Sales Babble

How to Make Sales with Voicemail with Dave Moravec #194

Sales Babble listener Dave Moravec visits the podcast to share telephone and voicemail prospecting tips. I  was a guest speaker at his CEO Sales Summit at the Integrity Data offices. I gave a talk on focused listening and qualifying. After the talk,  I fired up the digital recorder and had Dave share how he make sales with voicemail and email t

Why Commissioned-Based Sales Plans Fail to Work with Justin Clark

Justin Clark is the Director of Sales for a janitorial and packaging products distributor. Over time, Justin's company found sales reps spending more time auditing their paychecks than selling. They also found the commission-based sales plans failed to motivate reps to do the best for their customers. To overcome this challenge they moved their sales staff to a pure performance review based salary plan. In this interview, Justin shares the story of how they were able to make this extraordinary change in their compensation plan.

Challenges Faced

• Money is emotional. 100% commissioned sales people would spend as much time making sure they're paid what they earned vs selling.
• Reps pushed products that brought the most money. There were SPIFs (Sales Performance Incentive Fund) for products that were not good for the customer.
• Wanted to promote consultative sales and stop sellers pushing products and instead finding solutions.
• Commission-based sales plans were holding the company back.

Transition Plan

Because of these challenges, Justin slowly created a transition plan to move the organization.

• Did not move immediately to salary compensation.
• Slowly moved from commission-based sales plans to salary and bonus plans
• Still too much focus by reps understanding the bonus
• Commission-based sales plan was slowly phased out

Final Plan

Once the final plan was finalized it was found to contain:

• Paid full salaries on most recent best year.
• Reps paid same as last best year.
• Money is a manager. Without commission-based sales plans you need to manage. more hands-on and ensure accountability. The final plan requires more coaching and more investigating into reasons reps are not successful.
• People do good work for many reasons, not just money.

Results

Since the plan has been in place, the results contain:

• People felt like they needed to hit their goal because the company was ALREADY paying them.
• Everyone is now on the same team with the exact same goals.
• Raises are based on performance review.
• Some employees didn't like the plan and found they are not a good fit for the company. Some reps have left the company, others asked to leave.
• It's been a 10 year process.

Transition Advice

Now that they've reached success, Justin has some clear advice for others interested in changing their compensation plan:

• Management team needs to look at staff, consider how they will manage them and if they are OK if people leave.
• Answer this: is it worth getting everyone surrounded around the same purpose. It probably is!

How To Connect With Justin Clark

Commission-based sales plans no longer exist in Justin Clark's sales department.

Connect with Justin on LinkedIn and learn further details.

How to Manage Sales Teams

• How to Hire a Sales Rep that Hits the Ground Running #174
• The Invisible Sales Organization with Mitch Russo #147
• How To Be Your Customers Hero with Adam Toporek #104
• Strategic Sales Skills from Sales Management Author Ken Thoreson #57
• 6 Simple Steps of a Sales Process: Sales 101

The post Why Commissioned-Based Sales Plans Fail to Work with Justin Clark appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Why Commissioned-Based Sales Plans Fail to Work with Justin Clark

Justin Clark is the Director of Sales for a janitorial and packaging products distributor. Over time, Justin’s company found sales reps spending more time auditing their paychecks than selling.  They also found the commission-based sales plans failed to motivate reps to do the best for their customers. To overcome this challenge

How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192

Author Jeffrey Shaw visits Sales Babble to talk about his book Lingo – Discover Your ideal Customers's Secret Language and Make Your Business Irresistible. Jeffrey believes that far too often people sell the wrong thing to the wrong people. Unfortunately too few people understand for whom they are for. Your ideal client has a secret lingo that mirrors your traits and values. Once you learn their lingo, you can quickly discern and serve this market.

Five Step Process

In his book Jeffery outlines a five step process for discovering your prospects secret lingo.

1. Understand your ideal clients perspective
2. Create familiarity and comfort
3. Style – build one that matches your target
4. Pricing – Use whole numbers for high-end customers
5. Words – use language they speak

How To Connect with Jeffrey Shaw

To find Jeffrey Shaw, his book, and the free secret lingo giveaways go here:

• Lingo mediate kit Inforgraphic
• Free Chapter of his book
• Audio version of the first chapter of the book
• The full book on Amazon
• LinkedIn
• Twitter @jeffreyshaw1

Go to Jeffreyshaw.com/sales

How to Learn About Your Ideal Client

Here are past episodes that speak to the importance of knowing your ideal client.

