Tag Archives for " Focus "

Why Bother With the Little Things?

By Kelly Riggs | Sales + Leadership

Most people tend to handle the big things. Often, it’s the little things that create all the problems. The details. The stuff that falls through the cracks. The things you think aren’t that important. In some cases, you may even consider them to be beneath you. But it’s the little things that distinguish the average player from the exceptional player. It is the little things, for example, that make the difference between an average customer experience and a HOLY-CRAP-THAT-WAS-AMAZING customer experience.

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Sales Advice You will Absolutely HATE

By Kelly Riggs | Sales + Leadership

Let’s quit messing around and get down to it. There is one reason – and one reason only – that you don’t hit your number. One. Reason. Only. You just don’t have enough opportunities in your pipeline. PERIOD. I don’t care if you close an abysmal 1-out-of-10 deals. I don’t care if your average deal size is 25 percent lower than everyone else. Regardless of your win rate and deal size, if you put enough deals in the hopper, you WILL hit your number.

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The Unpopular Road to Top Sales Performance

By Kelly Riggs | Sales + Leadership

The truth is that practice is incredibly important to performance. In fact, I would ask you to name one skill of any consequence that does NOT require practice to excel at that skill. Anything? Of course not. You cannot perfect any skill unless, and until, you practice. Which means that your employees are practicing to improve their skills, or YOU (the manager) are guilty of the ultimate performance killer – no practice.

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4 Amateur Mistakes Great Salespeople Avoid

By Kelly Riggs | Sales + Leadership

If you’re a salesperson who has been struggling this past year, the New Year provides the opportunity to start over. However, next year will actually just be more of the same if you continue to practice some of the bad habits you’ve acquired. These amateur mistakes are never committed by top-drawer salespeople because they’ve learned (usually first-hand) how damaging they are.

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