A common term used in sales is “playing hardball.” Simply put, it means to be an insistent and a competitive salesperson. Some of these qualities can be positive as a salesperson who plays hardball can be highly persuasive and are often great negotiators.

However, salespeople who play hardball can also come across as aggressive to the point of being unpleasant. While this approach may seem effective in the short run, in the long run it may have the effect of decreasing ongoing partnerships with customers.

Because of the pros and cons of this approach, every sales professional needs to ask themselves, “Is it good to play hardball in sales?” The truth is there is no correct answer as playing hardball means different things to different people.

But there are some common aspects to playing hardball that you should know, especially if you are thinking about adding it to your array of tactics. Here is a breakdown of what to expect as you decide whether it is right for you and your business:

But there are some common aspects to playing hardball that you should know, especially if you are thinking about adding it to your array of tactics. Here is a breakdown of what to expect as you decide whether it is right for you and your business:

Being Aggressive and Persistent

The most well-known aspect of playing hardball is being incredibly insistent and aggressive in their sales strategies. Hardball players are extremely determined and are willing to do whatever it takes to get the advantage and to be successful. This includes being incredibly persistent with their clients, doing whatever it takes for them to make the deal, often for as long as it takes. It also includes being competitive, developing strategies in order to outperform their competitors.

However, this can lead to some of them being incredibly predatory toward their clients. There are many strategies used by hardball players wherein they are getting a lot more out of the deal than their client is and are able to convince them to accept these deals through aggressive tactics and constant pestering. This often gives these individuals a negative reputation, which extends to the business they are working for.Within the business, playing hardball can also give them a negative reputation and can make them appear less trustworthy. Additionally, the life of a hardballer can be incredibly exhausting and lead to burnout.

That does not make them all bad, as hardball players who show a proper amount of restraint can be incredibly respectful. Those who are persistent and persuasive, but not too pushy and respectful of boundaries can be incredibly effective. Being competitive in itself is not bad and if sales is something you are passionate about, striving to be the best is not bad. But if you are going to play hardball, it is important to have integrity and to not be willing to cross the moral event horizon.

Being Knowledgeable

One of the most important aspects of playing hardball is being knowledgeable. Being in sales means there are so many competitors to deal with, and each comes with unique products, at different prices. Thus, hardball players have to be able to know enough about the market to be able to develop sharp marketing tactics and adjust their offers to have a competitive advantage.

Hardball players are often veterans in their field; thus they are extremely knowledgeable about it. This usually grants them more credence when it comes to negotiations and helps them be more persuasive. However, even if they are knowledgeable, playing hardball has the potential to make them look arrogant.

Thus, when it comes to playing hardball into sales, it is not only important for your sales representative to not only be knowledgeable, but to not let their knowledge get to their heads. This will ensure their insistence does not come from a place of ignorance or arrogance and allows them to feel more credible, thus making them more convincing. It can also grant you an edge over your competitors as you will know more than they do.

 

The Art of Deception

Another common aspect of playing hardball is being deceptive to some extent. One critical aspect of sales is predicting the market and what one’s competitors are going to do. What if there is no time to use your strategy, but the competitors are closing in fast? A hardball player can mislead them as you buy enough time before attacking. It is like in sports when players feign an action before actually attacking. Once the rivals respond to the fake attack, that is the right time for them to produce a better, winning sales strategy.

Of course, there is the moral and ethical argument behind being misleading, as it could be argued that being deceptive, even if they are only trying to deceive their rivals, may be dishonest. Of course, others will argue that as long as it does not hurt they are clientele, there is nothing wrong with it. But one thing to keep in mind is that misleading your clients is extremely frowned upon and can be a career killer in the long run.

The decision to be deceptive in sales can be a tricky one, but those who intend to play hardball or who want to use sales reps who play hardball should know that it is a common practice. Those who play hardball can be incredibly vicious and will not hesitate to take advantage of your naivete, but it is also important to know where your ethics lie.

Right now, we’re living in what is known as the Information Age and knowledge spreads fast. Anyone is able to give their two cents on any topic, from experts to amateurs, and anyone is able to read what anyone says. Unfortunately, that also includes misinformation and bad advice.

While bad advice isn’t anything new, the age of the internet has made it more commonplace as not everyone has the level of discernment needed to know the good, the bad, and the crazy that the internet displays. It is the reason a lot of misinformation is becoming more widespread and is the reason so many terrible pieces of advice are commonplace, especially in sales. So, if you plan to get into sales, it is important to know what pieces of advice should be avoided. Here are a few of the big ones to steer clear of:

Do as much as possible

One large bad piece of advice that a lot of businesses will fall into is trying to do as much as possible. Trying to advertise as much as possible, trying to create as much content as possible, and trying to sell to as many people as possible. While on a surface level examination there doesn’t seem to be anything wrong with that, but a cursory glance under the water will show an iceberg of issues beneath.

