Category Archives: Wisdom

Things your mom taught you about success

Vampires Can’t – Neither Can You. Get Invited In.

VampireI was recently talking with a friend of mine who does phone sales and she told me that her company says they are NOT ALLOWED to ask the prospect on the other end of the line if it is a good time to talk.

CAN YOU IMAGINE?

She tells me her team is getting clobbered and is truly underperforming and that the job is demoralizing (I think she’ll be leaving soon), but her management INSISTS that they should never ask this question.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

So, it’s time for the Vampire article.

VAMPIRES AND SALES? WHAT?
Yes. Indeed.

In the time-honored tradition of Vampire-lore, it is well-known that Vampires cannot cross the threshold into your home, until they get invited in. The barrier is considered “sacred” and “holy”.

It is the SAME THING with your prospect’s time! You MUST be invited in before you are allowed to start selling – or you will be left bleeding out of your eyes (the sales equivalent is BEING SHUT DOWN and demoralized).

What does this look like?

Continue reading Vampires Can’t – Neither Can You. Get Invited In.

A Sales Gig Primer: Accelerate Onboarding and Ramp Up Part 5 of 5

Onboarding and Ramp UpA Sales Gig Primer: Three Critical Items for Accelerating Onboarding and Ramp Up Part 5 of 5

POKE: Did you register yet for this event: Your Job Search Goes Social with Sima Dahl? I am attending and I want you to consider it, too. Sima is even offering the event FREE to people who are unemployed – on the honor system. She is clearly about making a difference!

Accelerate your Onboarding and Ramp Up

Now that you have honed in on the short list of companies you would like to sell for, here are the 3 T’s I want you to find out to make sure you are landing in your right next home. YOU want successes quickly. Make sure that your Onboarding and Ramp Up Time are maximized.

The Three T’s: Training, Tools, and Time

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

TRAINING
It is a mistake to think that the only thing you will need to learn are the company’s products and presentation materials. You must know what to expect about how you will be trained on the systems they use – like CRM’s and Expense Report and other Reporting Tools that you will be required to use.

How will you be trained to navigate the company to get the resources you need? Where do you get what? How do issues get resolved?

How will you be trained on prospecting processes and territories (include questions about social selling training in this section)? You want to make sure you are clear and comfortable with how the company uses social media, if appropriate, to gain prospects and any compliance issues you may need to be aware of.

Can you expect good coaching from your sales manager? What do they offer to keep you sharp and state-of-the-art?

  • I like to hear it when a company says they will bring you to headquarters for a week or two to get you fully immersed.
  • Even better when you are going to be assigned a mentor (make sure you meet them first).
  • Awesome when they have ongoing training events or allow you a budget to invest in your own development.

If they promise “ride-alongs” or “sit-ins” with other salespeople, make sure you know how many to expect , how they get set up , and that they are with a performing salesperson (the last thing you need is to ride-along with an underperformer).

TOOLS
Selling tools are absolutely CRITICAL for your success. The better suited the tools are for your work, the more likely you are to perform.

Tools will include things like sales collateral and presentations.

They also include your CRM, Contact Information Finders, Outreach Templates, Social Media Tools, Lead Generators, and Drip Marketing Systems.

I recommend that you REALLY dig in on what to expect here. I have heard horror stories about people who go to work for cheap companies who expect them to sell into the C-Suite or SVP level of a company, but provide absolutely NO assistance like LinkedIn Premium services and something as simple as Avention (OneSource) or a similar Contact Information Database.

In horrifying companies, highly skilled salespeople are spending 45 minutes tracking down an email address or phone number AFTER they have spent who-knows-how-much-time locating the person with the right title. This is the WORST kind of way to spend your time. It is exhausting and demoralizing. Make sure this company is smart enough to spend a few dollars to get you what you need instead of thinking that it is a good use of your time to do these things. Can you IMAGINE?

I also really want you to understand how your organization wants you to use the CRM.

Is it for YOU or is it for THEM?

