Jeff Pankoff

With much uncertainty in the marketplace right now, it’s important to adjust not only your sales, management, and operational strategies, but your mindset around how your company, and you yourself, define success right now.

Have you ever gone out shopping for something and run into a salesperson who was a little too eager to show you exactly what you were looking for?

Improving your efficiency or effectiveness is only as good as your method of determining and evaluating success. It’s easy to earn a win here or there, but repeated success over a long period of time can only be done through hard work, analysis, and reinforcement.

If you were to go to the dictionary and look up the definition of the word “Success,” you’d be likely to find something like, "the accomplishment of a desired aim or purpose." That’s fine as a starting point. Many of the sales professionals we work with, though, choose to go a little further.

One of the biggest challenges in the sales world is properly executing a cold call. Cold calls can be awkward, nerve-wracking, and even detrimental if not initiated correctly. However, cold calling isn’t a complex obstacle to tackle. In fact, the skills are quite simple, and it’s a necessary skill that every top seller must master.

You’ve closed the deal – but your job isn’t done quite yet. Managing client expectations can help you make the most of your new relationship and ensure you are striking the right balance.

As we approach January, this year is soon to be in your rear-view mirror. Hopefully, you had a great sales year in 2019. Ahead of you is a brand-new chapter, full of possibility and promise. 

Think about your last purchase. Why did you make the purchase? Perhaps the first ideas that come to mind are, "It was on sale, so I saved money," "It will allow me to get things done faster," or possibly "It will improve my health.” These are logical reasons. 

To answer the common question, “Why should I invest more time in coaching my sales team?” we must first define what we mean by “coaching.”

There is no question that developing skills in time management and efficiency are critical to career advancement. The people who pull ahead and end up taking leadership roles, as well as the higher income opportunities, are those who have repeatedly evidenced an ability to work at a higher level of productivity without more resources.