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The 5 Sins of Sales People

  
  
  

The 5 Sins of Sales PeopleBeing a sales rep is a difficult job. Not everyone is cut out for it. Many sales people try but fail. It takes a delicate balance of very specific personality traits to truly succeed. Although some sales people are great, and some are mediocre, others have one or a combination of five deadly sins that simply won't allow them to be successful in the sales business. Here are the five sins of sales people to look out for, so you don't become guilty of any of them.

Inattentiveness

Sales people need to be aware of everything around them-from eye contact to subtle changes in body posture. A sales rep who is oblivious or inattentive to these understated and indirect clues will not be able to read his clients properly in order to gauge how they are reacting to a sales pitch. And in turn, he won't be able to change his sales tactic if needed or know when he's wasting time or when he's close to a sale. Sales is a people business, so being attentive to clients' behaviours is vital for success.

Arrogance

Sales people should be confident, but never arrogant. Arrogance will lead to presumptions about clients' wants and needs and won't allow for relationship nurturing. An arrogant sales rep will just assume that he can get the sale without doing any research, thinking of the client's objectives or bottom line, or attending to a client's ultimate buying needs. Arrogance can destroy sales, even the easy ones. When you push this personality trait aside, you will realize how much you can actually learn from your customers, and ultimately, close more deals.

Pushiness

Nothing will turn off a customer from a sale more than pushiness. Especially in this day and age when selling isn't actually about selling a product or service but about helping a client in his buying decision, pushiness can be detrimental to a company's sales numbers. Pushiness will make a client feel boxed in, defensive, and negative towards the sales rep-no one wants to feel like he has been forced into a buying decision. Clients want to feel like they are in charge of their money and their decisions, and many will stay away from sales people who they deem to be pushy and use hard selling tactics. An experienced sales person knows when it's time to close a sale, without being pushy.

Laziness

Sales people need to be outgoing, motivated, and ready to get the sales with any means necessary. In order to really succeed in the business, sales people need to be passionate about the products or services they are selling and have the intrinsic hunger to find new customers and come up with innovative selling strategies. Lazy sales people typically go after the easy sales and don't try to perform at their maximum.

Chattiness

A sales person who would rather talk continuously through a meeting rather than truly listen to a client's needs and objectives is ineffective at his job. Chattiness can come off as the sales person being nervous, being pushy, or being arrogant and believing he knows what the client wants without him having to say so. Either way, chattiness will not come off well in a meeting. A good sales rep knows when to stop presenting his sales pitch and give the client a turn to discuss what he is looking for.

Recognize and Avoid

Sales people create their own success-if you are guilty of any of these five deadly sins, you are likely building up barriers in your job that stop you from being the best sales person you can be. In order to succeed and bring in sales, you need to recognize these behaviours in yourself and put a stop to them-for the good of your career and the future of your company.

Top 5 Traits of Successful Sales People Download

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

What You Need to do at Your Next Sales Meeting

  
  
  

What You Need to do at Your Next Sales MeetingAt any company, the sales meeting is the time and place to brainstorm new sales techniques, discuss what's working and what isn't, and look over the sales plans for the future. These meetings can be an invaluable source of knowledge for sales reps, and for you, too, but you need to do it right. In order for your sales reps to leave a sales meeting feeling like it was useful, there are key issues that you should address and ways to lead the meeting that provide the best results for your sales force. Here's what you need to do at your next sales meeting:

Be Encouraging

Your employees will immediately shut down and stop being cooperative in your sales meeting if you create an air of negativity and blame. No one wants to feel like he or she is being punished. Instead, keep the atmosphere light and encouraging, and try to boost morale. Give the sales representatives the motivation and inspiring words that they need to hear in order to stay upbeat throughout the entire sales meeting and leave feeling as if it was a productive use of time.

Talk about Money

All sales reps want the same thing: to find ways to increase their commission. So make this a topic of discussion at your next sales meeting and you will be sure to grab their attention. For example, let the sales people explain successful strategies that have recently worked for them so their colleagues can take notes for future meetings.

