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Ten Things I Wish I’d Have Known Before I Managed Salespeople

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first_img Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now Balance activity and effectiveness. When I first managed salespeople, I was laser-focused on activity. Over time I learned that, even though an active rep will bump into deals, you can’t build a high-performing sales organization on activity alone. That takes a careful balance of both activity and effectiveness. You have to do as much work—or more—on building that effectiveness.Hire for attributes. Even though I worked in staffing, I defaulted to always hiring for experience. That’s always my clients wanted, too. I believed that by hiring for experience, I wouldn’t have to do so much managing. I believed it would make my job easier. Over time, I found that managing is easier when you hire people with the right attributes and coach, train, and develop them.You live and die by your pipeline. It’s easy to be distracted by all kinds of sales management tasks. But the real action is in the pipeline. I wish I’d have known that your future is easily predicted in the pipeline you have right now. If you want to know what the next two quarters look like, your pipeline has the answer. And there is no cramming for sales results.Serve salespeople before the organization. The organization makes incredible demands of the sales manager. Many of those demands do nothing to help the sales manager or to help his team produce better results. The more time I spent with salespeople, actively helping them with their live deals, the better the results. Even if the organization has to wait for what it needs, I learned it is better to serve the sales force first.You sell to your organization. I had know idea how much time I would need to spend selling within my own organization. Even though we all want the same things, there are all kinds of agreements that need to be negotiated. For clients. For the sales force. For the company’s benefit. Your team needs you to sell on their behalf. And, a lot of the time, you’re the only one that can make the internal sale.You build and manage the process. It was great to find someone that could sell. It was awesome to help someone grow into an effective salesperson. But the challenge is in notching the whole sales organization up. The real key to a high performing sales force is in building and managing a process that improves the performance of the 80% of the sales force that makes the top 20% possible.You have to see for yourself. If you really want to know how a salesperson performs in front of your prospective clients, you have to go see for yourself. It’s impossibly difficult to know how to help if you haven’t seen it for yourself. My ability to know how to help salespeople was improved by seeing things for myself.There is only one forecast date that matters. It doesn’t matter what the close date in your sales force automation says, if it isn’t a date your dream client has agreed to, the opportunity isn’t going to close on that date. Period.Show no mercy when cleaning the pipeline. Salespeople are happy to work on opportunities. They need opportunities to make their number. But much of what comes into the pipeline aren’t really opportunities. I wish I’d have known sooner that you have to protect the sales force from themselves when it comes to disqualifying. Show. No. Mercy.The big lever is caring enough to personally coach. I managed salespeople. But, if you want a high performing sales force, you need to care enough about the individuals on your team to coach them directly. It takes time and energy. But that investment is returned many times over in results. Yesterday I wrote about ten things I wish I’d have known before I started selling professionally. Here are ten things that I wish I’d have known before I started managing a sales force.last_img read more

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Selling is the New Sales

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first_imgA funny thing happened to B2B sales over the last little while. Technology displaced conversation about sales. For certain, there was a lot of talk about the internet, social media, automation, and the merging of sales with marketing, with commerce finding a channel in many new communication mediums and the leveraging of technologies. And a lot of transactions have occurred, and a lot of money has changed hands in exchange for value (or something like it).While all of this hoopla about technology, salesmanship has mostly been ignored, thought by some to have been replaced by new channels, with salesmanship increasingly less important (with some Henny Penny’s suggesting the end times are near).This is one man’s view, but more and more sales organizations are coming to realize that the value of salesmanship and the need to create new opportunities, the promise of technology and new media being unfulfilled despite their time and effort. These same organizations are also finding that not only have they lost the ability to create opportunities, they’ve also lost a good deal of their ability to win them.The internet was supposed to be the new sales channel. Social media was supposed to cause prospects to beat a path to your door, creating more opportunities with far less effort—and fewer sales resources. For all the attention social selling generated, there is not a whisper about it now. Automation, which was supposed to return time to salespeople, has mostly been leveraged to send an email to nurture relationships, missing the fact that nurturing cannot be automated because it is personal and requires caring. The toolkit that allows salespeople to market themselves as a brand is exceptional, but that has proven difficult to scale across a sales force (while being much easier for content creators).Now, the conversation is turning back to fundamentals, like prospecting, like the telephone, like effectiveness. It’s turning to building salespeople who can create value for clients and who can create opportunities and build a pipeline, the number one topic I have heard for more than a year (missed numbers, no hedge against the unforeseen and the unforeseeable, and slow progress in turning things around).Sales is the new sales, and salesmanship is back in style. Get the Free eBook! Want to master cold calling? Download my free eBook! Many would have you believe that cold calling is dead, but the successful have no fear of the phone; they use it to outproduce their competitors. Download Nowlast_img read more

