Well worth a read…a valuable addition to any sales tool kit
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Do you know what to look for in your next sales hire? In this blog, 10 experts weigh in on the must-have qualities of successful sales professionals.
Great article – I am always led by the line that say ‘Hire on Skills – Fire on Attitude’ because it is so true. I personally always seek to find sales people who are curious, coachable and are able to demonstrate diversity in their thinking whilst having a very pragmatic and practical approach to providing a meaningful solution. The one thing I screen heavily for is people who are out of touch with the reality of a situation. Past experience has taught me that this is a key issue when driving sales performance.
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Analytics tools give decision-makers the best possible intelligence about customers, finances, operations, suppliers, and the market. This is why, according to IDC research, business analytics is among the top five IT investment initiatives in 2012.
Time spend managing the sales team is vital…sometimes it can feel like it’s a never ending task, and there is no doubt that occasionally this is true. The aim of a good sales manager is that they get the sale team up to optimum and consistent performance, and then let the sales team do their job whilst remaining accessible should help and support be needed. On an ongoing basis, there should be a program of accompanied visits, coaching and mentoring. In between times the sales team should be provided with meaningful and accurate data regarding their performance…then, as in the real world, they can have a high degree of responsibility for how they spend their time, resources and therefore have full control of how they perform. In the best managed sales teams, it is often a characteristic that the sales management do not hold the sales team to account on a minute by minute basis, but are there for the self evaluation and support of the sales person. Carol Griffiths firstname.lastname@example.org www.mortonkyle.com 07790021885
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