November 30th, 2017
by Kevin Harris
Take a stroll through any job posting from your favorite career search site and chances are you’ll see a familiar structure to the opportunity listing. The hiring company is almost always looking for someone that possesses a strong set of skills and abilities in areas that will be critical to achieving the goals associated with that position. Those are the “must-have’s” for strong candidates. After that, in cascading order, you might find “nice to have” items such as generalized experience in an industry or a related college degree in a certain field.
A reasonable person might conclude that acquiring a defined set of skills and abilities should be paramount to everyone that wants to architect a lifetime career path.
Professional sales careers are no exception to this rule. The good news is, most aspiring sales pros we meet and interview tell us “training and development” are critical factors when evaluating their potential first-ever sales job options. This is great! It means college undergrads and early stage sales professionals understand the value of acquiring great sales skills when selecting work opportunities.
Unfortunately, the firms doing the hiring of entry-level sales candidates don’t always make it easy to understand how they will help newly minted employees become polished sales pros. Way too many entry-level sales job openings should come with a big warning label when it comes to their sales training plans for you.
“Candidate Beware: We’re too busy and short-staffed to worry about your personal sales skills development. We only have time to teach you about us, now go sell!”
So how will you know if you’ve found a great sales job where you can learn, grow and truly advance your career?
Since we’re not holding our breath for firms to find religion when it comes to full disclosure, here are three hallmarks of an employer with an outstanding employee sales training program. Continue Reading
Inside Sales Training, Sales Career Advice, Sales Job Search Advice
September 21st, 2017
by Nick Boustead
Motivation is like an old steam powered locomotive. Once it gets going, it’s easy to build upon and continue, but it takes a heck of a lot of effort to restart once it runs out.
In this space, I’d like to go over a few tricks I’ve found to keep my motivation high when the going gets tough – as it does quite often for sales professionals. These small moves can be the difference between crushing your sales quota or wallowing in a quagmire of missed opportunities.
1. Keep your successes close
Success can be measured in two ways: qualitatively and quantitatively. In sales, there’s the obvious quantitative method of tracking your success via quota. This is definitely a very strong motivator, and something every rep should be holding his or herself accountable for. For a great synopsis on how to use quantitative tracking measures effectively, see this post by Geckoboard about tracking success via KPI’s.
While quantitative success metrics are undeniably important, I’ve found an additional qualitative method that can add value as well: keeping a personal “brag book” of recorded calls where I kill it. Aside from the obvious resume-building advantages of such a file, I’ve found that listening to these personal successes when I’m struggling can be an incredibly powerful reminder to myself that I am fully capable of succeeding, even if it doesn’t feel like it in the moment.
Inside Sales Opinions, Inside Sales Training
September 5th, 2017
by Matt Stevens
If you’re looking for one of the most rewarding careers in the world, professional sales may be for you. The ability to determine your own worth through hard work, self-sacrifice and consistent effort nearly always pays off for those who walk this rugged road. But earning a living in sales isn’t a Sunday stroll either – far from it. In fact, many would argue that it’s right up there as one of the most stressful and demanding occupations in existence.
In some cases, sales success is black and white. You’re either cut out for its rigors, or you’re not. However, unlike professional athletes or musicians (who are often born with a certain level of pure natural ability), there has never been a natural born salesperson. Selling is an art form nurtured over character building experiences and social skillset development. You don’t need to be seven feet tall with cat like reflexes, have an arm like a cannon, or blessed with the voice of an angel to succeed in the sales universe.
Excelling in sales requires two primary attributes: a can-do attitude and major self-discipline. The confidence and killer phone game will come in time. But due to the “trial and error” nature of some sales lessons, all too often some well-worn excuses can creep into the minds of the modern sales pro. And it’s these excuses that frequently hold those pros back from their true sales potential.
The four common excuses below are excuses I have been guilty of making during my sales career. But the good news is each one of them is very beatable – and I’d like to show you how to do it.
Inside Sales Opinions, Inside Sales Training, Sales Career Advice
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