3 Things That Make a Successful Salesperson
May 19, 2016

 What are the 3 things that make a good GREAT salesperson?

When it comes to great sales people there are three key things you need to pay attention to:

1. Skillset - do you have the skills necessary to make the sale?

2. Activity - Are you doing the right level of activity to get the results you want?

3. State - How you feel. (energy, belief, confidence, etc.)

It's important to remember that not all of the above are easily measurable, and in fact can be quite subjective. So, the best place to start is with the activity. By measuring those tangible items such as call, meetings, conversions, etc. you can then determine where the deficiency is - and it will either be in state or skillset. Watch the video to find out how to combat these deficiencies and ensure your salespeople are great.

Cheers

Business Lessons From the Bike Trail #1 – Knowing Where to Focus
Mar 30, 2016

 

 

There's a basic object to enjoying a safe ride on a mountain bike: Look where your going.

While the same can be said for business, it's amazing how many people focus on the obstacles in front of them instead of focusing on the track, but when you fixate on the obstacles which are in your way - they tend to magnify - which makes your changes of hitting one fairly high.

The same goes for them you start riding faster on the trail. The faster you go (ie: the more you grow) the further down the track you need to look. Just don't look so far down the track that you get blindsided from something you didn't see just up ahead.

Have a think about your business. How far down the track are you looking? What obstacles do you face that you could find the answer to if you just ventured to look a little beyond them? Are you getting blindsided by other things that are stopping you from making progress?

If so, you may need a growth check. Take our free 7-minute test to find out how to sail past the things holding you back and create the business you dream of.

The Secret to Managing Attitudes at Work
Mar 28, 2016

 

The number one stressors in business are (and may always be) money, and people. In fact, you likely know first hand how much emotional energy and loss of team synergy is wasted on a member of your team that just doesn't fit the bill.

It turns out - the key to managing attitudes in the workplace is as simple as communication and follow-up. Sounds easy, right? Well it can be more difficult that you expect to implement, but once the expectations are set, it can become remarkably easy to keep momentum in your team.

The tools we need start with creating our core value and culture. You see, if expectations for every member of your organization aren't clear, and we don't hold people accountable, you will always have an organizational culture that is driven by the quality of people within it.

A good starting point is to check out "The Advantage: Why Organizational Health Trumps Everything Else in Business", by Patrick Lencioni it is a fantastic read about the concrete advantage that can be gained by having a healthy organization.

 

How to Hire Top Performing Sales People
May 12, 2015

If every there was a holy grail, this would be it. If only there was a way to consistently hire top performing sales people!!

Well I'd love to say I've got the silver bullet for you ... but I think you'd know I'd be lying. What I have got though, are some juicy tips and tricks shared from recruiting veteran Kristen Harcourt. Kristen is a senior consultant with The McQuaig Institute. The McQuaig Institute are leaders in the field of profiling and assessments with respect to recruiting. While The McQuaig Institute can and do help companies assess a variety of roles, their grass roots and expertise is with sales people.

In this interview, Kristen shares with us the 'tells', tricks and tips on finding, filtering and identifying top performers. The whole interview is 37 minutes long and it is packed with gems to help you find the sales people you are looking for.

Enjoy the listen. Please share your thoughts and ideas on the content of the interview below, we'd love to hear your take.

And...if you want to take this podcast on the go and have a listen later, you can! Right click the link HERE and save it to your device.