For one, a lot of it can be a waste of resources, including both money and time. Imagine sending thousands of emails to various people, even when you are not sure that they are potential clients. You could have been spending that time searching for and speaking to clients who are actually interested in what you have to offer. You may also create a bunch of content, hoping that it reaches someone that doesn’t appeal to anyone.

The focus should be on finding the most fit customers, not just making a sale and moving on. You want to find long-lasting clients and form a solid relationship with them, built on trust in you and the products and services that you offer. Additionally, you want to create high-quality content that appeals to your target audience, your current and potential clients, who are genuinely interested in what you have to offer.

Trying to do so much is not only taxing, which can eventually lead to burn out, it can also damage your credibility and that of the company, making you both appear desperate with nothing to offer. Instead of trying to do as much as possible, do as few things as possible. Don’t try selling to everyone, sell to those who are interested. Don’t make a dozen mediocre blogs or ads, make a few good ones.

Don’t take “no” for an answer

A common stereotype when it comes to salespeople is that they don’t know when to shut up. That they’ll talk your ear off and not take “no” for an answer. Unfortunately, there is a lot of truth to that, especially for amateur salespeople. It’s a common mistake, especially among young salespeople, to believe the more you talk about the product or service, the better your chances of landing clients.

However, this approach will backfire as nobody likes being told why they should want something. Instead of trying to tell or persuade them into thinking you and your service is great, you have to convince them. How do you do that? Listen to them. Trying to understand where their pain points are and listen to the issues their business is currently facing. Then, provide them with the reasons why your product or service can help them in finding a solution to their issue. This may include doing some research ahead of time, but for the most part, it requires you to listen more than speaking and for you to focus your pitch on them and not yourself.

To be a better rep, close more deals

Another common mistake people will make is only focusing on how many clients they have under their belt, thinking that they’re a better salesperson because of it. Higher numbers are better, at least, that’s what looks better when it comes to measuring a person’s success, and in the short run, the sales rep with more clients may even earn a higher income. But in the long run, unless they have created a tight knit relationship with their clientele, it will all fade into nothing.

Something that is just as important as the number of clients is the depth of your relationship with each individual client. That doesn’t mean you have to be buddy-buddy with them, but it does mean you have developed a relationship with them enough to where they want to do business with you. Those who foster stronger relationships with their clientele will ensure they will hold onto those clients in the long run. Instead of focusing on selling to as many people as possible, instill a few people with a strong sense of trust by providing them with excellent service and making them want to support you.

Lie if you have to

Never do this. Ever. This will only harm you in the long run. If you lie to your client, whether it is by exaggerating the quality of your service, downplaying the flaws of your service, or promising things you cannot deliver, you will lose trust with them, and they won’t want to do business with you. If you are looking for long-term clients, you want to be honest, otherwise, once they find out you lied, they will walk away.

Leadership is and has always been the cornerstone of any successful organization or society. Leaders make the difficult decisions and carry the most responsibility over the welfare of those under them.

Without good leadership, any large endeavor typically devolves into a bunch of people running around like chickens with their heads cut off. You have different people believing they should be in charge or worse, nobody steps up to take charge and get everyone moving in the same direction.

Sales leadership development is crucial for businesses wanting to thrive in today’s competitive and diverse marketplace. Strong sales leaders drive growth, motivate teams, and navigate the complexities of the modern sales landscape. Having a program to teach them how to become great leaders is what will allow them to accomplish these goals and their sales team to thrive. Here are three of the key benefits of sales leadership development:

1. Enhances Overall Team Performance

One of the main and most immediate benefits of sales leadership development is the enhancement of your team’s performance. Though many good teams are able to be successful even under bad leadership, every team will work their best under quality leadership. Effective leaders possess the ability to inspire and guide their sales representatives, allowing them to achieve success and surpass their competitors.

Good leadership will provide a team with everything they need. Effective leaders will give them a goal to work towards, provide them with the information and tools they need in order for them to do their work properly, and they will show them how to reach their goals. They will not just let their team sit in the mud with their wheels spinning, sitting on the sidelines when their team needs their help. They will actually be involved in the efforts of the team, acting as a team member themselves, doing the work a leader ought to do. They will also encourage them in their career paths, push their teams to be better, and if possible, reward their teams accomplishments.

However, an effective leader will also give their team the space and time to do their jobs. It is a strong temptation for a leader to be overbearing, micromanaging their people’s decisions or forcing them to work long strenuous hours to get tasks done. Often bad leaders will treat their employees as things, rather than people. However, doing this will often cause a reduction in performance due to employees burning out or leaving.