I have seen so many managers make their salespeople use the CRM in such convoluted and twisted ways that it is clear that you are only helping them micromanage or run inconsequential reports – information that never leads to a sale, but sucks your time and happiness.

Learn how the CRM system helps you stay on track with your hot prospects, measures your effectiveness at prospecting and conversion, and gives you quick access to the right prospects when a Trigger Event occurs. Anything else is standing in the way of your performance.

TIME
For your sanity, and the sanity of the people in your life who rely on you for an income, I strongly recommend that you dig into what to REALLY expect as a ramp up time until you are earning your On Target Earnings.

I want you to ask about Sales Cycle Lengths. And I want you to be clear when they talk about the sales cycle – how do they know that? Is it from Cold to Close? Or from the time you present to the decision-maker to close? (A BIG DIFF).

Ask what the average sales person’s ramp up time is to On Target Earnings. OF COURSE, you are going to be the star and blow it out of the water, but do not let them tell you the experience of the top performer, you want to know what to really expect.

And, how much time do they expect you to spend on certain activities? What have they identified as their Key Performance Indicators (KPI’s)? (In other words, what activities have they seen are most likely to produce results?) Are these the things you want to spend your day doing?

Finally, make sure you know what their tolerance is for you getting up-to-speed. What are the signs that you are on track at 1 month, 90-days, 180 days? If they cannot articulate these milestones, BE WARY. Also, how do they correct performance that isn’t on track? How much time do you have to show results? How do they document and evaluate your progress? These are CRITICAL things to know before you start. Too many companies are churn-and-burn and I want to make sure you are not caught in the cycle.

Remember, my lovelies! Your life is to be enjoyed, not endured (Cowboy Mouth). If you ask all the right questions, you can be pretty darn sure that you will have a job that you ENJOY, not ENDURE. And, believe me, YOU DESERVE IT!

Love yourself UP!

The Irreverent Sales Girl

 

 

 

A Sales Gig Primer: Investigate, Investigate, Investigate Part 4 of 5

So, now we’ve taken the time to get to the bottom of what we want Investigatein a job. We’ve right-sized our thinking about our place in the market. We’ve talked about picking the right boss and getting set up in the right type of compensation plan.

All very important – even critical.

Let’s  take it a few steps further, though, to make sure you can really thrive in your new role. I have made five suggestions for further investigation. Please add YOUR suggestions in the comments.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Continue reading A Sales Gig Primer: Investigate, Investigate, Investigate Part 4 of 5

A Sales Gig Primer: Find the Right Boss – Part 2 of 5

Pick the Right BossSo, my lovelies. We are on day two of Finding the Right Sales Gig for You: Finding the Right Boss.

Before we start though, if you didn’t do it yesterday, do it today! Check out this event: Your Job Search Goes Social with Sima Dahl I am attending and I want you to consider it, too. Sima is even offering the event FREE to people who are unemployed – on the honor system. She is clearly about making a difference!

We’ve talked about this before, and I cannot stress the importance of this enough. If you want to succeed, you are much more likely to do it if you have the RIGHT BOSS. Here is a post I wrote a couple of years ago, it’s one of my favorites! Pick Your Boss, Not Your Job

How do you do that? Here are three ideas:

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Continue reading A Sales Gig Primer: Find the Right Boss – Part 2 of 5

Finding the right sales gig for YOU! The Sales Gig Primer

Sales Gig Primer

So, you’re looking for a new sales gig. (Or you’re in a sales job and you’re wondering if it’s right for you).

I have heard so many horror stories this week about people in the wrong sales environment that I just had to put together a bit of a primer for finding the perfect fit for YOU!

Before we start though. Check out this event: Your Job Search Goes Social with Sima Dahl I am attending and I want you to consider it, too. Sima is even offering the event FREE to people who are unemployed – on the honor system. She is clearly about making a difference!

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

So , we’re going to make this the week of finding your dream job. Here’s our five step primer to getting you the right gig for you.