• How To Generate Leads without Sales and Marketing with John Tripolsky #191
• Repeatable Success for Sales Development Reps with Brendan Barrett #188
• 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
• Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
• 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
• Myths on Social Selling with Mark Hunter #142
• How to Power Prospect with LinkedIn Groups with Liam Austin #135
• How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
• How To Be An Awesome Sales Professional with Thomas Ellis #102
• Sales For Start-ups with Mano Behera

The post How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Learn The Secret Lingo of Your Customer with Jeffrey Shaw #192

Author Jeffrey Shaw visits Sales Babble to talk about his book Lingo – Discover Your ideal Customers’s Secret Language and Make Your Business Irresistible.   Jeffrey believes that far too often people sell the wrong thing t

How To Generate Leads without Sales and Marketing with John Tripolsky #191

In this episode we meet John Tripolsky, CEO of JTE Marketing. John shares his process to generate leads through a referral process. When starting John had neither marketing nor a sales staff. Instead he leveraged his existing network to find qualified prospects and generate leads. It worked and this is how to generate leads without sales and marketing!

Hire a Team Without Hiring

The JTE Marketing earned its first two clients from friends and family. They repeated the process by working networking meetings. John kept attending and connected with five people. From those five they built their portfolio. Building personal relationships is what matters.

John is a strong advocate for LinkedIn. He has 7K connections. Almost all have gotten a personal message welcoming them to connect. Not everyone is a qualified prospect. Yet all know people who ARE qualified. Referrals come from both existing and non clients

Lead Generation Referral Process

1. Use the three letter word "ask" Sit down and casually start… "let's talk about XYZ ….."
2. He then asks…. "Do you know anyone I could talk too? "
3. Next he asks … "Would you introduce me? Would you send an introduction email?"
4. Share "I would love to talk to them and pick their brain about …. "
5. Once you get the lead follow up … "John Smith recommended I give you a call…"
6. Lastly asks if they would be open to personally set down and chat for 10 minutes. In person

This is how you learn about a market and it's nomenclature. It's also solid advice on how to generate leads without sales and marketing. This process is great news for startups!

A Watershed Deal

After a terrific presentation he was asked for a proposal. He had no idea what to do but eventually created an order form. It was not pretty. Since he's a marketing company, he believed this poorly represented the company. He made it beautiful with graphics and brand worthy style.

Make your invoices and quotes BEAUTIFUL!

He recommends Pandadoc

Having a great proposal maintains the positive feeling that happened at the time of the presentation.

Take Action Advice

Ask…… Make it second nature to make requests of clients and prospects. Get over the hump of shyness. If you never ask you're never going to get anything from it. Keep forward momentum, embrace lifelong learning and ASK.

Where To Find John Tripolsky

This is the link to the JTE Marketing Group

You can also find John on LinkedIn

How to Prospect and Generate Leads

• Repeatable Success for Sales Development Reps with Brendan Barrett #188
• 7 LinkedIn Strategies for Generating Qualified Leads with Janis Pettit #176
• Why Qualifying Prospects is Like Selling To Zebras with Jeff Koser #171
• 7 Healthy Phone Habits to Get First Meetings with Marylou Tyler #150
• Myths on Social Selling with Mark Hunter #142
• How to Power Prospect with LinkedIn Groups with Liam Austin #135
• How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
• How To Be An Awesome Sales Professional with Thomas Ellis #102
• Sales For Start-ups with Mano Behera
• How to Assume Rapport when Prospecting with Ken Dunn #90

The post How To Generate Leads without Sales and Marketing with John Tripolsky #191 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

How To Generate Leads without Sales and Marketing with John Tripolsky #191

In this episode we meet John Tripolsky, CEO of JTE Marketing. John shares his process to generate leads through a referral process. When starting John had neither  marketing nor a sales staff. Instead he leveraged his existing network to find qualified prospects and generate leads. It worked and this is how to g

Why Nobody Gives a S*%T About Your Sales Goals with Mike Dannenfeldt #190

Highly effective companies collect and measure sales goals. These goals drive performance and results. Mike Dannefeldt and I talk about process management, goal setting and how to manage sales staff. The challenge is to meet and exceed the goals. Yet success is dependent on buy-in and communication.

Why Sales Goals Not Met

Nobody cares about company goals if the vision has not been communicated. Goals by themselves do not motivate. They they must have meaning and value to all in the organization.

Leaders must be transparent about strategic goals to ensure employees understand and buy-in (communicate and collaborate). Too often transparency is non-existent.

Tools Drive the Process or Process Drive the Tools?