Keep It Focused

Create an agenda and stick to it. Hand out this agenda to all the attendees so they can always keep track of the conversations happening during the meeting. What's more, it'll allow the sales reps to find the right times to discuss any concerns or ask any questions that they might have. The agenda ensures that no one gets off track but speaks up when it is appropriate to the topic of discussion at hand.

Talk about the Future

Your sales force is a vital part of your company's future. Discuss the plans and strategies that you may have for the months or years coming up. They need to know where the company is headed, and no one wants to feel like he or she is being left in the dark when it comes to the company's future, and ultimately, their own futures.

Set Aside Time for Socialization

Sales people are typically outgoing, social beings. At your sales meeting, set aside time for team building exercises or general socialization so your employees can take a break, chat, and move around. For extroverts like sales reps, sitting in a chair and focusing on someone else speaking for hours on end can be a difficult task to accomplish without getting distracted or zoning out. Plus, allowing time for socialization allows your sales reps to get to know each other better, which will foster a team attitude throughout the department.

Listen

Your sales reps are out in the field talking to clients, hearing concerns, and watching reactions. It's likely that they have valuable knowledge that they can impart onto you in order to help you build a stronger future for your company. Don't spend the entire sales meeting talking at your employees. Listen, too. Hear what they are saying, take notes, ask questions, and make them feel like their opinions and thoughts are important to your company, because they really are.

Reward and Recognize

Your sales team works hard bringing in money, attracting new clients, and increasing your bottom line. They should be recognized and rewarded for this hard work. Consider having a Sales Rep of the Month designation for each sales meeting, which perhaps comes with a small prize, or at least take some time to recognize and discuss the great sales that have been closed recently. Ultimately, make your sales people feel valued at the sales meeting.

Sales Management Worksheet

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

3 Things Your Sales Team Should Be Doing Right Now

  
  
  

3 Things Your Sales Team Should Be Doing Right NowYour sales team should always be working to improve their sales results. Sales is such a competitive field. Sales professionals need to continually update their selling strategies in order to stay ahead of the competition. Here are three things your sales team should be doing right now.

1. Your Sales Team Should Be Updating Their Skills.

Whether your sales team is made up of fresh, young talent, or seasoned sales professionals, every sales rep should be continually updating their skills and developing their talent. In today's digital market, it's imperative that your sales reps are up to speed on current selling techniques. Encourage your team to attend seminars and conferences, read industry-related books, sign up for webinars, network with other sales professionals, subscribe to relevant blogs, and read up on industry news. Regardless of their experience, sales reps should always strive to achieve growth and improvement. Professional development is important in any field, but many people check out once they've been in the business for a few years. There's so much to learn from others. Keep learning, acquire new skills, and stay motivated.

2. Your Sales Team Should Be Using Social Media.

Your company should have company accounts on all major social media networks, but your sales representatives should also be active on Facebook, Twitter, and LinkedIn. If they haven't already, they should create individual accounts to use for professional purposes. Seasoned sales professionals may be hesitant when it comes to using social media to sell. People can easily be stuck in their ways and avoid significant change. Your sales team needs to embrace social selling. Start using Facebook, Twitter, and LinkedIn to make new connections, interact with customers, and build relationships with your prospects. Work with your marketing team to ensure quality content is produced regularly so your salespeople can share valuable resources to potential buyers via social media. You can also participate in discussions, respond to questions quickly and directly, and gain trust and credibility. By adding this kind of value, your sales reps will stand out next to the competition and will be recognized as thought leaders and industry experts. Quit avoiding social media and embrace all it has to offer. Your customers, prospects, and competition are on Facebook, Twitter, and LinkedIn. If your sales team isn't using social media, they are missing sales.

3. Your Sales Team Should Be Blogging.

No one knows your company, your products/services, or your customers better than your sales team. Give prospects a reason to visit your website and keep coming back for more. Create and deliver quality content that your customers and prospects will find useful and valuable. Your marketing team may be handling your company blog currently, but get the sales team involved. It's not nearly as time consuming as some seem to think, especially since they're all experts on the subject matter. Think about it. After a sales call, one of your sales representatives will follow up with a written email, summarizing the discussion, answering questions, and including additional resources for further information. They're practically writing blogs already! Your sales team consists of industry experts armed with valuable information. Encourage them to contribute to the company blog by writing down some of their ideas. Effective content marketing will generate qualified leads, which your sales team can then nurture and convert into sales. 