Monday: Doing the Due (Diligence, that is)

Tuesday: Finding the right boss

Wednesday: Show me the money (How do you want to get paid?)

Thursday: Investigate, Investigate, Investigate

Friday: Accelerating Onboarding and Ramp Up

Are you ready to get started?

Continue reading Finding the right sales gig for YOU! The Sales Gig Primer

All Revved Up and EVERYPLACE to Go!

Rock 2015 Meatloaf Style
All REVVED UP and EVERYWHERE to go!

What a great holiday season it has been. The most holidayed year of any I can remember. With Christmas Eve falling on a Wednesday – and New Year’s Eve doing the same?

Kudos to all of you who worked like banshees throughout these lazy weeks, but most of us have probably really enjoyed relaxing, solving jigsaw puzzles, watching endless TV marathons or all the movies we could stand.

Good cooking. Great leftovers. Good times with family and friends.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Me, personally. I got married and honeymooned last month! I have been absent, but I am back! In your pocket. Ready to rock what is possible.

Now, we are armed and ready with plenty of rest. Plenty of new ideas! Ready to get started and hungry all over again.

For those about to make 2015 your BEST YEAR EVER, I salute you!

We will be in this shoulder-to-shoulder, day-to-day! I can’t imagine a better group to share this with. Let’s make this a year to remember!

Here’s your chance to share what you want this year or what you want me to write more about. Please don’t share New Year’s Resolutions. I don’t believe in them. 😉

Love ’em UP!

The Irreverent Sales Girl

3 Compelling Reasons to Break Up – NOW!

The song says “Breaking up is hard to do!” And, it certainly can be.

Let’s Break UP!

But, here is how breaking up will free you up!

A very dear friend of mine. A tippy-top producer who has earned a penthouse overlooking one of the most famous (and expensive) avenues in America, shared this recent story with me.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Her pipeline has been a teensy bit stagnant of late. So, she took a BOLD ACTION. She carefully crafted a gracious break-up script and shared it with her prospects who were just not getting back to her.

Generously, she has agreed to let me share her message and her results.  Here is the message she left for her prospects with whom she had met, but received no activity:
Wanna see the script?

Do you KNOW who you REALLY are?

I can’t help myself. Jim Keenan wrote the most brilliant article on Forbes.com about finding the perfect sales person.Jim-Keenan-300x300

I think you will love it!

Bottom line: “Who cares about what people have done? The only thing we should be focusing on is: Can they do what we need them to do? What we need to get done?”

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

If you can answer that, then YOU are the killer candidate!

Read his more-than-awesome-post here: http://www.forbes.com/sites/jimkeenan/2014/09/02/why-youre-missing-out-on-the-best-sales-people/

And then, remember who you REALLY are, get ahold of Jim Keenan, and CRUSH IT!

Love yourself UP!

The Irreverent Sales Girl

 

 

 

 

 

 

 

Here’s a quote to start your week!

Do it like you mean it!

The question isn’t who is going to let me; it’s who is going to stop me.

~Ayn Rand

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

Ever just called someone to see how it’s going?

If you believe that sales are founded on great relationships.

And, most of us still do. Especially in this world of complex sales.

Ever thought of calling your decison-maker up – just to see how their life is going?

It will test your ability to GET OVER IN THEIR WORLD.

Wondering how to go from 5 to 6 figures in sales? Check out this Free eBook: http://ebook.solidsixblueprint.com/solid-six-ebook/

What if your customers viewed you as someone who called them because you were interested in what THEY were dealing with. Not just what you could sell them to help them. You won’t always have the answers.

Can you see how much more FUN you would have calling on people?

You have fun. They have fun.

You will find out things about their children, their marriages, their pressing concerns.

You do it because you “getting the deal” isn’t the most important thing to them. But, their life IS important to them.

Do you know that salespeople don’t do this?

Stand out. Demonstrate that you are truly out for THEM.

Love ’em UP!

The Irreverent Sales Girl