• We talked at length about the distinction between process and tools. Paper processes are rarely followed.
• The data collected must benefit all parties. Especially true if employees are responsible for data input
• Establishing regular metric review meeting drives performance growth and results

Take Action Advice

Establishing regular metric review meetings to communicate vision and drive performance with results. Mike gave us advice on how to set this up:

• Set up recurring weekly meetings
• All departments attend
• Everyone contributes and reports on progress, at least two goals
• Include sales goals and product/service goals
• Place something up on the screen so all can see. A dashboard with KPIs (Key Performance Indicators).

Memorable Quotes

Sales Goals quotes shared during the episode:

Goal without a plan is just a wish

Everybody has a plan until they get punched in the face – Mike Tyson

How To Find Mike Dannenfeldt

You can find Mike on LinkedIn

• Mike on Twitter @zecutiv.
• Go to zecutiv.com You can get a 20% off if you use the Promo code "salesbabble"

How to Manage Sales Teams

• How to Hire a Sales Rep that Hits the Ground Running #174
• The Invisible Sales Organization with Mitch Russo #147
• How To Be Your Customers Hero with Adam Toporek #104
• Strategic Sales Skills from Sales Management Author Ken Thoreson #57
• 6 Simple Steps of a Sales Process: Sales 101

Sales Goals to Manage

There are two goals to focus on:

• Nudges – an interaction with a suspect that advances the sale by a prospect responding
• Appointments – the suspect becomes a true prospect when they agree to meet.

Sellers should focus on maximizing nudges. They will lead to appointments. Managers should assume opportunities with appointments have a high likelihood to close. All should focus on the true nudges.

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The post Why Nobody Gives a S*%T About Your Sales Goals with Mike Dannenfeldt #190 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.

Why Nobody Gives a S*%T About Your Sales Goals with Mike Dannenfeldt #190

Highly effective companies collect and measure sales goals. These goals drive performance and results. Mike Dannefeldt and I talk about process management, goal setting and how to manage sales staff. The challenge is to meet and exceed the goals. Yet success is dependent on buy-in and communication.

Why Sales Goals

Phiology: The Secret Code of Leadership David Eisley #189

In this episode we meet Dave Eisley, author of the book Phiology: The Secret Code of Leadership. Phiology is the intersection of physiology, psychology, and philosophy in the context of leadership, but written from a sales management perspective.

Phiology Focus for Sellers

Dave and I discuss how Phiology addresses leadership especially in the case of sales:

• Control your physiology to achieve optimal performance.
• Navigate obstacles by shifting your perception of events.
• Decode the origins and fallacies of decision making, in yourself and by others.
• Uncover vital parts of any system, revealing key leverage points that drive success.
• Expand your influence in an ethical and meaningful way.

Sales and Leadership

Sales is responsible for the rise of humanity. Our ability to trade separates us from the other species on our planet. Without the idea of a trade, and a fair trade, humanity has been able to team and create civilization. It's all based on trust.

1. Talk and share a vision you want to obtain
2. Get everyone in the room
3. Empower people
4. Commission each to take action

Take Action Advice

Control what you can control and leave the rest.

Influence the few things you can, it will get noticed and you will be rewarded for it. Be bold, be courageous, take action.

How To Find Dave Eisley

Here are links to Dave online and his book.

• Go to the www.phiologybook.com
• LinkedIn https://www.linkedin.com/in/eisley/
• Twitter @davideisley
• Phiology Book on Amazon

Book Raffle

Here's a chance for you to win a free copy of Phiology. Email Pathelmers @SalesBabble.com

Support our Sponsor Bluehost

Sales babble is brought to you by Bluehost. Take your idea and start your business online. Sales Babblers can start for only $3.95/month

• FREE Domain
• Free Site Builders
• 1-Click WordPress Install
• 24×7 support

Special intro offer and 30-day money-back guarantee Powering over 2 million websites worldwide

Selling Mindset

Here are other terrific episodes on mindset. Click a link and listen now!

• Sales Success Triangle of Attitude Behavior Technique with Glenn Mattson #187
• How to Pitch Shark Tank with Michelle Weinstein #184
• How to be a Sales Sherpa with the Hyperconnected David Fisher
• The Art of the Help with Larry Levine #182
• How To Sell The World with Karl Weaver #177
• Give to Get Marketing with Ray Wood #159
• 5 SuperPowers of Successful Sales Account Executives with David Kahn #156
• How To Generate Leads with Relationship Selling with Michael Ross
• How Curiosity is the Engine of Sales Achievement with Tony Jalan
• Why Can't I Get a Degree in Sales with Professor Shawn Green #80

The post Phiology: Secret Code of Leadership David Eisley #189 appeared first on Sales Babble Sales Podcast | Sales Training | Sales Consulting |Sales Coaching.