August 8th, 2019
engaged-employees

5 Strategies to Promote Employee Engagement

engaged-employees

Keeping the engagement levels at the workplace high is crucial for your business to function properly. Poor engagement means low energy levels which leads to a decrease in productivity. Here’s how you can promote employee engagement.

1. Allow Breaks

The first thing you can do to promote employee engagement is to allow breaks. This doesn’t mean to only let your employees have breaks but also to encourage them to do so. Resting is essential for being energized afterward, so it’s only natural that you allow breaks.

 

2. Encourage Flexibilitygroup-of-engaged-employees

Flexibility is one of the key components of almost everything in our modern world where everything is constantly changing. People must learn how to adapt or they will be overpowered by the ever-changing world.

One of the biggest misconceptions employers believe in is that employees can’t manage their own job without the close watch from those above them. The opposite is actually true more often than not. Most competent employees are able to adjust their schedule in a way that will be most effective for them. This is because your workers know their strengths, weaknesses, and the work effort required for any given task better than you do and may be able to rearrange their to-do list accordingly.

Don’t be afraid to give your employees more freedom in terms of working hours. Flexibility has been proven to make people more productive, engaged, and happier. If you are still doubting whether it is a good decision, you can test this strategy for a week and see whether the engagement levels have risen or not. Then, you can decide if you want to keep it this way.’

 

3. Be Authentic

“Authenticity is so rare nowadays. It is hard to come across something truly original, but being creative is still possible if you try hard enough. Just make sure that you don’t copy something else entirely whether intentionally or by mistake,” says Marie Fincher, Head of Content at Trust My Paper.

Just like authenticity is related to originality, it also has a direct connection with sincerity and mutually beneficial relationships between you and your employees. Being truthful with your workers makes them trust you more and allows them to open up to you when they need to.

There should be no sugarcoating in your workplace. If you are hiding something important, then there is no way that you will have a good relationship with your employees. You have to trust them with information and they will trust you in return. Moreover, pretentious behavior and falsified relationships will be easily detected and you will never be trusted again.

You must be a mentor to your team. Being reliable and motivating your employees will improve employee engagement and make them more involved in the processes. Likewise, it also promotes teamwork, lifting the team spirit. Your workers will trust you more and they will trust and rely on each other more.

 

4. Ask For Feedback

One of the biggest mistakes many employers make is being authoritative and making all the decisions by themselves. But doing so doesn’t position you as a part of the team. Instead, it makes you look like one of those nasty bosses and distances you from your employees.

Make sure not to make this terrible mistake as this can only lead to problems. There is a simple way to avoid such situations which is to ask for feedback from your team. They will gladly tell you about their opinions on the matter and you will get different perspectives about the issue.

Asking for feedback also shows your employees that you value them and their input and want to see them being involved in the process more. It makes them more engaged and raises their self-esteem. Asking for feedback is essential for the well-being of your organization, so you must never overlook this important component of any business structure.

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5. Reward Generously

Last but not least, remember to reward your team generously. You have to appreciate all their efforts and show them that you value what they do (not just by asking for feedback but also by rewarding them).

There are different ways you can reward your employees. The simplest is to thank them at group meetings or individually. They will appreciate even such a small gesture from your side. Another way to do this is to promote them to a higher position if they have earned it. If your employee has been working in your organization for quite some time and has shown great results, you may want to give them a more important role in your company.

Another great idea is to give your employees gifts or awards. For example, a box of chocolates or pizza for everyone is perfect for celebrating a milestone you reached. You can also host the end of year awards or even monthly awards to make your best workers feel special.

In addition to all of the above, consider giving your employees a day off or provide them with a longer vacation. It’s all up to you how you decide to reward your employees, but as long as you don’t forget to do it, your workers will stay motivated to continue working to their fullest.

 

Final Thoughts

In conclusion, if your employees are struggling with staying motivated, using these strategies will help you promote engagement and increase energy levels in your team. Follow the advice in this article to achieve the best results you could think of.

August 1st, 2019
get-results-20x-rule

The 20x Rule in Sales

get-results-20x-rule

If you’re like most people, you’ve never heard of the 20x rule, but you have heard of the 10x rule. The 20x rule is something that you should consider and implement from this moment on. In any business setting (and life in general), you must sow 20 times the seeds that you think are necessary or realistic to make anything happen.

Therefore, you have to put in 20 times the effort that you normally would put into your sales activities and your personal growth goals. The 20x rule in sales is applied to business and life.

Check This Out For Some Major Motivation! 4 Cold Calling Scenes from Movies That Will Inspire You To Make The Sale

Questions to Consider

What would happen if you reached out to 100 prospects each day instead of five? What would happen if you cold-called 40 prospective clients each week instead of two? What happened if you learned the features and benefits of 60 products a year instead of just three?

