Jun 20

Effective Salespeople: Why Only 23%?

By Kelly Riggs | Sales + Leadership

I’ve never known a company to accept 60% production efficiency, or 75% data accuracy. In the realm of BIG numbers (think Amazon or UPS), a company can’t afford to accept even 99% as a benchmark for success! Amazon, for example, ships approximately 1.6 million packages per day, which would mean – at 99% accuracy – 16,000 mistakes PER DAY. So, here’s what I want to know: Why do companies routinely accept 1-out-of-4 as the standard for the percentage of effective salespeople?

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May 23

3 Words Elite Salespeople Embrace

By Kelly Riggs | Sales + Leadership

The problem is that most salespeople don’t want to be responsible when they fall short. Instead, they conjure up a variety of excuses. It never seems to be their fault when they fall short. Elite salespeople, on the other hand, understand that the bottom line is about results, and excuses simply get in the way of finding a way to hit the numbers.

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May 02

Pay Me Now or Pay Me Later

By Kelly Riggs | Sales + Leadership

In the workplace, managers never have enough time. “I don’t have time” is the most common excuse managers offer up for failing to do the most critical leadership activities – communication, training, development, and planning. It’s not that managers don’t understand they need more time to do those things; they just never seem to have any extra time laying around. However, although managers constantly complain they never have enough of it, it’s amazing to see how poorly they invest what time they do have.

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Apr 25

3 Reasons Customers Don’t Care About Your Product

By Kelly Riggs | Sales + Leadership

The average salesperson is completely enamored with his/her product. That must be fairly obvious to customers, who are consistently inundated with feature-dump, product-focused sales presentations that provide little in the way of differentiation and create even less interest. On the other hand, what you may be missing is there are least three things that your customer cares about WAY more than they care about your product.

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