At the beginning of each year, your team is assigned sales targets that are bigger and better than ever – and chances are, 2018 is no different.
No matter what kind of a year your team had in 2017, it’s time to put it all behind you. Start the new year off on the right foot with these inspirational quotes from some of our favorite sales influencers.
“Companies tend to push their sales teams to constantly acquire new customers, even though on average that can cost the company 7 times more than making time to develop sales opportunities with existing customers. The start of a new year is a good way to get into the habit of conducting quarterly business reviews with your top producing accounts.” – Barbara Giamanco, Social Centered Selling @barbaragiamanco
“If you start a sales conversation with a question, then you begin to build interest. When you create a spark of interest in the mind of the prospect, it increases their level of engagement with you. That’s when real selling begins.” – Andy Paul, Zero-Time Selling @realAndyPaul
“As organizations look to transform themselves, technology will be an indispensable factor. For the first time, Artificial Intelligence is now a matter of “which tools are you working with?” versus just a philosophical discussion of what might be possible.” – Seleste Lunsford, CSO Insights @selestelunsford
“In 2018, AI and new technologies like AR will change how sales readiness is targeted, delivered and assessed. AI gathered from CRM and unstructured data will provide enablement and sales leaders with greater precision on where to focus their readiness effort at an individual rep level. AR will be used to put reps into simulated sales environments to assess their true readiness.” – Jim Ninivaggi, Chief Readiness Officer, Brainshark @JNinivaggi
“Leaders foster collaboration by building trust and facilitating relationships. They strengthen others by increasing self-determination and developing competence.” – Deb Calvert, People First Productivity Solutions @PeopleFirstPS
“Creating a coaching culture begins at the top with a clear message that management’s role is to support, develop, and empower sales people. This message allows sales managers to begin a series of positive discussions that focus on how reps can improve going forward, as opposed to a critique of historical performance.” Norman Behar, Sales Readiness Group @NormanBehar
“The focus from years of negative conditioning is to look at weaknesses or talents ranked lower instead of focusing on those strengths or talents ranked higher. To increase sales leadership we must begin with knowing one’s talents not one’s weaknesses.” Leanne Hoagland Smith, The People & Process Problem Solver @CoachLee
“As an emerging sales leader, I realized that I’d never be successful unless I could teach my salespeople how to think about what their actions and strategies in a way that enabled them to continuously improve.” – Jill Konrath, sales expert, keynote speaker, and bestselling author @jillkonrath
“Training without accountability, measurement, coaching, reinforcement and tools to help implement the concepts is like surfing the net with the fastest computer but on a dial-up network.” – Steven A. Rosen, Star Results @StevenARosen