Steel on Sales

Top 5%- How does a Sales Professional get there?

Anyone in sales more than a year has probably come across the top 5% conversation. This usually occurs in the first 2 months on a consistent basis and during meetings when accolades are given out. The top 5% sales person is well above the rest when it comes to knowledge, understanding, technique, and the amount of money they make. How do you get there?

Reaching the top 5% isn't an easy task. If you know anyone who is considered to be in the top 5%, you probably think they have a different personality than you. Whether they seem rude, cocky, arrogant, polite, or anything else, you just don't have what it takes to accomplish the same goals. YES, YOU CAN! We're going to give you a few ways to start making it happen now:

#1 Surround yourself with the right people

Probably one of the most important approaches a top 5% sales representative can have is surrounding him or herself with the right people. This is especially true if you're new to the sales game. The leadership and guidance you get throughout the journey will have a major impact on your success. Let the negative and inexperienced "mentors" coach the other 95%, because this isn't going to be you.

#2 Utilize Planning and Organization

The sales rep who tries to build a career off raw talent will have two results, a short sales career, or a mediocre one at best. There are several different strategies you can use, but without proper planning and organization, they won't reach their full potential.

It's also a good idea to remember that each potential client has different needs. So the strategies you use will vary from one client to another. Just ask a financial advisor what he or she does before sitting down with someone. They look at spending history, net worth, and ask the right questions upfront to help the people in need (plus several other things).

#3 Find the Decision Makers

Individuals who reach the top 5% in sales do more than just get the sale. Their profiling skills are strong as well. One of the major components is making sure you're in front of a decision maker. All sales reps have been in front of a person who says they need to speak with their husband or wife first. If you have, you most likely felt like you wasted time.

Getting in front of more people throughout a workday will happen if you schedule to meet with decision makers. Most married couples or partners want to make decisions together. Since you know this upfront, schedule a time to meet with them when they can both be there. In the end, you will see more people throughout the year and increase your overall sales.

#4 Fill in the Spare Time

We all go through droughts from time to time, but the people in the top 5% know how to keep it at a minimum. They take the time to find new business, even if the day is full of repeat clients. However, these potential "new clients" will be seen at a later date to keep the schedule full. So while others are dealing with a "dry" part of the year, the top 5% person will be continuing to build their business.

If you're willing to work hard and build a client base, all four of these tips will be crucial to your success. In 6 months to a year from now, you could be in the top 5% yourself.

 

Don't Fail Your Highly Aggressive Salespeople.

Whether you have an existing sales force that has become stagnant, or you are a start-up ready to hire your first salesperson, the goal is the same: you want to grow your company. Growth is the underlying reason why most companies go out and find “Hunters,” those highly aggressive salespeople that make things happen. Unfortunately, more often than not, companies abandon theses highly aggressive salespeople soon after they come on board. The reasons are two-fold: they become too much to handle and need constant change and stimulation to stay fresh in the field.

Eventually those people are terminated because they negatively impact your company’s culture.

How did things get so out of control? For one of these simple reasons:

1. You did not get the best candidates walking through your door.
2. Your organization was not prepared for them.
3. You did not set realistic expectations.
4. They were not compensated properly.
5. There were too many roadblocks taking them out of selling.
6. They were not managed correctly.

So it is time to stop, take a good long look in the mirror, and decide if you are ready to refocus so that you can support these individuals.  Simply terminating them means you’ll constantly have to look for new people. Learning how to work with these strong personalities can be a great plus for your organization.

 

Become a Standout

So you want to stand out from the rest of the other millions of people using social media and become a success but don't know exactly where to start?  I came across something recently that might just get you thinking a bit, and perhaps a bit differently than you normally would.  Someone was asked how to stand out from the crowd and an internet marketer paused and thought to himself how easy that truly is-just look around and see what everyone else is doing and don't do it!  Or I would add to that or do it, but find a way to do it differently that sets you apart from the crowd in a positive way.  You have probably heard this a million times so here goes one more time.  When giving information, free giveaways and other avenues of marketing...give value.   However keep in mind that there is such a vast amount of free information being passed around these days (with or without true value) that you really need to be sure that what you are giving is exceptional and yes, has value for the receivers. 

Another way to stand out is to see your potential clients or customers as real people, not just as numbers.  Take interest in them and remember that building relationships with your intended market is not an option, it is a must.  Again you have probably heard this a million times too but it is important enough to hear one more time.  People buy from those they know, like and trust.  Sometimes people think that this is far more difficult to have happen via the internet than in real life but not necessarily at all.  It starts with being genuine and being open. That is not to say that you must reveal your entire life to the masses by any means, but don't expect to hide online or be dishonest and have people build any sort of trust in you.  If you are building your business using online means such as Facebook for just one example, remember that people are watching you and the things you have to say, so take a little extra time before typing out your posts.  If your business is about something very positive and upbeat, you will not want to get online and have the majority of your posts be negative and about how much you dislike life. 

