Sales Momentum

I can think no other intangible that has such a huge impact on sales success. We can discuss at length strategy, planning, marketing etc. that will alter the course of your success. But unlike momentum, these are things we can see & touch.

Momentum is more of a feeling that you are building & gaining on a goal. It is an extremely positive feeling that allows you to continue you on your path & weather the even the toughest conditions.

Salespeople- Churn & Burn

First let me upfront & say I am a salesperson at heart & not an HR professional. I can only comment on what I am seeing among friends, colleagues & former employees. I welcome any professional views on the subject.

Over the last 2-3 years, I have seen so much turnover in sales. Granted we are in the midst of some very troubled times but 3-4 positions in 24-30 months!!!

Cross Border Sales

At one time or another, we have been hit with the "it just does translate well". Having a little experience with a foreign language or two, I can understand how some words just do not have the same meaning from one language to another.

One word that I am very familiar with that really does translate well grammatically but not so well strategically; sales & selling.

Selling: Comfort Breeds Trust

I'm not a big believer in the schmoozing method to selling, although I am a true fan of developing professional trust by creating a level of comfort.

By comfort, I do not mean sharing stories about sports, kids or beer consumption. I look to make the client comfortable in my ability & my firm's capability to deliver. Today, it's all about results & managing the business for the client. I'm looking to make the client comfortable on a professional level.

Selling: Art of Listening

Years ago, the sales function went to that character that everybody liked, usually, he/she was "good with people". Translated today to mean a good talker, schmoozer, everyone's buddy etc.

This was the individual that was entrusted to build relationships, take clients out, golf, entertain.. And years ago this worked fine. The world was less complex, sales cycles were short, & orders were a mere paper napkin.