Everything that humans do is process. Everything. Process is "a systematic series of actions directed to some end." That pretty much describes everything you do, from brushing your teeth to designing a jumbo jet. The only time we escape process is when we’re asleep. So why do many sales people react with, “Process? We don’t need no stinkin’ process.” (Apologies to Humphrey Bog … [Read more...] about Process? We don’t need no stinkin’ process.
I’m reading a couple of interesting books and by chance they both discuss multitasking. In fact, the first one deals entirely with multitasking from the point of view that it is far more effective to tackle one thing at a time. The second is about SCRUM, the highly popular way to manage software teams and projects. It talks about using SCRUM outside of the realm of software—I’m … [Read more...] about Multitasking In Sales
When your sales activity is low and you’re not hitting your targets for the month, your sales manager will often assume that you’re not making enough calls in a day. Since, to most salespeople, sales is a numbers game – the more calls you make and the more potential customers you talk to, the higher your chances are of closing a deal. But is sales really a numbers game? Isn't th … [Read more...] about 3 Simple Ways To Make Your Sales Calls More Productive
I’m sure we’ve all figured it out by now that regardless of the number of cups we drink, our morning coffee (or tea) won’t automatically make us more productive. Since, admit it, we all love distractions and we can barely make it through a day (or make it through writing a HUB post) without being interrupted and getting side-tracked. I'm always searching for new ways of incre … [Read more...] about 4 Ways To Become a Highly Productive Person
How’s that for a title? Straight out of what we’re all trying to do today with tools like sales automation and CRM; with devices like smartphones and tablets; with interactions by webinars and web conferencing in addition to phone and email; with Big Data and Drip Marketing and High-Velocity Selling; and with training in the principles of adaptive selling. Wait. Adaptive sel … [Read more...] about Increasing Sales Productivity by Getting Salespeople to Work Smarter