ShadeTree Blog
ShadeTree Technology Sales Effectiveness Blog
Tags >> sales process
Instead of making calls, are your salespeople making excuses? It might happen to even the best members of your sales team from time to time. According to research from Dudley & Goodson, about 40-percent of all career salespeople experience episodes of call reluctance that are serious enough to threaten their careers.
But you can’t lump all the call reluctance into the same boat. Here are five of the most common personalities that fall to call reluctance, the symptoms, and the potential fix.
1. Polite Polly: Doesn’t want to intrude on others. Feels like their role is invasive in another professional’s space.
As sales professionals prepare to close out Q3 2010... here are some thoughts to stay on top of the game.
1) Understand Political Structure and Decision Making Hierarchy - Don't get Blindsided
A brilliant sales job to a prospect that doesn't make a purchasing decision works... sometimes... but not very often. If you are investing your own time and energy to proceed down the path of a sale, it is important that you are headed in the right direction. Until salespeople understand political structure and decision making hierarchy they are lost. Occasionally salespeople might get lucky and find their way to a closed deal... but most of the time they will just be lost.
