Training Tips

Lessons from the NFL
Up your game with these tips

Sales wisdom can come from almost anywhere. In his mrinsidesales.com article “A Simple Lesson From the NFL to Close More Business,” Mike Brooks discusses tips he gathered from a SI.com interview with former New England Patriots cornerback Ellis Hobbs. Brooks says sales professionals should make simple, basic improvements by:
1. Recording the reasons prospects don’t close. Use this information to qualify future prospects. Focus on the most common reasons for not closing, and script qualifying questions to weed out prospects that are not promising. This saves time and lets reps focus on the customers who will buy regularly.
2. Upselling. “So many sales reps are afraid to ask for too much and are just happy to get a minimum order. I know because I used to be that way,” Brooks writes. He suggests asking for larger orders regularly. Even if only one tenth of prospects agree to increase their orders, it will significantly increase sales volume.
“Just remember, as you’re reading this the NFL players and coaches are working on the simple things to improve. You should be doing so, too!” concludes Brooks.

Lead Lines

Goal Setting
Keep it SMART

Sales managers must continually set goals for their employees to achieve. They must also coach reps in setting their own goals. The acronym SMART can help managers remember the five criteria of good goals. In his mrinsidesales.com article “How to Set SMART Goals,” Mike Brooks says they should be:
Specific. “Knowing the specifics about your goal (in any area) helps you envision it more clearly, and anything you hold clearly in your mind you move towards that much faster,” writes Brooks.
Measurable. Being able to track progress improves motivation.
Attainable. Goals that take a bit of effort without being impossible are key. Managers must learn to set goals which they truly believe will be accomplished.
Relevant. “To be effective, especially in the long term, your goals should be relevant to your values and to what you consider to be meaningful,” says Brooks.
Timed. Setting goals that have a timeline helps people stay focused on what they want to achieve. It is also a great motivator.
“The bottom line is that SMART goals have a much higher chance for success than goals that don't contain these time proven principles,” concludes Brooks.

Training Tips

Learn to Communicate Better
Tips to Improve

Some sales professionals are natural communicators, but others need a little work. For those who struggle sometimes with effective communication, Susan Fee’s sideroad.com article “Communication Tips” offers the following pointers:
• Make use of the first 30 seconds. According to Fee, that is how long it takes to make a first impression. “Think about what message you broadcast about yourself on a consistent basis,” she writes.
• Use names. When introduced, make eye contact and repeat the person’s name immediately. Also, use names regularly in conversation — it gets people to pay more attention.
• Own your feelings. Instead of placing the focus on others when sharing your opinions, use “I feel” and “I think” phrases.
• Show interest. “When you take an interest in others by asking questions and remembering important details in their stories, you create natural bond,” Fee explains.
• Remember to use silence. Sales professionals should give people time to reflect on what they’re saying, by pausing at certain moments.
“Communication skills are just that — skills. They are teachable, learnable behaviors,” says Fee.