Another way to stand out from the social media crowd is to be responsive to your clients' complaints, questions, comments etc.  Set reasonable guidelines for when you will reply back to these but do reply!  No one likes to be ignored or feel that they are invisible and don't matter.  The power of acknowledgment is huge.  Even if you might not know the answers or what exactly to say right away, at least acknowledge that you have seen them and will get back to them within the hour or perhaps the same day. 

Social Media the New Normal

There are definitely a lot of different opinions floating around out there particularly on the internet these days regarding if social media is the new normal as far as is it considered part of one's work, a distraction from it or could it be a combination of the two?  Obviously it makes a difference who you are asking these questions of.  If you ask an internet marketer they are more than likely going to tell you that indeed it is a crucial part of their work that they could not do without and that it helps their business grow immensely.  However, if you asked a dental assistant he or she would probably be more inclined to see social media as simply a distraction to be used solely for their time off away from work.

No matter what profession you may have, social media can be both a part of one's work as well as a distraction from it, and much of that is largely dependent upon just exactly what one is doing while they are on Facebook, Twitter and other social media sites.  It goes without saying that if I am playing Farmville on Facebook for three hours a day at work and my boss finds out, it will take nothing shy of a miracle for me to convince my boss that what I was doing was even remotely work-related and an even greater miracle if I don't get fired!

People differ on the definition of real work although it is most commonly looked upon as things that are concrete, tangible and performed within the parameters of a "normal" job.  They are the things that people are supposed to be able to look at and measure whether one is moving forward towards those real, tangible goals and results in the workplace.  Then we must ask ourselves who is defining the word real and by whose standards are we comparing our real work to?  Social media and its ability to create and connect us is a big part of the new "normal" of work in these days. 

Connecting on social media sites expands our worlds, our thinking, our strategizing, and virtually all aspects of our lives that yes, spill over into our work worlds whether we are involved directly online such as in network marketing or not.  There is value that can be found in social media but again it really goes back to why we are spending time there and what we are doing when we are there.  Playing online games at these various social media sites is one thing, and very different from actually interacting with others and learning from people from all over the world who can enrich our lives and help us to grow in any form of work that we do. 

Accountability- Use Reviews to keep your team in check

Becoming a leader of your sales team or business doesn't come easy. There is a specific approach built upon some of the great business-minds of our past, so take advantage of it. Delivering the perfect model will reflect upon you, your team, and the business as a whole.

Presenting a feasible plan that delivers results begins with a threshold for goals. Motivating your sales staff or employees will provide an accomplishment factor that keeps everyone on top of their game.

However, you have other areas to focus on as well:

#1 Quarter, Semi-Annual, or Annual Reviews

In order to accomplish the overall goals of the company, your employees should have a set of goals themselves. When you have your quarterly, semi-annual, or annual reviews, their progress will be documented. If everything goes accordingly, good things will happen.

Unfortunately, there are times when an individual doesn't meet his or her goals throughout the year. In this case, you need to address the situation. This will include their strengths and weaknesses, but more importantly, how they will fit into your company in the future.

#2 Taking it a step further

While reviews have a major impact on the work ethic of a salesperson, the conversation shouldn't be one-sided. Take the time to ask them to review themselves. This additional step will make them to commit to what needs to be fixed and where they shine the most. It also allows you to document their progress in these areas until the next review occurs.

Once this step is complete, there are no excuses in the future. They know what is expected of them, where they need to focus their energy more, and the consequences if it just doesn't work out.

#3 One on One Meetings

Setting up a weekly meeting isn't enough when it comes to keeping everyone on the same page. We highly recommend taking advantage of individual meetings, especially the sales teams. Some people need to be kept on a "shorter leash" than others, so a once a month meeting would help.

You could provide everyone with their own quota (based on skill set), or do it as a team. If you want to get the most from your sales force, the former would be better. There can always be goals set forth for everyone, but when it comes to maximizing the skills of your workforce, an individual setup works best. This the "C" class won't feel like the goals are unattainable.

If you take advantage of what reviews can do, it will be easier to hold everyone accountable. The end result is better production and more motivation from everyone.

Build Your Network

Many people turn to networking in times of need such as when looking for a job, a reference for a job, a person who may be able to help you with a particular problem you are facing and so forth but they wait until the need is there instead of working on building their network consistently all along.  It is important to invest time and effort into building and nurturing your network and relationships long before you find yourself desperately looking around for the answers and help that you need.  By spending time cultivating relationships simply for the sake of having and enjoying them rather than for what they can do for you in the short term, you will more than likely find that you will find that you have a diverse, rich network.  These people also have their own network of people and soon you could find that someone who knows someone else may be just the very person who can land you that job interview, point you to someone who can fix your air conditioner for next to nothing or help you get started in social networking with your new business and much more. 

