It's the age-old question: If you could do one thing to create the most likelihood of success, what would it be (and would you, could you do it)? This week we look at the 2004 study entitled Flawed Self-Assessment: Implications for Health, Education, and the Workplace by David Dunning, Chip Heath and Jerry M. Suls and try to decipher the one thing that successful sales people do: Seek feedback. Tom Stanfill, Marc Lamson and I talk about the fact that most people have this self-perception that they are above average and are blind to their flaws. We wear a “sign” on our forehead that all others can see but we cannot. So how do identify, deal with and apply changes to your challenge areas? Listen and find out. #onething #salestips #salestraining #salesleadership

This week on sALES with ASLAN®, we discuss investing in the front lines with business owner, consultant, and sales leader, Randy Riemersma of Span the Chasm.  Those of us who have been at this awhile have war stories and we hope there's a few pointers you can take away from our conversation.  Make sure you comment down below or email [email protected] with ideas for future episodes.  Also, make sure to subscribe and like us on your favorite podcast platform. #salesleadership #salestips

Author and Sales Leadership Coach Bobbi Kahler joins me this week on sALES with ASLAN to discuss what she overcame early in her life when she was diagnosed with a catastrophic speech disability.  Bobbi talks about the need for mentors and coaches to get through the tough speed bumps in life.  She also tells us why she never has said she couldn't do something. You can also learn more in Bobbi’s book Travels of the Heart. #overcoming #salescoaching 

Tom Stanfill joins us this week to discuss how to make it easier for our customers to understand our solutions and methodology.  We can do this through the use of references, word pictures, and by telling stories.  If what you are selling sounds too complicated, your customer is less likely to buy. If you would like to learn more on this topic read our blog by Tom called The Art of Simplicity: What Does It Take to Sell a Complex Idea? #salesstrategy #salestips #salestraining

This week we dive headlong into sales resolutions for the new year. We discuss practicing your sales craft, choosing your prospects and customers wisely and how to outwork our competition. This particular podcast is a great compliment to our blog called 7 Questions and 7 Resolutions to Sell more in 2019. #salesstrategy #salesstrategy

In the spirit of March Madness, this week we look at the obvious and not so obvious examples of NCAA coaches who focus on key areas of players (or rep) development and how this ties into sales coaching. We will also discuss how to help our sales reps and sales leaders communicate more effectively. This week's topics include joint accountability, taking time to coach, leaders connecting with players one to one and finally, managing to what motivates each individual.  #salesstrategy #salescoaching #marchmadness 

As we continue our deep dive into sales leadership on sALES with ASLAN, we focus our attention on one of the 3 hats that leadership wears: coaching.  The first question we ponder is who do you coach since you cannot coach everyone, there just isn’t enough time. Coach those with a desire to be coached.  The best coaches or catalysts avoid the two main problems. They give the appropriate amount of feedback and not 15 things to work on at once.

In our latest learning opportunity here on sALES with ASLAN, we turn our attention away from the sales reps and focus on the leaders that help them succeed. Leadership is accomplished on a 1 to 1 basis as we seek to motivate at the individual level.  We as leaders need to measure in 4 dimensions vs the standard 2.  Most leaders measure revenue and activity. But we need to measure results plus rep desire, productivity, and capability. Lastly, we look at the 3 hats that a sales leader wears: Lead, manage and coach.

This week we continue our deep dive into the alarming trend that is taking place in the marketplace. Why are 53% of reps are missing quota during an economic upturn? And why has this trend been in decline for 5 straight years? In this episode we take a look at how reps can shift the mindset of "what’s in it for me" to "what’s in it for my customer". Stop and ask yourself: Does your customer feel that they are the priority, or do they feel pressure?

It dropped again. Not the stock market or consumer confidence. No, the number of reps hitting their quota declined…for the fifth year in a row. It’s unprecedented. It’s now at an all-time low of 53% while the stock markets hit record highs.

The bottom line is that half of all sellers are failing, and it’s getting worse. Something’s amiss.  Why is this happening?  This week on the sALES with ASLAN Podcast, we dig into not only why this is happening, but how to turn this trend around.  Spoiler alert: it has something to do with your customers’ receptivity to your message.