Your sales team should be doing everything they can to increase sales and grow your business. Sales can be so competitive, so why are your sales reps sticking with the same old routine. Reenergize your sales team by encouraging them to do these three simple things. Remind them of the importance of ongoing professional development. Encourage them to start using social media, social selling, and blogging to attract prospects. They will soon see a financial return on the time they've invested. 

A CEO's Guide to The Future of Selling

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Differentiate from a Sales Dud to a Sales Stud

  
  
  

How to Differentiate from a Sales Dud to a Sales StudYou know the one: the sales person on your team who rarely meets quotas, always has excuses, and consistently shows up late. This person can be a real downer for the team. Instead of contributing enthusiasm and ideas, the sales dud on your team brings everybody down.

The good news is that you can turn that sales dud into a sales stud. With some concentrated effort and consistent coaching and follow-up, that dud could soon be leading your team in sales and enthusiasm. Try the following tips to improve the performance of your under-performing sales reps.

Teach Goal Setting

If the only goals your sales reps have are the goals you're imposing on them, they're less likely to be motivated to succeed. Sales reps need to be taught how to set personal goals that will help them not only to succeed in the short-term but also to thrive in their long-term careers.

Even your least successful sales reps can begin by setting a goal for themselves right away. This goal doesn't need to be as ambitious as the goals set by your most ambitious reps, but it should be challenging for them. When they reach their first personal goal, they'll feel a sense of accomplishment, which will propel them on to greater and greater success.

Find a Mentor

Sometimes the best way to learn new skills is to watch a master in action. Try pairing your dud with one of your more successful reps. Explain to the mentor some of the specific skills you'd like your dud to learn, and then step back and allow the teaching to begin.

Encouragement and example from a trusted mentor can make a world of difference to someone struggling with selling your products and services. Selling can be very demanding, and some positive feedback and specific skills and strategies can be exactly what are needed.

Offer Incentives

Showing up at your day job can be a real drag if you're feeling unmotivated. Find out what motivates your dud and then use it to your advantage. Some people are motivated by public recognition, others by days off. Some people love gifts like movie or sports tickets. When you effectively attach incentives to specific, quantifiable goals, your reps will work harder and find more satisfaction in their jobs.

Teach Good Listening Skills

One of the most important skills sales reps can learn is how to listen well to prospects and customers. When they know how to listen, they become problem solvers who can tailor solutions to your customers' problems.

You can teach listening skills in your team meetings and give your reps opportunities to practice with each other. You can also teach your reps how to ask good questions that will give clients and chance to really explain their needs and challenges. 

Coach Your Duds

Pay close attention to your sales reps who are struggling. With a little attention, you'll soon be able to identify where they're having troubles. Coach them on specific skills and strategies to help them turn their weaknesses into strengths, and follow up with them religiously to make sure they're meeting their smaller goals that will eventually lead them to major success.

As you put these ideas into action, your sales duds will become sales studs. Instead of bringing your team down, they'll be out in front, leading the way and encouraging the rest. In fact, it may not be long before you're asking them to mentor your newest dud. 

Top 5 Traits of Successful Sales People Download

 

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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3 Things Sales Managers Can Do to Build a Stronger Sales Team

  
  
  

3 Things Sales Managers Can Do to Build a Stronger Sales TeamEven if your sales reps are strong individually, sometimes you might find that your sales team is weak as a whole. Sales managers need strong sales teams. Strong sales teams work together toward common goals, share insights and leads, and help each other to stay up-to-date on new technologies and sales strategies.

When you build such a sales team, sales in your organization will build momentum, and everyone will benefit. The following are three things sales managers can do to build a stronger sales team.

Focus on Coaching, Not Training

Training happens when a boss explains to an employer how to do a specific job. Of course, training is essential with any job, but a good sales manager will recognize that a sales team needs more guidance than just how to navigate the sales process.