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Red-hot Alab torches lowly Formosa for 8th straight win

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first_imgPhoto by Tristan Tamayo/INQUIRER.netSan Miguel Alab Pilipinas couldn’t be stopped as it ran roughshod over Formosa Dreamers, 117-93, for its eighth straight victory in the 2018 ASEAN Basketball League at Sta. Rosa Multipurpose Complex in Laguna.The hottest team in the league banked on its versatile imports to improve to 11-4 in the standings.ADVERTISEMENT Typhoon Kammuri accelerates, gains strength en route to PH Brace for potentially devastating typhoon approaching PH – NDRRMC MOST READ View comments John Lloyd Cruz a dashing guest at Vhong Navarro’s wedding LATEST STORIES Familiarity helped Meralco’s Ballesteros in career game vs Ginebra NEXT BLOCK ASIA 2.0 introduces GURUS AWARDS to recognize and reward industry influencers Justin Brownlee was as lethal as ever, firing 27 points and scattering 13 rebounds, five assists, four blocks, and two steals to stuff the stat sheets in the rout.Renaldo Balkman also registered another double-double of 21 markers and 14 boards that went with six dimes, and five rejections, while Lawrence Domingo fired a season-high 16 points and seven rebounds.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutoutBobby Ray Parks Jr. also shone as he helped Alab break away for good in the third quarter, where he unloaded eight of his 15 points that triggered a 19-7 tear for a decisive 79-62 lead. The reigning Local MVP also got three rebounds, two assists, and two steals.The tailspin continued for the Dreamers, who have now lost 12 games in a row and stayed at the cellar with a 1-14 slate.center_img AFP official booed out of forum Don’t miss out on the latest news and information. 2 ‘newbie’ drug pushers fall in Lucena sting Cameron Forte topped Formosa with 29 points and 21 rebounds, Ronnie Aguilar had 20 markers and 11 boards, and local Wu Sung Wei got 18 points and five assists off the bench.The scores:SAN MIGUEL ALAB PILIPINAS 117 — Brownlee 27, Balkman 21, Domingo 16, Parks 15, Hontiveros 11, Sumalinog 11, Urbiztondo 9, Raymundo 3, Alabanza 2, Javelona 2, Celiz 0.FORMOSA DREAMERS 93 — Forte 29, Aguilar 20, Wu 18, Chen 10, Chien 7, Chou 4, Barratt 3, Yang 2, Cheng 0, Li C 0, Li P 0, Tsai 0.Quarters: 28-19, 52-38, 79-66, 117-93.ADVERTISEMENT Globe Business launches leading cloud-enabled and hardware-agnostic conferencing platform in PH Slow and steady hope for near-extinct Bangladesh tortoises Read Next Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon Citylast_img read more

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Govt grants Rs 6.85cr to 22 athletes for Olympics

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first_imgTo impart better training facilities to Indian athletes for the London Olympics, the sports ministry on Tuesday sanctioned Rs  6.85 crore to 22 sportspersons under Operation Excellence 2012.There are many prominent names in the list, with double trap shooter Ronjan Singh Sodhi being the biggest beneficiary, having granted Rs 97.37 lakh for his training.Among the other marksmen, trap shooters Manavjit Singh Sandhu and Mansher Singh have been sanctioned Rs 91.95 lakh and Rs 47.25 lakh respectively.India’s top-ranked singles player, Somdev Devvarman has been allocated Rs 39.60 lakh while Sania Mirza, Mahesh Bhupathi, Leander Paes, Rohan Bopanna Yuki Bhambri and Sanam Singh will get Rs 36.96 lakh each.Discus thrower Krishna Poonia, who won a gold at the Delhi Commonwealth Games last year, has been sanctioned Rs 24.20 lakh while shot putter Om Prakash Karhana was granted Rs 48.10 lakh for his training. List of sportspersonsRonjan Sodhi (shooting) Rs 97.37 lakh, Manavjit Singh Sandhu (shooting) Rs 91.95 lakh, Mansher Singh (shooting) Rs 47.25 lakh, Krishna Poonia (discus) Rs 24.20 lakh, Om Prakash Karhana (shot put) Rs 48.10 lakh, Vikas Gowda (discus) Rs 24.51 lakh, Somdev Devvarman (tennis) Rs 39.60 lakh, Sania Mirza (tennis) Rs 36.96 lakh, Mahesh Bhupathi (tennis) Rs 36.96 lakh, Rohan Bopanna (tennis) Rs 36.96 lakh, Yuki Bhambri (tennis) Rs 36.96 lakh, Sanam Singh (tennis) Rs 36.96 lakh, Leander Paes (tennis) Rs 36.96 lakh, Ashish Kumar, Rakesh Patra, Alok Ranajan, Iqrar Hasan (gymnasts-men) Rs 56.83 lakh, Dipa Karmarkar, B Aruna, Rucha Divekar, Roma Jogalekar, Meenakshi (gymnasts-women Rs 33.08 lakh)last_img read more