Sales reps are more likely to stay with an organization that provides strong leadership and opportunities for growth. Effective leaders foster a supportive and dynamic work environment, which can reduce turnover and build a more cohesive and motivated sales team. By fostering a culture of accountability and continuous improvement, while also giving their team the ability to reach their goals on their own terms, leaders can ensure that their teams are performing at their best.

2. Drives Innovation

Steve Jobs, the famed co-founder of Apple said: “Innovation distinguishes between a leader and a follower.” That is not to say that those in a leadership position will be the only ones to make innovations, but rather, the willingness and drive towards innovation is a key sign that a person has the qualities of and the potential to become a good leader. Thus, one of the main benefits of sales leadership development is that it encourages sales leaders to think creatively and strategically, in order for them to create innovative solutions.

Trained leaders are more likely to adopt new technologies and sales methodologies to give their organization a competitive edge. They are also better equipped to identify and capitalize on emerging market trends, ensuring their sales strategies remain relevant and effective. For instance, because they are more willing to adopt new methods of sales work, they are more likely to incorporate remote work and virtual sales training. They are willing to learn the nuances of virtual engagement and can effectively translate traditional sales techniques into the digital realm. This adaptability is essential for maintaining productivity and morale in their team.

But beyond their ability to make better decisions because of their training, because of the mindset instilled in them, some of them are able to come with new solutions or ideas. Effective leaders are often curious and will want to find the best solution, thus are willing to think outside the box and find solutions where nobody has looked. It may even push them to create products nobody has seen before and present them to the world.

3. Become Better Teachers

Finally, sales leadership development teaches sales leaders how to be teachers themselves. Being able to teach is a critical aspect of leadership as one of the primary jobs of a leader is to teach. They coach their teams how to do their jobs and how to do them effectively, they teach the lingo and process of their organization, and they may even teach some advanced skills not presented during their initial training. But it goes beyond that as well, as some of the best leaders teach those under them how to be leaders themselves.

While sales leadership development does provide them with the information needed to become great leaders, that information is not what makes them a great teacher. A great teacher is able to effectively teach a subject they only learned a day beforehand. Rather, sales leadership development teaches the skills needed to be a good teacher, such as communication, patience, conflict and stress management, adaptability, and many other skills that blend with leadership skills. To be a good leader means to be a good teacher.

The world of sales can be cutthroat, particularly if you go in unprepared. So, any business worth its salt makes sure that their sales team is prepared for anything, especially if they want to stay competitively viable.

However, what is not always clear is the how and the when. Your sales team may be filled with sales executives who have already been effectively trained or have enough experience to be successful. However, you could also be at a stage where it is filled with newcomers struggling to find their way or veterans who are a little too stuck in their ways.

Regardless of where the individual members of your team are in their careers, it is a proven fact that implementing a training program for sales executives can significantly boost your team’s performance. However, that is easier said than done and requires a lot of forethought to know when to implement it. Fortunately, there are many signs you can look out for to determine whether or not it is time to start. Here are a few of the telltale signs that you need a training program for sales executives:

Declining Sales Numbers

One of the most obvious indicators that your company is in need of a training program for sales executives is a decline in sales. There could be a handful of reasons why your sales numbers are declining, including elements that are out of your control such as a changing market or economic downturn. It could also be a problem with company management and a disconnect between branches and teams. Bottom line is if your sales team does not have a firm grasp of the sales process and the skills needed to be effective, it will have a dramatic impact on your revenues.

Thankfully, giving them proper guidance through a quality sales training program can give your sales executives the knowledge and skills they need to boost your company’s sales revenue again. This includes knowing how to make a sales pitch or how to generate leads, so that they can find and connect with potential clients. It also involves teaching them how to do things as efficiently as possible, streamlining and revitalizing the sales pipeline, so that they can generate more leads and connect with more clients.

High Employee Turnover

Having to fire an employee or having one of them quit may seem like a negative, but it is often a necessary evil as not everyone is a good fit for a business, whether it be for the long run or in general. However, if a large number of employees are quitting and you are having to let go of a lot of employees, there is a big issue. Whether or not it is the employers fault is on a case-by-case basis, but for a lot of businesses engaged in sales, one of the reasons could be a lack of trained sales executives. If a sales team does not know what it is doing or screws up a lot, thus not making a lot of money for either themselves (if they are paid by commission) or for the business itself, then they will be more likely to quit or be let go.
However, this cutting of ties can be avoided if the team is, instead, trained properly, in this instance through the use of a sales training program. By going through a sales training program, not only will your sales executives know what they are doing and will make it, so you do not have to let any of them go due to budget cuts, but they will be inclined to stay as they are making the commissions they need and will not lose the motivation to continue working in your business.

Inconsistent Performance

Not everyone in a sales team will always be at a similar level when it comes to sales. Some may be more experienced while others are lagging behind. Additionally, some may be great at some tasks but falter in others. Or for some, an individual sales executive may perform inconsistently, doing great on some days, while struggling on others. Inconsistent performance often indicates gaps in skills or knowledge, in which case it might be time for sales training. Putting your team through a sales training can address these gaps, providing each team member with the tools they need to excel.