Sales people find more success and satisfaction in their jobs when they receive ongoing coaching from their sales managers. Coaching is more than training; it's helping individual sales people to reach their personal goals, improve their skills, and strengthen their weaknesses. Coaching can be accomplished through one-on-one coaching sessions or simply through the careful observation and gentle guidance of a sales manager who pays close attention to each sales rep on the team.

As each sales person is coached to improve skills, the entire sales team is strengthened. Sales people feel more valued when their sales manager takes the time to coach them, and in turn, they feel they have more to contribute to the team as a whole.

Set Team Goals

If your sales team has been competitive to the point that they don't work together as a team, it may be time to set some team goals. Team goals help all of your sales people to remember that they're working together toward a common goal, even though they have personal goals as well.

Give our sales team an incentive to reach a team goal. For example, you could propose that if the entire team sees a 5% increase in overall sales in the next quarter, each member of the team will receive a bonus. Such an incentive can motivate your sales people to work together, share leads, team up to tackle difficult assignments, and be each other's cheerleaders.

Stay Connected

Especially if your sales people work variable hours or in different locations, it's important to keep everyone connected if you want to build a stronger sales team. Working in sales can be lonely at times if you don't stay connected with your sales team.

There are plenty of apps and software programs to help your sales team to keep up with each other's schedules and leads, but it's also nice to have a regular face-to-face time to check in, build camaraderie, and spend time trouble-shooting and talking about successes and challenges. Setting a once-a-month business lunch or a weekly Google Hangout can help you to accomplish these goals. A close sales team is a strong sales team, so do what you can to cultivate relationships among team members.

Sales managers can build stronger sales teams by focusing on coaching, setting team goals, and helping team members to stay connected. When you do these things, the members of your sales team will be more supportive of each other, and your team will experience more overall success.

5 Traits of a Great Sales Manager

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

A Guide to Recruiting Better Sales People

  
  
  

A Guide to Recruiting Better Sales PeopleRecruiting better sales people can really jump start your business and help you to make inroads where you never thought possible before. Better sales people bring enthusiasm, finely-tuned skills, and experience to your company, and all of these strengths have a positive effect on the rest of your organization.

The following guide to recruiting better sales people can help you to find and attract team members who can truly make a difference to your company.

1. Make Recruiting Part of Your Everyday Activities

When you're desperate for a new sales person, you don't have the precious commodity of time on your side. For best results, you should recruit from want, not from need. Don't wait until you need a sales person; start recruiting today, even if you don't anticipate needing a new sales person for quite some time. Recruiting better sales people takes a little thought and effort every day.

2. Create a Recruiting Strategy

If your recruiting efforts are disorganized or haphazard, they won't produce results. If you want to orchestrate a successful recruiting program, you need to have a plan. Sit down with your team and decide what activities are most important for recruiting better sales people, and know who is in charge of which activity.

3. Create an "Ideal Employee Profile"

Think about your past and current sales people, and use your experiences with them to create an "ideal employee profile”. Think about what kinds of sales people are the most successful in your organization. Do they have special skills or qualifications? Do they have distinctive personality traits that help them in their interactions with prospects and customers? You'll find recruiting better sales people easier if you know exactly what you're looking for.

4. Write an Effective Job Posting

The quality of job postings has a lot to do with the kinds of people who respond. Remember that you need to include enticing information about what's in it for them, and you want to grab their attention, pique their interest, make them desire what you're offering, and encourage them to take action. Keeping a well-written job listing posted on your web site, at local colleges, on Internet job listing sites, and at job fairs will help you with recruiting better sales people.

5. Use Social Media

Social media can be a great way to find new customers, but it can also help you with recruiting better sales people. When you and your other employees post about the exciting things going on at your company, ambitious sales people will want to join you. By regularly adding substantive content about your industry to your social media profiles, you'll establish yourself as the company in-the-know, and you'll attract the top talent in your area.

