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SALES PERFORMANCE AND LEADERSHIP DEVELOPMENT INSIGHTS FROM AMY FRANKO
How Many Clients Do You Need This Year?
In most sales strategy planning sessions, it’s the age-old question: How many clients does your organization need to grow successfully in the upcoming year? Most sellers and sales organizations don’t have a clear, strategic answer to this question. The answer is something along the lines of “as many as it takes,” or “as many as possible.” These aren’t tangible answers that your sales team can use to build a sales plan or that you as a leader can provide accountability. This article offers ways to intentionally think through this question, so you and your team can cultivate the right mix of new clients as well as growth within your existing clients. Download eBook: Social Capital (New!) Two Levers for Sales Growth In their 2020 CSO Priorities Pulse Survey, Gartner shares that 70% of revenue expectations would come from existing customers, and 30% would come from net-new customers. Another interesting note...
Social Sales Link: Influencer of the Week
Without strong relationships, the role as a professional seller would be difficult, if not impossible. Successful sales professionals and sales organizations respect the value of relationships. The equation for Success One of my company’s largest deals came to fruition because I created mutual success was through social capital and this formula. In this feature article with Social Sales Link, I share that formula and tips for how to employ it. Thank you Social Sales Link for featuring me as your influencer of the week! For more information on creating social capital, download my social capital eBook.
Tie Training to Business Objectives – 5 Questions to Ask
As a training professional, you’re probably familiar with the concept of “making the business case for training.” I see one of my key roles in training and development as getting to the heart of the business objectives at hand. When I’m able to do that, I can then provide recommendations and ideas for training – or in some cases, other ways to accomplish the objectives.
Effective Communication Strategies for Sales Leaders
Up, down, all around. Sales leaders often find themselves smack dab in the middle-- responsible for multiple layers of communication across the organization. In today’s business world, the methods, speed, and sheer volume of communication can be overwhelming. Just think about a typical week at work. On average, you probably: Send and receive a minimum of 100 emails a day Send and receive nearly 100 text messages Send and receive dozens of voicemails Take multiple calls in your car Attend multiple sales calls, conference calls and webinars, as well as daily meetings (virtually or in person) Comment on various social and professional sites, such as LinkedIn, Instagram, Facebook, or Twitter Sales leaders need to be nimble and confident when communicating up, down, and laterally across the organization. This article from @amyfranko shares 3...
On the ATD Blog: Resetting Your Sales Training Post Pandemic
In the aftermath of lockdowns due to the pandemic, a clear sales training trend has emerged. Rather than in-depth “point-in-time” training, we’re seeing a move toward continuous sales training. Modern selling skills take time and practice to master. As a result, sales training engagements frequently span a year or more. In Amy's latest post for the ATD blog, she shares 6 strategies for resetting your sales training program post pandemic. Read it here. For more sales and business development strategies, download my new eBook, Social Capital: Build Stronger Relationships & Grow Your Sales.
In Smart Business: How CEOs Can Drive Sales Performance
As CEOs look to bounce back from the upheaval of the last two years, growth is by far the greatest challenge they face. In Amy's latest article for Smart Business Magazine, she shares five things CEOs need to know to think strategically about sales. Read it here. For more sales and business development strategies, download Amy's new eBook, Social Capital: Build Stronger Relationships & Grow Your Sales.
7 Sales Coaching Best Practices for Sales Leaders
Most sales leaders invest little time in sales coaching. But coaching is what makes the best sales leaders –and the best sales teams– stand apart. Whether you're a modern seller or a sales leader, having a great coach can make all the difference. According to Aberdeen Research, companies that provide real-time, deal-specific sales coaching increased revenue by 8.4% year-over-year – a 95% improvement over companies that don’t provide that level of coaching. Everyone needs a great coach behind them. I got my start in sales as a quota carrying sales representative for IBM. Even as a sales rookie, I could see the first- and second-line sales leader roles were among the toughest in the organization, with immense responsibility and pressure. For most sales leaders, this is a shift from the individual contributor role, where you are only responsible for your own sales territory and your own quota. No matter your...
The Need for Speed: How to Build Sales Agility
Agility can make or break an organization. That has become crystal clear as we cope with continued disruption in business and in the world. But have you ever considered that agility is also an integral asset to us as sales professionals? Sales agility will help you remain optimistic and harness opportunity, even through uncertainty. It is what teams need from their leaders, and what your prospects and customers are looking for from you as a trusted, strategic advisor. You may have seen or heard me mention sales agility before. It’s one of the five capabilities I cover in my book, The Modern Seller. Agility is the ability to strategically and decisively pivot to grow sales and best serve your clients. Two decades ago, organizations sought out talent with skills like technical mastery, self-motivation, and confidence. Flash forward, and there has been a skills evolution. Today, adaptability/versatility and...
4 Signs You Need to Engage a Sales Consulting Firm
David Allen, one of the world’s most influential thinkers on personal productivity, has said, “You can do anything – but not everything.” If you’re a sales or business leader looking to solve big challenges, a sales consulting firm can help. Especially given the current workforce trends and the “Great Resignation,” consultants offer an effective solution to expanding the depth and breadth of your team. According to Oxford Economics Workforce 2020 Report: The Contingent Workforce, "83% of executives worldwide say they are increasingly using contingent, intermittent, or consultant employees." This article will explore four signs that your organization should hire a sales consulting firm. First, let’s look at the difference between sales training and sales consulting. Sales Training...
Level Up the Customer Experience to Influence Sales Growth
Recall a recent buying experience. It could be a product, or service. Something new. Or something you’ve purchased many times over. How did you make your decision? What research did you do? What was the overall customer experience like? What went well? Would you point out opportunities for improvement? Would you purchase that same product or service again? Would you potentially buy more of that same product or service, or buy different products or services from the same organization? According to Microsoft, "90% of Americans use customer service as a factor in deciding whether or not to do business with a company. (Microsoft)" We talk lot about B2C and B2B in the world of sales (via Hubspot). But in the end, we are all looking to solve specific problems and find value in the products or services we purchase. It’s likely our own prospects are undergoing a similar decision-making process that we undergo...
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