Tag Archives for " success "

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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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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Can Millennials Hack It in a Demanding Workplace?

By Kelly Riggs | Sales + Leadership

Boomers have little patience for the self-absorbed social media addict who wants to “hack” his/her way through life, avoiding the very appearance of work. So, it was little surprise when a 2014 survey of 20,000 HR managers by Scout Exchange and Oracle HCM Users Group revealed that HR managers have serious doubts about the Millennial work ethic.

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The Sales Value of Time

By Kelly Riggs | Sales + Leadership

What is the single most valuable asset you possess as a salesperson? There is one thing that no salesperson can do without. It is absolutely non-negotiable – a complete deal-breaker. Your most valuable asset, far and away, is your time. The sales value of time is simply incalculable.

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