If you have not spent time developing relationships in your network it may be quite uncomfortable when you try talking to someone you have drifted from and the first thing you bring up is asking them if they can either be a reference for your job application or know of any job openings.  In fact in some cases it may go beyond being uncomfortable to the point of being rude and that relationship may completely dissolve (if it hadn't already.)  It would be like someone calling you out of the clear blue sky and you just know that they are going to try to "pitch you" on their latest home-based business opportunity and really don't care to find out about you, how you are doing, or anything other than to try to "sign you up."

I have seen this happen in social networking sites a lot.  It happens when someone posts about their business on your personal Facebook wall which is a huge turn-off by the way! or when they only comment on your post when it has something to do with their business they want you in, or also trying to act like they are interested in you and you can just almost feel that at any moment they are going to type out a link to check out and "just let me know what you liked about this."  Has it happened to you?  Annoying isn't it?!  Now I am pausing to think how often I may have done that without intentionally trying to "pitch" someone and how that must have felt. 

If you have been spending time working on building and cultivating your network, not for what you can get out of it but for what you can give as well, when the time comes and you either need someone for something or vice versa, you will find that you will have quite a group of people who may be more than willing to help you out or point you in the right direction.  It just goes back to the very, very basic principle of treating others how you would like to be treated.

One Thing at a Time

Building a sales force that will provide your business success for years to come doesn't have to be a difficult process. Instead of trying to do everything at once, it's highly recommended that you try one thing at a time. Focusing on different areas and giving them your attention is much more productive.

The Priority

What is the priority of your business? You already know yourself, but making sure the team knows is just as important. This allows them to understand exactly what needs to be done in order for success to shine. Once you get there, they can be rewarded for their hard work.

The goal here is being able to create a need that will benefit you and your team. Without it, people will be torn in various directions without any sort of guidance. In the end, no goals equal a faulty business.

Action Steps

If you're not familiar with action steps, these are built to make things happen. The system you set up can be anything from a milestone progression to fast acting solutions. Profiling a customer provides several action steps revolving around questions. Finding out what their needs are, how to solve their issues and other areas will be crucial.

The proper profiling strategies provide an in depth look at what the client needs. Even though you might understand what they want, what is their reasoning behind it? Granted, you don't want to probe when it's not warranted, but when they open the door, you should definitely get all the information you can from them.

Overcoming Obstacles

There is a reason your client hasn't done anything to solve their problem. It could be a major issue or something minor, but you won't know until the questions are asked. Obstacles can literally make or break a sale, so the more you know about the individual the better.

How to Teach

One of the best ways to teach this approach is by role-playing. A one-on-one meeting never hurt anyone, and it can give your sales rep the chance to see what you want to achieve with a client. Otherwise, they are left to learn on their own, which might not be good enough for your company.

If you focus on this area alone, it will have a tremendous impact on your company. Once it's time for the salesperson to have his or her review, you will see unbelievable results. When they understand what you need from them, it will be time to focus on other areas.

Listen; we know you can be a multi-tasker, but if you only focus on a couple things at a time, it makes a huge difference. Try it out for a few months and you see just how organized you've become

Facebook Marketing Tips

If you have not already incorporated Facebook into your online marketing strategies by using advertising and creating a fan page yet, you just might want to do so when you see the statistics of registered users currently on Facebook.  Actually I have seen a couple different numbers; one was over six hundred million users and one was over five hundred million.  Either way, that is an awful lot of people especially when approximately half of those log in to their account every day and that the "average user" spends almost an hour on Facebook daily.  I have to laugh at that statistic when I think of people I personally know who spend well over that.   My best guess would be at least eight hours a day or perhaps even more!  I am sure you will not be shocked to know that many people sneak on there while on the clock at work too.  I can only imagine some bosses' eyeballs growing rather huge at this moment!

With numbers as crazy as those above, plus the well over one million Facebook fan pages that have been created, and then throw in the fact that Google is now using social content in ranking web pages, it really just does not make any logical sense why you would not create a Facebook presence if you are not already actively doing so.  To maximize your Facebook fan page (you have one right?!) remember to keep your content fresh and exciting.  Give your fans a reason to come back and stop by your page on a consistent basis.  You can also integrate your fan page with your other social media sites to increase your results without that much more effort exerted.  There is a service called Ping.fm (http://ping.fm) that will update all of your numerous social networking sites all at once, including popular ones like Facebook and Twitter.  Set up your widgets for your YouTube channel and Flickr feed to automatically add images and videos to your Facebook fan page. 

