Archive for Sales
Perhaps in no other field is income related more to success than in the sales field. In most cases, the more you sell the more you make; the fewer the sales the less income you receive. Obviously then, the more we can eliminate our weaknesses and strengthen our strengths the more success we can be.
Well timed, relevant, and constructive feedback provides the greatest motivation to change. It is axiomatic that good feedback gives people the information they need to change. Why? Because feedback generates insight and a better understanding of what is currently working and what is not. Thus, given this information we are able to set priorities for our own development. These priorities can be turned into personal development plans; and the result is improved ways of operating that will enhance our sales effectiveness.
In this process one tool is the 360 feedback instrument, or more specifically Everything DiSC® 363™ for Leaders. This instrument for enhanced sales effectiveness:
- Generates a report of some 22+ pages that is all about the sales leader
- Is an all-new research-validated model
- Has intuitive, easy to read visuals and rich cuts of data and feedback breakdowns
- Includes a comprehensive listing of rater comments
- Includes three strategies for improving effectiveness
In a survey conducted by Inscape Publishing’s research department 5,945 training participants were asked about the types of courses that would greatly increase their effectiveness at work.
The results: 56% of the respondents chose leadership skills as their top choice. In second place was dealing with conflict or difficult people. Technical knowledge related to the job came in as number 3 with 47% of the respondents choosing this topic. Communication skills were chosen by 42% of the respondents.
What does all of this mean? It indicates that from the learners’ perspective, balancing cognitive based skills with interpersonal capability remains an important requirement for success. And this is what the Everything DiSC®Application Library is intended to cover.
Bloomberg: Management Is (Still) Not Leadership
A really interesting article from HBR’s John Kotter outlining the differences between leading and managing.
Success in selling involves finding a prospect with a legitimate need and convincing the person that you can satisfy that need in a mutually satisfying way. To achieve this success, it will usually depend on building a relationship between you and your customer.
Every person wants to be treated according to his/her personal needs and wants, andprobably nowhere is this truer than in the sales process. People who master this desire achieve great success. Those who don’t . . . .!
The Everything DiSC® Sales uses the third generation of the DiSC®assessment, a research –validated model to understand the priorities and styles of their customers. The result is salespeople who adapt their styles to connect better with their customers – and close more sales.