6. Network with Hiring In Mind

As you attend conferences, trade shows, and business events, keep hiring in mind, even if that's not the primary purpose of your attendance. When you meeting great sales people, get their contact information and reach out to them in other more meaningful ways, if possible. For instance, offer to take them to lunch or invite them to an upcoming event at your company. These relationships can be very fruitful later on when you need a great sales person.

Recruiting better sales people doesn't happen overnight, but if you follow these tips and make recruiting a part of your everyday activities, you'll find that you can hire great people when you need them. You won't have to settle for the first person you can find; you'll find that you have the significant advantage of recruiting better sales people.

How to Make Sales Compensation Work For Your Company

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

How to Hire Top Sales People in Your Area

  
  
  

How to Hire Top Sales People in Your AreaDo you want to increase revenue and company morale, energize your sales team, and improve your company's reputation? You can do all of these things in one strategic move: hire the top sales people in your area. 

When you hire top sales people, you do all of these things. Your revenue increases as these top sales people find new prospects, close more sales, and re-invigorate your existing customer base. Company morale improves with this new energy, and as your company enjoys more success, your brand enjoys resurgence.

But how do you hire top sales people in your area? What specific actions can you take to build a sales team that will truly make a difference to your company? 

1. Look For the Traits of Top Sales People

Before you can hire top sales people, you have to know what you're looking for. Here's a great starter list:

  • Accountability & responsibility
  • Above-average ambition
  • Self-discipline
  • High level of customer empathy
  • Impeccable honesty
  • Commitment to goals

In addition to these general character traits, think about the traits your company needs in particular. If your work involves a lot of compassion, look for people with plenty of compassion. Make a list of the traits you're looking for. This list will help you further along in the hiring process.

2. Start Networking

Go where the high achievers hang out. The regular resume-and-interview routine is time consuming and doesn't always lead you to hire top sales people. If your local Chamber of Commerce holds monthly business meetings, start attending once in a while. If you have a local trade organization that fits your industry, start showing up at their events. Public seminars on sales topics, LinkedIn groups for your local area, and social media leads can all help you to find and hire top sales people. As you network, keep your preferred traits in mind, and when you find a match, make an attractive offer.

3. Ask For Client Referrals

Your clients have personal, intimate experience with buying the kinds of products or services you sell. Since you're ultimately looking for excellent customer satisfaction, they're the people with the information you need. If you really want to hire top sales people, ask your regular clients if they've met any sales people who stand out from the crowd due to their professionalism and attention to detail. 

4. Make a Great Offer

If you want to hire top sales people, you'll have to compensate them well. They'll have other attractive offers, and if you want them to work for you (and you do), you'll have to make it worth their while. Often, top performers like commission-based compensation structures because they're good at selling and they appreciate the motivation for improvement. Find out what other companies in your area are offering and see if you can offer a little more.

If you want to hire top sales people in your area, figure out which traits are most important in your sales people, start networking, ask for client referrals, and make a great offer. As you fill your sales team with top sales people, your company will thrive like never before.

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SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

The Sales Keys to Winning New Business

  
  
  

The Sales Keys to Winning New BusinessYou want to win new business, but you're not sure how to go about it. What can you do to acquire new customers and drive sales results? Use these sales keys to win new business.

Rethink your overall strategy. 

This is one of the most important sales keys to winning new business. Sometimes we are caught up in our day-to-day routines and forget to think about the big picture. If you want to win new business, you're going to have to re-evaluate how you are currently doing things. 

Identify your strengths, opportunities, weaknesses, and risks.

Capitalize on your strengths and take advantage of opportunities in the market. Acknowledge your weaknesses and work to improve in these areas. Take steps minimize risks.

Understand your target buyers.

You need to have a clear understanding of your target market. Create a profile of your ideal customer. Think of ways you can appeal to them. When you understand your customers, you can have more meaningful conversations with prospects and provide suitable solutions. Identify their needs and figure out how your products/services can help. Determine how best to market to them. Think outside the box. There could be an entirely different segment of potential buyers you haven't even considered yet.

Check out the competition.

Examine their sales and marketing methods. What are they doing right? Can you identify any weaknesses? Learn from the competition's mistakes. You may be able to seize an opportunity to win business if your competitor is fumbling.

