you start the New Year, thought you’d be interested in this story.

Jon was shocked when he took over as the Director of Sales for a medical supply company. As might be expected, he found a significant difference in the close rate of his senior and junior salespeople. The seniors converted over 90% of their proposals to business, while the juniors did only 10%! After analyzing the differences, Jon found that the seniors had clear-cut, agreed upon ideas they used before proceeding to close. The Juniors went more on “gut feel.” After getting over the initial shock, Jon realized he had a golden opportunity to make a major impact on overall sales.

Jon simply implemented the same well defined, measurable selling system for the juniors as the one used by the seniors. This standardization of the selling system, based on Best Practices created by the senior sales group, made a dramatic improvement in the performance of the junior salespeople as well. As a matter of fact, it almost doubled the total sales for the company.

It sounds like a no-brainer that a well defined selling process should be applied across the spectrum of your sales effort. Unfortunately, many companies lack a coherent and formalized sales process system.

Don’t leave it up to the individual salesperson to develop his or her own system. Develop and use a Best Practices system.

Does your company use a uniform selling system? Has it been documented so that everyone on the sales team understands and adheres to it?

The Integrated Sales Leader

Happy New Year!

I’m taking a departure from my usual “practical sales management leader advice” to talk about a topic that is of special interest to me. Many of you know that I’m pursuing a masters in Transformational Leadership, the integration of leadership and Biblical studies. Every class is a unique opportunity as I’m challenged live holistically, vs. compartmentalized.

In addition, I’m part of a networking group, which we’ve affectionately called The Nehemiah Group. Since it’s been a while since I’ve read Nehemiah, I thought I’d better get up-to-speed and refresh myself. I ruffled through my Bible until I found Nehemiah (it’s not the easiest to find!). In light of my master’s work, I was stunned to read what the editor wrote as an opening to Nehemiah. He says,

“Separating life into distinct categories of ’sacred’ and ’secular’ damages, sometimes irreparably, any attempt to live a whole and satisfying life, a coherent life of meaning and purpose, a life lived to the glory of God.”

He goes on to say, “Never-the-less, the practice is widespread. But, where did all these people come up with the habit of separating themselves and the world around them into these two camps? It surely wasn’t from the Bible.”

The editor, Eugene Peterson, then goes on to talk about Nehemiah’s gift as a leader and a master building contractor. He concludes with, “Work, by it’s very nature, is holy.”

So, what does this have to do with sales management leadership, especially as steady leaders during tumultuous times?

What do you think? I look forward to hearing from you.