Top sales professionals study, practice, & master there cold calling so that each of the 100 prospects you are reaching out to is listening to a professional that has a solution to their problem.

Regardless of what you sell, you need to know the products well. You also need to reach out to new people and network 20x more because they aren’t likely to fall in your lap on the first 2 calls. Some might, but most of them are going to require that you call them multiple times. Reaching as many prospective customers as you can is the key to steady growth for any business. If you have already reached out before you have established trust and rapport. Trust and rapport makes it easier to build a meaningful relationship with your prospects.

Test the 20x Rule Theory

Anyone can use the 20x rule in sales. All they have to do is put in more than they think they need. For example, if you plan to print five new brochures and hand them out to people passing by the office, you should instead print 100 brochures and hand them out.

In sales, this is a powerful tool. If the customer is engaged in the conversation, you have their attention, and their interest. Of course, this is only achieved by building trust and rapport through consistent and professional touch points throughout the buying cyce.

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Keep It Simple

On sales calls, it can be tempting to keep adding to options, ideas, possibilities, and considerations. However, when you are on the phone, there is no way that you can see the expression on the customers face, there is a good chance of losing them in the what-ifs or even talking them out of a sale by presenting too many alternative options.

Keep it simple and stick to your plan. So reach out to them 20x more than you normally would and keep it simple. When they are ready, they will open up and you can take advantage of your hard work by providing the solution they are looking for.

If another challenge or issue comes up in the conversation, make a note of it and ask the customer if this is something, they would like to discuss the next call. This is a great way to set up a follow-up call, which is now much easier to prep for as you have a topic and an understanding of the customer and her or his goals, objectives, and problems that your product or service can solve.

simple-plan

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Successful Telephone Selling Techniques

July 24th, 2019
executive-sales-training

Sales Executives Need Training & Coaching Too!

executive-sales-training

Try this. Go on Google (or any search engine, for that matter) and type in these words: Executive – Sales – Training – Coaching – Leadership – Programs.

You can try them in any order. You can even leave out one or two of the words if they don’t align with what your company is looking for. Know what you’ll find?

Very little.

Check this out for some insights in hiring talented candidates! 3 Tips to Help You Find the Right Sales Candidate

Why Executive Sales Training & Coaching Matters

The skills needed to be an effective salesperson or manager are simply not the same as those required to be a successful sales executive and leader. By not providing access to executive sales coaching programs, executive sales coaching training and executive sales leadership coaching programs, companies are limiting their employees’ chances of being successful and hurting themselves in the process.

Decide who you’re looking for

Sure. There’s article after article about training and coaching salespeople and sales managers but essentially nothing when it comes to sales executives.

This is an important distinction because while sales executives and sales managers are both senior members of any sales team, there are significant differences in their roles and responsibilities. Think apples and oranges and you’ll be on the right track.

Sales Managers

Sales managers are more inwardly focused as they oversee the day-to-day management of a company’s sales staff whereas sales executives are outwardly focused as they are responsible for a company’s overall sales strategy and developing client relationships.

Many employers blend these two roles into one position for a number of reasons with the most common being budget constraints. This can be a risky move however, as the two jobs require very different skill sets and it is not easy to find one person with an equal aptitude for both.

Sales managers are usually easy to identify because they have successfully climbed through the ranks of your sales team and they are intimately familiar with how things work from the inside out. However, if you then give that person the added responsibility of thinking proactively to grow your organization from the outside in, things can get a little dicey if that person is not a natural fit for the role.

Finding The Right Executive Sales Training Program

Finding them the right executive sales coaching programs and executive sales coaching & training to develop and enhance new skills will be critical to their success. Sales executives can take the courses to refamiliarize themselves and practice continued training themselves as they lead your organization forward to growth and success.

Leading companies with high performing sales teams invariably provide training to their rookie sales executives to arm them with the skills they will need to overcome the new challenges they will face. They also provide access to ongoing executive sales coaching programs and executive sales coaching and training to their existing sales executives, so they can continue to improve and provide increasingly greater value to the company.

 

The skills needed to be a successful salesperson or manager are not the same as those required to be an effective sales executive and leader. By failing to provide access to executive sales leadership coaching programs that develop the skills they need, companies missing out by limiting their employees’ chances to be successful sales executives and take advantage of all of the available opportunities they are presented with.

A Great Place to Start!

Rest assured, finding your sales executives the right coaching, training and leadership programs will pay big dividends for your company. We have a great place for you to start.