Look for ways to differentiate from the competition.

What makes your products/services special? Why should prospects choose your company over a competitor? If you can't answer these questions, prospects certainly won't be able to.

Set specific goals.

Include deadlines for these goals and take steps to achieve them. Set aside time to review progress of goals regularly. Remember to acknowledge your successes. If you haven't met some of your goals, don't think of this as a failure. You just haven't accomplished these goals yet. Take this opportunity to revise your plans.

Revamp your website and incorporate search engine optimization.

Consider rebranding the business to freshen up your image. Get your website working for you. Don't avoid crucial sales keys because of the cost associated with implementation. It is well worth the investment.

Start using social media.

Social selling is critical in today's digital market. Interact with customers and prospects on Facebook, LinkedIn, and Twitter. Participate in-group discussions, contribute valuable insights and responses, share useful content, and respond to customer questions. It's all about connecting and building relationships.

Gain trust and credibility.

Create valuable content to post on your company blog and share it via social media and email. By adding value, your customers and prospects will want to visit your website. Share case studies and testimonials to further demonstrate your industry experience. You will be recognized as a thought leader and industry expert.

Listen to consumers.

More than ever, consumers are willing to tell you what they want. Use social media to get feedback from your customers and to find out more about your prospects' interests.

Incentives

Give incentives to existing customers to encourage referrals and word-of-mouth marketing. You can offer existing customers discounts on future purchases if they bring in new customers.

Continue to develop your skills.

Whether you're new to sales or a seasoned professional, you should always strive to improve. Attend seminars and conferences, read books on the business, research online, network with other sales professionals, subscribe to relevant blogs, follow industry professionals on Twitter and LinkedIn, and stay up to date on industry news. 

These sales keys can help you win new business. If it's been a while since you've updated your sales process, you may feel slightly overwhelmed after reading this list. Don't be. Get started by taking steps to tackle each of these sales keys one by one and start bringing in new business. 

A CEO's Guide to The Future of Selling

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Get Started at Social Selling

  
  
  

How to Get Started at Social SellingSocial selling is when salespeople use social media to interact with prospects. You might think that social media is a waste of company time, but that couldn't be further from the truth. Social selling can reduce the sales cycle time by fifty percent. Your potential buyers are on social media, so your salespeople should be too. Embrace social selling to connect with and communicate with prospects. Social media gives consumers the opportunity to ask companies questions directly and allows salespeople to respond quickly. This efficiency is valuable to consumers. Social selling is a valuable, efficient, and effective tool that your company needs to stop avoiding and start using.

Get Started

If you're new to social media, don't worry. It's easy to set up company accounts on Facebook, Twitter, and LinkedIn. You should also encourage your salespeople to start individual accounts. Upload your company logo for company profile pictures and have your employees use professional headshots for their profiles. Every account associated with the company should include a link to your website in the description. Provide social media training if necessary. Equip your salespeople with the social selling skills they need to succeed. 

Follow Prospects

You want to catch the attention of potential buyers and build a relevant following. Search for relevant keywords on Twitter and start following users who are discussing relevant topics. Check out your competition. Who are they following? You want to follow as many relevant people as possible. Ideally, these people will start following you back.

Social selling tools speed up sales research. By following customers and prospects, you can get to know them better. You will be able to research your prospects before meeting them. Discover their wants and needs. You can then address these issues and offer solutions. Show how your products/services can solve their problems. 

Share Valuable Content

Establish yourself as a credible source of information. Produce valuable content to share via social media channels. Add value, drive traffic, and give consumers a reason to visit your website again and again. You can't just tweet about your company with a link to your homepage and expect people to click through. Start a company blog and continue to post new, original content regularly. The more content you create and share, the more visible you will be to your followers. When you share content that your followers find useful or valuable, they will be more likely to share it with others, extending your reach even further. By providing new and interesting content, you will gain credibility. Eventually your followers will recognize you and your sales team as industry experts.

