November 16th (not quite a month ago I sent out A Chip off the Block on Look deeper, think harder – a self-reflection exercise. I have to share a few of observations. personal observation: > START – my feeling is that most of us “start” new things with ease, it is making sure we continue creating good habits from the new way that becomes more difficult. > STOP – wow this is both difficult and feels great! Difficult with things
About: Lynn Hidy
Recent Posts by Lynn Hidy
“I get 100 sales calls a day and answer maybe 5” ~ ACTUAL customer comment No you aren’t shocked. No you aren’t surprised. What your inquiring inside sales mind wants to know and will find interesting his method: 1. doesn’t answer if he doesn’t know the #, 2. doesn’t bother if they don’t leave a vm, 3. deletes if it’s hard to understand them (accent or enunciation), 4. if they mispronounce his name or the company name delete. which means:
I’ve talked about “to do” vs. priority lists for years. I find that choosing an objective for the day keeps me on track. The key there is that I choose it, set it, pick it for myself. This isn’t something someone ELSE finds important. Setting objectives if fun when I: > choose why it’s important to me. > set the specifics. > pick what the objective will be. Last week I started with what I believe was my objective –
Time-frame, timing, deadlines are all part of qualification. Understanding the prospect’s view of the subject helps you, the salesperson, forecast when a deal will come in to your organization. Sure we WANT… NEED… MUST understand when that order will be in for our own purposes. I get that – especially as someone who gets paid commission. When we talk with our prospects to uncover the details, it needs to be all about when they WANT your product at their location
I was reading The Bridge Group’s Inside Sales AE 2017 Metrics and Compensation Research Report – if you have Account Executives working for you I’d recommend it! The Bridge Group defines an AE as an inside salesperson who is responsible for closing. I find it interesting that although the % have changed since 2012 – the top 4 challenges remain the same (the ranking has changed slightly) 1. productivity/performance 2. recruiting & hiring 3. ramping new hires 4. forecast accuracy
Recent Comments by Lynn Hidy
- July 30, 2017 on Everyone is in sales! (a cautionary tale)
- May 16, 2017 on What are you reading? (inspired by @1022Tiger)
- April 28, 2017 on Sales isn’t ONLY about prospecting!
- March 2, 2017 on Strategy vs. Tactic?
- November 16, 2016 on disqualification can be a good thing! inspired by @davidabrock