Facebook fan page walls can be a very valuable tool to communicate with prospects and customers but can be a bit daunting to new people visiting your fan page.  So, instead of sending your new visitors directly to your fan page, think about possibly sending them to a more controlled and welcoming landing page where you can give them good information and invite them to become a fan.  I came across one example where a shoe retailer that donates a pair of shoes to kids in need with every pair that is purchased, directs new visitors to a nice landing page which clearly explains the company's personal mission.  They even have a video there that shares their story and links to important pages and products of course.  Apparently their approach seems to be doing quite well since they have over 180,000 fans and growing.   Get creative and help your new visitors feel comfortable with you and your business while establishing trust and rapport, and watch your fan page numbers skyrocket.

 

 

 

Recession Proof your Sales

Even though we aren't technically in a recession compared to years past, there is definitely a decline in overall purchases. Consumers are cutting back on their spending, companies are cutting back on the labor, and most people are suffering because of it.

However, there are ways to overcome the recession and still get the sales you need to weather the storm and beyond. Keep in mind; there are also things you shouldn't do:

#1 Team Pressure

Putting more pressure on your team isn't the best scenario. In fact, it's the fastest way to de-motivate them. Sure, it might bring a few deals, but over the long haul, you're not going to see their best potential.

The best course of action is assessing the overall problem and looking at them individually. This could be part of the system or an employee. If it's the latter, request a one-on-one meeting and figure out a way to disarm the problem.

#2 Keep up with Training

Even though you might consider your sales staff "stellar," they can quickly become content with what they're accomplishing. We've seen it time and time again, once a salesperson reaches a comfortable financial area, they change. Instead of working just as hard, they get complacent.

There are a couple ways to overcome this, but the easiest is to have some sort of continuing education. Take the time to sit down with each of them and find out what drives them. The answers might surprise you, but if you capitalize on these areas, you will definitely keep them motivated.

#3 Understanding the "Real" Salespeople

You have to admit that it's pretty easy to make a sale when things are going great. Getting in front of enough potential customers offers a higher success rate to close a deal. While this is true, the real salespeople are the ones who can do it when the going is tough.

Individuals who are able to stay on top of their game go the extra mile to make a difference. Whether it's thinking about their livelihood, their future, or just to be the best, it's pretty rare. Your job as an owner is to keep your salespeople on their game, but with the appropriate approach.

What's the Answer?

Recession proofing your sales begins with better organization and structure throughout the company. Knowing exactly how to speak with sales reps and train them is enough to provide your company with the necessary means to be successful. Even if your business is at the top right now, taking the time to keep it at the highest level will have a major impact on your company's longevity.

Best of all the employees will benefit from this action as well.

 

 

 

    

Sales Process-Desperation leads to Failure

Almost every business owner out there deals with a desperate situation from time to time. The sales are slowing down, the team has lost their flair, and the profits are dwindling by the second. When scenarios like this arise, it's hard to "stay the course" and have the right approach. However, without it you will surely fail.

Do you lead your life in desperation? Well, most people don't because they want to know what lies ahead. When a desperate measure is taken, the process isn't organized, strategically developed, and leaves the door open for several flaws. Take a look at some of the areas you could overlook:

#1 Short-Term or Long-Term

The idea that was created by you or a staff member either has a short-term or long-term result. Spend the time analyzing the pros and cons to this, because if you're wrong, it could end up making things worse. Short-term goals might get something on paper, but it won't provide the company with repeat business. If you aren't sure whether you can accomplish these goals, consider passing on it all together.

#2 Is it Proven?

Most ideas have been tested for long periods of time before they ever reach the open market. This alleviates a lot of headaches in the future, so make sure the idea has been tested. It doesn't matter how promising the initial layout looks, without any proven results or tested measures, it ends up being "just an idea."

#3 Go back to the Basics

Yes, all companies go back to the basics at some point. It's possible yours will need to do the same thing. When you do this, it's a good idea to look over the structure of your sales formula. Are there things you can take from it that have been misplaced over the years? It might sound funny, but the smallest piece that is missing could change everything.

During this time, all the "faults" will be noticeable as well. Role-playing with the sales team is a great way to find them. There are a lot of sales people out there who tend to parrot a lot of your teachings when they're on their own. If the difference is clear and their numbers are down, it's time to go back to the drawing board.

Holding everyone accountable is important, which means each area should be addressed appropriately. In the end, settling for a desperate measure only brings short-term benefits. When they're over, you will still be looking to solve all the other issues that weren't focused on at all.

Seriously, you're not going to be happy about the result, so give up the fast acting methods and go back to the foundation you built your business on in the beginning.