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Jamaica Prepares Report to Advance Rights of Women

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first_img The document is a visionary agenda for advancing the rights of women and gender equality worldwide agreed on during the 4th World Conference on women in 1995. Permanent Secretary in the Ministry of Culture, Gender, Entertainment and Sport, Denzil Thorpe, said the BPfA remains the most comprehensive global policy framework and blueprint for action and is a current source of guidance and inspiration to realise gender equality and the human rights of women and girls everywhere.The two-day national consultation seeks to examine the progress made and challenges encountered in the implementation of the BPfA; raise awareness on the BPfA reporting process; share information on the progress and challenges on the implementation of the BPfA; and to arrive at consensus on the draft report. Jamaica is in the process of preparing the Beijing Declaration and Platform of Action (BPfA) + 25 progress report. Story Highlightscenter_img Jamaica is in the process of preparing the Beijing Declaration and Platform of Action (BPfA) + 25 progress report.The document is a visionary agenda for advancing the rights of women and gender equality worldwide agreed on during the 4th World Conference on women in 1995.The report is to be submitted by May 1, 2019 to UN Women through the Ministry of Foreign Affairs and Foreign Trade and is being prepared by the Bureau of Gender Affairs. It is submitted every five years.Details were outlined by Acting Senior Director, Bureau of Gender Affairs, Sharon Coburn Robinson, through an interview with JIS News during the national consultation meeting on the Beijing Declaration and Platform for Action on April 25 at The Knutsford Court Hotel in St. Andrew.Permanent Secretary in the Ministry of Culture, Gender, Entertainment and Sport, Denzil Thorpe (second right), greets Deputy Director, United Nations Population Fund (UNFPA), Sub-Regional Office for the Caribbean, Seth Broekman (second left), during the national consultation on the Beijing Declaration and Platform for Action, at The Knutsford Court Hotel in New Kingston on April 25. Also sharing the moment (from left) are Acting Senior Director, Bureau of Gender Affairs, Sharon Coburn Robinson and Programme Manager, United Nations Development Programme, Cordia Chambers-Johnson.The Platform for Action covers 12 critical areas of concern, including poverty, education, training, health, violence, armed conflict, economy, power and decision-making, institutional mechanisms, human rights, media, environment and the girl child.The BPfA +25 Progress Report includes an assessment of current challenges that affect the implementation of the agreements enshrined in the BPfA.It also highlights major achievements on gender equality and empowerment of women and its contribution towards the full realisation of the 2030 Agenda for Sustainable Development through a gender perspective.Highlighting the significance of the document, Mrs. Coburn Robinson said it demonstrates the country’s commitment and obligation to Treaties that have been agreed on.“It’s important to Jamaica because it shows our compliance with international treaties, agreements and conventions that we have signed on to, including the Convention on the Elimination of all forms of Discrimination Against Women; the SDGs which we have signed on to, which has 17 goals, and particularly goal five that looks at empowering all women and girls and ensuring that our responsibilities to the other SDGs are also captured [in partnership with other stakeholders],” she said.Mrs. Coburn Robinson said the five key priority areas are: eliminating violence against women and girls; women’s entrepreneurship and women’s enterprises; unpaid care and domestic work/work and family conciliation; gender responsive social protection; and gender responsive disaster risk reduction and resilience building.“Those five we have unpacked and we have asked the relevant ministries, departments and agencies, as well as civil society organisations, to send us data in terms of their achievements, what have they done since 2015, so this is covering 2015 to 2019 data,” she said.Permanent Secretary in the Ministry of Culture, Gender, Entertainment and Sport, Denzil Thorpe, addresses the national consultation on the Beijing Declaration and Platform for Action at The Knutsford Court Hotel in New Kingston on April 25. The report is to be submitted by May 1, 2019 to UN Women through the Ministry of Foreign Affairs and Foreign Trade and is being prepared by the Bureau of Gender Affairs. It is submitted every five years.last_img read more

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