Sales Initiative’s Post

What is the difference between Planning and Preparation? Planning & Preparation is the first step in the sales process which often is not given much importance by sales professionals. Also most sales professionals get confused between these two terms. So let's find out the differences between Planning and Preparation to gain better clarity: Nature: Planning is a broader and more strategic process that outlines the overall approach and objectives in sales interactions. Preparation, on the other hand, is a more detailed and tactical process focused on gathering specific information and practicing relevant skills. Scope: Planning covers the entire sales process, guiding sales professionals through the various stages of interactions with potential customers. Preparation, however, is more focused on individual interactions and ensuring sales professionals are well-equipped for each specific engagement. Timing: Planning is done in advance, often before engaging with prospects, and provides a roadmap for future interactions. Preparation occurs before each sales interaction, ensuring salespeople have the necessary knowledge and skills to make the interaction successful. Objective: The objective of planning is to create a structured approach and strategy to achieve sales goals and objectives. Preparation aims to equip sales professionals with the knowledge, skills, and information required to effectively engage with potential customers and address their needs. In summary, planning in sales involves setting the direction and strategy for sales interactions, while preparation involves gathering information, practicing skills, and being ready to execute the sales plan effectively. Both planning and preparation are essential for successful sales outcomes, as they complement each other and enable sales professionals to navigate the sales process with confidence and competence. Happy Selling!! #salescoaching #sellingskills #salesdevelopment #leadership

A lot of my clients are business owners and sales leaders. One of the things they complain about is that there sales teams are not engaging with senior stakeholders in the companies they are selling into. As a result many deals are being stalled, stuck or don't go anywhere. Sales people are having fantastic and promising conversations which end up resulting in no sale, because they aren't engaging with the right people Typically there are 2 reasons why sales people don't engage and form strong relationships with senior stakeholders 1) They lack the skill - They don't know how to effectively engage with senior decision makers. They don't raise the level of the conversation enough. Their conversation is to technical and not strategic enough. This happens usually due to either a lack of knowledge or not being able to ask the right questions / direct the conversation 2) They lack the confidence - Either consciously or subconsciously they don't feel good enough/ equipped enough to speak with senior stakeholders. So they tend to do what they feel more comfortable doing and speak to people that aren't as senior. They use a safety first approach So what's the solution 1) Get sales people to think more strategically and think more like the senior stakeholders that they are selling into (this can be achieved through effective training) 2) Develop the sales teams selling skills, so that they ask better questions and have more powerful conversations with senior decision makers 3) Empower sales people - develop their confidence so that they are comfortable reaching out to and dealing with senior stakeholders Doing the above will mean that more relationships are formed at a higher level. Which ultimately means, shorter deals cycles, higher average order values and more sales! #salessuccess #salestraining #salescoaching #salestips

For a sales force to achieve success, the following seven elements are crucial: 1. Clear and Measurable Goals Monitoring progress and assessing success requires clear and measurable goals that align with the company's overarching objectives. 2. Strong Leadership Leaders equipped with profound sales process knowledge and effective team management skills are indispensable. They must establish a clear vision and motivate the team to attain it. 3. Structures Sales Process All salespeople must adhere to a structured sales process that encompasses qualification criteria for each stage, caters to the target audience, and adjusts to changes in the market. 4. Effective Use of Data and Technology Gaining insights into client and team behaviour enhances sales productivity and identifies opportunities for growth and process enhancement. 5. Focus on the Client's Needs and Pain Points Adopting a client-focused approach that prioritises a deep comprehension of their pain points and requirements is pivotal. The better the understanding of challenges and their impact, the more effective the solutions offered, fostering the groundwork for lasting relationships. 6. Supportive Culture for Development A culture that esteems and nurtures personal and professional development can be fostered through training, coaching, and performance management. 7. Feedback Process for Improvement Utilising feedback and data to make informed decisions while refining processes and strategies constitutes one of the cornerstones of a successful sales function. The NBS managerial leadership in Sales and Marketing course provide the platform to learn and network with sales and marketing leaders ...

It's sales malpractice when you allow prospects to self-diagnose their problems.     Why do these prospects have to make your job so difficult? Customers even have worse problems than they're telling you.    Yep.    Salespeople constantly go off the rail because they're not listening, or they think that they know better than they’re hearing.    Listening to the problems that they’re having and backing into the solution. LISTEN and be triggered by what they say and then you back into it    Prospects might have valuable insights, but they lack an understanding of the underlying factors that are contributing to their problems. Position yourself as the expert in every customer interaction. Your first job in every sales conversation is to uncover the true need and understand what the best solution to a buyer’s problem is. You have to assist your prospects to think and then you have to remove the fear of making decisions. The most effective salespeople engage in active listening, allowing them to craft the most appropriate solution and win their prospects’ trust. Be more concerned with helping the client rather than selling. New here? Join me in my mission to empower sales leaders and teams. Every day, I provide valuable insights on:   💡 Sales enablement techniques for maximizing results 🎯 Sales leadership strategies  🧠 Developing a winning sales mindset  💆 Sales therapy for overcoming challenges  🚀 Sales team growth and empowerment #wesleynewisdom #consultativeselling #sales #salestips #salesmindset  