Interact with Prospects

Social media allows you to interact with consumers like never before. Instead of pushing the same old sales pitch, have meaningful conversations with prospects. Your sales reps should use their own individual profiles to communicate with prospects. Consumers will be more likely to interact with and take advice from an individual than a company. Take advantage of these platforms and communicate with prospects, answer their questions in a timely manner, and participate in relevant discussions.

Like, share, favourite, and retweet interesting content that others are posting. Successful salespeople understand the importance of creating connections and developing relationships with customers. Social selling is all about building strong relationships with potential buyers. By interacting with potential buyers, you can get a better understanding of their needs and interests. Use tools such as Tweetdeck and Google Alerts to receive notifications when consumers are discussing specific topics. You can then participate and provide useful information in real time.

Start Social Selling

It's impossible to ignore the impact social media has on sales. It has become a valuable lead generation tool. Update your sales and marketing strategies and get your sales team involved. Social selling is a powerful and advantageous tool. Don't miss potential sales. Start social selling and increase efficiency, productivity, and sales.

Top 5 Traits of Successful Sales People Download

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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3 Things Sales Leaders Do

  
  
  

3 Things Sales Leaders DoSales leaders are responsible for leading and managing sales teams. It is their job to drive sales results. Effective leadership can have a tremendous impact on a sales team. A great sales leader can boost confidence, motivate and inspire, increase productivity, and help achieve better results. Here are three things sales leaders do.

1. Successful sales leaders build the best sales teams.

They identify, hire, and retain the best salespeople. They provide training and coaching to continue to develop talent. Sales leaders should prepare their sales teams and equip them with the tools they need to succeed. Many sales leaders got to where they are because they used to be great sales reps. Because of this, many sales leaders know plenty about selling and closing deals, but they aren't necessarily leading. They were great individual contributors, but they fail to build sales capability across their team. Sales leaders need to focus their attention on the sales team as a whole and provide effective coaching to develop talent.

When salespeople are struggling with difficult or complicated tasks, leaders should provide assistance. They have the experience and expertise to step in and help when someone on the team is having trouble. This kind of assistance will go a long way when it comes to the relationship between leader and team. The sales team should feel comfortable asking their leader for advice. When help is offered, the team will come to trust and respect the leader, knowing they can turn to him if needed. Salespeople will feel more confident knowing they will be helped if they need back up. 

2. Successful sales leaders mark progress, not just report results.

It is their job to evaluate personnel. Rather than simply reporting results that have been achieved and demanding improvements, effective sales leaders track progress toward sales goals and work closely with salespeople to ensure sales targets are met. Sales leaders should collect information about successful sales calls, meetings, etc. Leading a sales team is not about barking orders, demanding success, or blaming sales reps. This is an incredibly ineffective approach. A good leader considers himself part of the sales team and adapts his leadership style and approach as needed. Good sales leaders will look back at completed sales results and also forward to future sales goals. They will develop strategies to help their team accomplish their goals. 

3. Successful sales leaders motivate with recognition and rewards.

They know how to evaluate performance in ways that produce desired results. They know how to link incentives and compensation systems to obtain better sales results. Good sales leaders develop strong rewards and recognition programs. It's important that rewards and recognition are timely and relevant in order to be effective. There is a variety of ways to reward and recognize deserving sales reps. Reward top performers with financial rewards. Leaders should also motivate their sales teams with non-monetary recognition. Provide regular feedback on performance so those who are working hard feel appreciated and motivated to continue. It is up to sales leaders to monitor performance to ensure sales goals are met. Recognizing strong salespeople and reinforcing positive behaviour will motivate those rewarded as well as the rest of the team to work harder to meet sales targets.

Sales leaders support business development efforts and drive sales results by building talented sales teams, marking progress, and motivating salespeople with recognition and rewards. Great sales leaders have vision, communicate effectively, and encourage growth.

If you are a sales leader and your sales team isn't delivering the sales results you need, and they're not responding to your current management strategy, review your processes and update practices that aren't working. It may be time to implement a new leadership style. Make an effort to address the needs of your sales team. A new approach might give your salespeople the inspiration they need to get out there and increase those sales figures. 

The B2B Sales Essentials Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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