September 2016 | Business LockerRoom

Monthly Archives: September 2016

TRAIN HARD. PLAY TO WIN.

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Sep 20

The No. 1 Indicator of an Ineffective Leader

By Kelly Riggs | Sales + Leadership

Few managers are exemplary leaders. Proving this takes about 30 seconds. Yes, I know management and leadership are slightly different. We don’t have to have that silly argument. If you are a manager, and people report to you, then you are a leader. Period. You might not be any good at it, but you’re still the “leader.” My question is this: Why in the world do companies continue to promote top performers to management, fail to train them, and then COMPLAIN when they fail to perform as expected? Do YOU think you’re the exception?

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Sep 16

Planning is So Boring (said the broke salesperson)

By Kelly Riggs | Sales + Leadership

Until you have clarity on your daily and weekly activities, generated as a result of a defined sales plan, you’re just winging it. And, you’re wasting precious hours every week that could be used to prospect, build your funnel, and create more customer contact. If you think about it, that may be the biggest loss in failing to plan – the time you lose as a result of indecision or filling time while you wait for the next customer emergency. But not to worry. Your competitors are probably in the same boat. You hope.

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Sep 08

Customers Only Care About Price (Until They Buy)

By Kelly Riggs | Sales + Leadership

Customers clearly care about a lot of other things other than price. In addition delivery and service and follow-up, they also care about support, and training, an innovation, and efficiency, and a dozen other things. But, for some reason, you can’t get them to focus on those things – not until they’ve beaten you up for a better price. The fact is, you will never get to the top of the sales leaderboard by cutting your prices. And until you learn how to avoid the commodity trap, you are pretty much screwed.

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Sep 06

Why Do You Never Seem to Have Enough Time?

By Kelly Riggs | Sales + Leadership

Salespeople never seem to have enough time. Which is interesting, because time is arguably the most important asset that any salesperson has. In fact, the real currency that salespeople trade in is not products and services, it’s time and ideas. The less time a salesperson spends in front of potential customers, the more challenging it is to develop new business and grow revenue; and the fewer productive ideas a salesperson has to offer customers, the more difficult it is to win acquire new customers.

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