The Sales Coaching Institute offers professional executive sales leadership training programs. Your leaders will walk away with a renewed sense of what it means to be an executive sales leader. Each training session will build off of the others and reinforcement training will ensure your executives are training to compete with the best of the best.

Maddie

Learn More About

Our Executive Sales Training Program

July 5th, 2019
networking-event

In Selling, “Your Network Is Your Net Worth”

networking-event

If you come back from an event with little more than a bunch of business cards that end up in the trash, it’s time to rethink your sales approach. In selling, “your network is your net worth.” Sure, it is nice to meet different people, perhaps even make a friend. However, the objective of a networking event is to lay the groundwork for future success, for you and your company. Connecting with the right people helps to expand your business, but meeting the right people requires focus and discipline on your part.

One business card from a genuine prospect is worth more than an entire card index full of cards from people who cannot help you meet your goals.

The Importance of Networking

It matters little what you are selling. It could be products, services, or perhaps yourself. What does matter in sales is ensuring the person returns to you to fulfill their needs.

The primary objective of networking is to build business relationships. Once the foundation has been laid, sales follow. Even in this age of social networking, nothing is better in selling than personal relationships. It is only human nature to want to see the individual you are about to give an order to, if for no other reason than to know there is someone there who can help when necessary.

How Networking Helps You to Increase Sales

As helpful as the internet age has been, it has resulted in business becoming impersonal. For you to expect your prospects and customers to remember you, and that which you are selling, you must maintain the “personal touch.” When you have made contact with a networking prospect, always follow up. The old saying, “Strike while the iron is hot” has never been truer than when it is used in the context of sales and selling. After you have met with someone who has a need, desire, financial capacity and authority to buy your product/service, you should follow up on a regular basis.

If your goal is to increase sales, it takes a determined and dedicated effort. As you build your network, stick to your plans. When you add names to your list and stick to your “game plan,” you will be making the best use of your limited time. Never lose sight of the fact that in selling, “Your network is your net worth.”

Related Article: 5 Steps to Mastering The Art & Science Selling

June 18th, 2019
blackboard-leadership-lessons

Sales Leadership Lessons: Sell More and Sell Better

blackboard-leadership-lessons

To become a better salesperson and sales leader, you need to own the customer experience and every aspect of the sale cycle. That means being there in some way at every customer touch point. You can’t just pass someone off that you don’t want to deal with, and you can’t neglect or ignore them when it doesn’t fit into your schedule. Learning important sales leadership lessons can help you and your company to thrive, which is your ultimate goal.

 

Most sales reps seem to be either leaders or salespeople, but not both. However, the most successful sales reps are also often great leaders. There’s more to selling than closing the deal; you need to be organized, you need to know when and how to follow through, and you need to know when to be politely forceful and/or quiet.

 

The Customer Comes First

It’s a simple concept that most people forget it, salespeople in particular. They’re so focused on closing the deal that they don’t think about the customer at all. This often means you are not practicing active listening and you are missing some key points the customer is trying to communicate to you. Your goal isn’t to sell 100 vacuum cleaners in a month; your goal is to help the customer enhance or better their lives by buying a vacuum cleaner that allows them to work faster and with more efficiency.

 

Most meetings are focused on the product and/or service, rather than asking what the customer wants. A good rule of thumb is to not sell your product/service but to focus on solving the customer’s problem. Practice asking open-ended questions to get more information about your customer’s problem. This shows that you are engaged, and it also allows you the opportunity to actively listen to your customer while taking detailed notes. When you are done with your meeting, these notes will be the key to putting together a practical solution to your customer’s problem. Think of yourself as a problem solver, not a sales rep.

computer-technology

Technology Is King

Many sales teams are heading for extinction because they can’t get the hang of new technology. Technology is ever-changing, and companies are adapting to this technology quickly, so you need to focus on ways to use this technology to reach your customers during unique points in their buying cycle. Selling on social media is a powerful opportunity if you take the time to lean in and really learn how to utilize it effectively. Many people are still focused on the dreaded cold-call instead of learning how to use the Internet to their advantage.

Social media is just one avenue you can use to reach your customers in a new place. You can also use emails, text messages, video conferencing, and screen sharing applications to reach your customers in new places and in new ways. Try sending your customer an email with a video of yourself that includes a short audio message with an attached customized PowerPoint. This personalizes the email and shows your client/prospect that you are putting in a great effort in order to help them solve their problem.

By focusing on the customer and reaching them via new technology channels you are going to stand out from your competitors. Remember that you must serve your prospect as if they were your number one customer. This will set you apart and pay dividends in the form of closed deals and new opportunities. When your customer notices this type of dedicated effort going into building your relationship and solving their problems, they will want to do more business with you and better yet, they will tell their friends about you. Learn to love the customer and the customer will love you.