Difficulty Adapting to Market Changes

The sales landscape is constantly evolving, with new trends, products, sales strategies, and technologies are constantly being introduced and utilized. While many of these may be seen as and some of them ending up as only fads, being unable to adapt to the changes introduced to the market can be a critical hindrance to a company’s success. Thus if your team is struggling to adapt to these changes, whether it be not knowing or understanding current trends, not using new technologies that are changing the landscape, or not letting go of trends that are not working, having them take a training program for sales executives is essential. Such training can help your sales team stay up to date with industry developments, including implementing innovative changes and moving away from obsolete trends, ensuring they can effectively navigate changes and maintain a competitive edge.

Poor Customer Feedback

Negative feedback from clients about your sales process is a red flag. It suggests that your team might lack essential customer interaction skills. This can include poor communication, being rude or inconsiderate, being unprepared, making promises they cannot keep, or even being outright dishonest. Investing in a training program can improve their communication and relationship-building abilities, leading to better customer satisfaction and loyalty.

In sales, it is important for a salesperson to be properly trained as effective sales training can go a long way towards ensuring long-term success.

However, when it comes to designing and operating a sales training program, it is not enough to simply list out the basics and lecture about what a sales professional is supposed to do on a daily basis.

There are some key principles that must be followed for a sales training program to be effective. By following these principles, a trainee will understand the skills they are being taught and how to use them to the best of their ability in their professional lives. Here are the key principles of effective sales training:

Teaching and Retainment of the Fundamentals

The fundamental skills of sales are often the first and primary thing learned in most sales training programs. Many average programs simply teach the skills needed to be a salesperson and leave it at that. While there are other aspects of sales that effective training should focus on, the fundamentals of sales are still incredibly important.

This primarily includes the basics, including product knowledge, knowing how to give a pitch, problem solving, time management skills, negotiation skills, proper presentation, and client prospecting. These basics are foundational for a sales person’s career as they are the skills they will be consistently drawing from, especially during a sales pitch. Any sales training program worth its salt will be teaching these fundamental skills, else it would be a complete waste of time.

However, a truly effective sales training program will not only teach sales people these skills but will make sure they retain these fundamental skills. Throughout the course, they will encourage you to practice and to make use of these skills, giving you proper feedback on how to properly teach these skills. They will also continuously reinforce these skills and may dive deeper into them in order for you to have a solid grasp on them, through a variety of methods such as roleplaying, gamification, and even in-person pitches. Eventually, an effective sales training program will ensure that these skills are second nature for a salesperson. Their methods of reinforcement and retainment not only apply to the basics, but to every skill that a salesperson develops throughout their time in the program, including proper communication and relationship building skills.

 

Developing Relationship Building and Communication Skills

According to Lori Richardson, founder of Score More Sales: “Selling is really about having conversations with people and helping improve their company or their life.” During a sales pitch, the primary goal is not to advertise a service, but to have a conversation with a client in order to find out their problem and how your service may be a solution to their problem. The most critical aspect of sales and the difference maker between a good and a bad salesperson is their ability to communicate with their clients and build relationships with them. Thus, what makes a sales training program great, one that will create other great salespeople, is their ability to develop their communication and relationship building skills.

There are many skills and techniques included in this, such as verbal and written communication, emotional intelligence, active listening, doing research beforehand, storytelling, and so much more. What techniques a person uses can depend on both the client and the salesperson themself as they are more effective with one style or another.

However, the individual skills and techniques learned are not quite as important as the intangible elements of a sales pitch, which cannot be laid out on a check list. Rather they are intuited through experience. Effective sales training will be able to give you this experience by either going through simulated sales pitches with fellow students and teachers or by giving you hands-on experience with clients. This includes being able to manage a conversation, build rapport with a client, using the aforementioned skills seamlessly in a conversation, and being adaptable enough to go wherever the conversation takes you.

Doing this will not only help you to be more likable and approachable to a potential client but may be the starting point to building a business relationship with them. Effective sales training will also teach you how to build and maintain these relationships through follow-up, proper communication, feedback, and ensuring they know they are appreciated. These are what makes a client want to stay with a business and will ensure the success of a sales person.

Adaptability to Others

An additional layer of what will make an effective sales training program is their ability to adapt to the businesses they are catering to and the students they are teaching. Being able to implement the specific services, pain points, and goals of a business into their program in order to suit the needs of a sales team, will go a long way in making it easier for the students to implement the program’s lessons in their work. Furthermore, being able to adapt to the needs of a student through direct feedback, working one on one, and sometimes even customized curriculums may also push a great sales training program into an amazing one.