In our most recent Voice of the Sales Manager Survey, managers pointed out that setting goals and keeping reps accountable (72%), improving the sales process (69%) and coaching their reps (69%) are all tasks that require their best efforts. https://lnkd.in/gduhEH3p #sales #management #salesmanagement #retention

In our most recent Voice of the Sales Manager Survey, managers pointed out that setting goals and keeping reps accountable (72%), improving the sales process (69%) and coaching their reps (69%) are all tasks that require their best efforts. https://lnkd.in/gduhEH3p #sales #management #salesmanagement #retention

Topic Question: What best practices should a senior sales leader implement to solicit and implement feedback to ensure sales executives follow company sales policies and procedures in territory management? ---- Introducing "Ask Ruben" - Your Go-To Column for Sales, Business Development, and Revenue Generation Insights! 🚀 Step into the world of sales success with Ruben, a seasoned sales leader extraordinaire! 🌟 🔥 Got burning questions about boosting revenue, mastering business development, or supercharging your sales strategies? Look no further than "Ask Ruben" for expert advice that always hits the bullseye. Welcome to "Ask Ruben"—where sales success stories are made, one question at a time. 🌟 ----- The “Ask Ruben” Answer: Here are some best practices for a senior sales leader to solicit and implement feedback to ensure sales executives follow company sales policies and procedures in territory management: 1. Clear Communication: Ensure sales executives understand and follow sales policies through clear communication. 2. Regular Training: Provide ongoing training to keep sales executives updated on policies and procedures. 3. Establish KPIs: Set and monitor key performance indicators related to policy adherence. 4. Feedback Channels: Create various feedback channels for sales executives to share their input. 5. Open Door Policy: Encourage an open-door policy for addressing concerns and challenges. 6. Peer Reviews: Implement peer reviews to promote accountability among the team. 7. Recognition and Rewards: Recognize and reward adherence to policies to motivate compliance. 8. Feedback Analysis: Analyze feedback to identify trends and areas for improvement. 9. Continuous Improvement: Continuously improve policies based on feedback from sales executives. 10. Performance Reviews: Include policy adherence in performance evaluations to emphasize compliance. Implementing these practices can help foster a culture of accountability and ensure that sales executives align with company sales policies and procedures in territory management. ----- #Hashtags: #SalesSuccessStories, #BusinessBrilliance, #RevenueRevolution, #AskRubenInsights, #SalesMastery, #BusinessDevelopmentTips, #RevenueGenerationGuru, #ExpertAdvice, #SalesProTips, #BusinessGrowthHacks, #makeitraininbusiness, #rubencoronacontent

#SalesLeadership #Leadbyexample #Stayfocus #SetGoals #Trainyourteam #Workwiththebest Every Sales Leader wants to be the best in their field. But what does it take to be a top sales manager? Here are some tips to help you achieve success: 1. Set clear goals: As a sales manager, it's essential to set clear goals for yourself and your team. Make sure your goals are specific, measurable, achievable, relevant, and time-bound (SMART). This will help you and your team to stay focused and motivated. 2. Build a strong team: Building a strong sales team is crucial to success. Hire the right people, provide them with the right training and tools, and create a positive work environment that encourages collaboration, innovation, and creativity. 3. Focus on customer needs: The best sales managers focus on understanding the needs of their customers. They listen to their customers and tailor their approach to meet their needs. This builds trust and loyalty, which is essential for long-term success. 4. Be data-driven: Successful sales managers rely on data to make informed decisions. They track their team's performance, analyze trends, and use data to identify areas for improvement. 5. Lead by example: The best sales managers lead by example. They set the tone for their team, demonstrate a strong work ethic, and are always willing to go the extra mile. 6. Stay up-to-date with industry trends: The sales industry is constantly evolving, and the best sales managers stay up-to-date with the latest trends and best practices. They attend conferences, network with other professionals, and read industry publications to stay informed. By following these tips, you can become a top sales manager and achieve success in your field. Remember to stay focused, be customer-centric, lead by example, and always strive for continuous improvement.

In our most recent Voice of the Sales Manager Survey, managers pointed out that setting goals and keeping reps accountable (72%), improving the sales process (69%) and coaching their reps (69%) are all tasks that require their best efforts. https://lnkd.in/gduhEH3p #sales #management #salesmanagement #retention