Sales Training VS. Sales Coaching or Cut them Both?
I read a blog entry posted by @salesbloggers via Twitter the other day and it inspired this podcast. The entry by Steven Rosen claims that sales training is a non-revenue generating activity. Great sales training is just that, it gives sales professionals more efficient approaches and processes to close deals.
If you could pull together your sales team for three hours, give them just three things to implement that would increase their efficiency by even 5% your Return on Investment over the next 90 days would be worth much more than the 3 hours they spent out of the field. In addition to this, I found the blog entry to be another one of many coaching versus training blog entries. Why can’t we all just get along?
Organizations that really have their sales performance strategy together will be driving forward with both training and coaching working synergistically. Each plays and important role in maintaining competitiveness, motivation and retaining star players. Have a listen to my rant on this topic:
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Sales Pipelines versus Relationship Pipelines
Many people talk about the sales pipeline. I have heard many people comment on the fact that they have a lot of business in the pipeline. When prodded further they can’t tell me how strong their relationship is with each client. Even fewer people have a method of measuring where they are at. You just can’t predict when a deal will close unless you have a handle on the relationship. Have a listen to today’s podcast:
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Integrated Social Networking and The Vancouver Board of Trade
This video is from a seminar I delivered to the Vancouver Board of Trade on Selling and Succeeding in Turbulent Economic Times. A good portion of the seminar focused on how to use social media and social networking in the sales process.
Your thoughts and feedback would be greatly appreciated
Twitter won’t kill you but ignoring it might!
…social networking sites and social media including FaceBook, Linkedin, and Twitter for cancer, heart attacks, lupus, dementia and more?
As a sales performance specialist, author, speaker, and someone who loves connecting people; I’m one of the biggest proponents of networking and socializing. Yes I’m referring to non-sterilized out from behind the computer connecting with real genuine people. If that’s true then why defend social networking and social media? After all, most of my clients pay me to teach their people to teach them how to network, prospect, cold-call, present, handle objections, and then close the deal. I make money from promoting this way of doing business. I like this way of doing business, I’m good at it.
So why? Why defend or promote the medium? I’m one of those people that is totally open to other people’s opinions, in fact rarely do I debate with or correct people, even if I feel they may be wrong. Unless of course what they’re talking about keeps them in an negative or unhealthy space, even more so if they’re affecting other people.
I have had several people forward me links to an article recently that I think presents a very one sided and one dimensional view of a very multi-dimensional tool and movement. What I’m talking about is a recent article posted in The Register. It’s at best a one-sided article making an extreme interpretation of an article released in the journal of the British Institute of Biology this past February 2009.
The article in The Register blames social networking sites and social media including FaceBook, Linkedin, and Twitter for cancer, heart attacks, lupus, dementia and more. Why not blame it for the recession as well? (The ironic thing is the article at the bottom encourages people to “share it on Facebook” or to “digg” it.)
There’s some really bad assumptions made. You can read the original article and the study (PDF) and judge for yourself. Number one most of the data in the article and the studies cited were from studies conducted observing people for a period of years leading up to 1998! What a leap!
Connecting internet usage in 1998 prior to the advent of Facebook, Twitter, Linkedin, Blogging, Youtube, Skype, Google was practically an unknown entity. The study that most of these extrapolations were based upon came at a time of dial-up, slow-broad-band, and Yahoo Chat!, I almost developed an ulcer myself just waiting for the java applet in Yahoo! Chat to load as my Windows OS and first generation Toshiba Satellite creaked and groaned in protest.
Digging up and using old data to condemn platforms that have only existed for less than 5 years is a stretch. In fact a new study that just came out in 2009 out of Taiwan cites that blogging, may make you happier. (Study via Andrew Devine on Twitter) Doctor Ben Goldacre in a recent blog entry shared several counter studies from well known scientists that refuted the Register article as well:
Many of them do not support Dr Sigman’s theory. These are the ones he completely ignores.
For example:
1. Caplan SE published a paper in 2007 entitled: “Relations among loneliness, social anxiety, and problematic Internet use.” Dr Sigman did not quote this paper in his article. Why not? “The results support the hypothesis that the relationship between loneliness and preference for online social interaction is spurious.”
2. Sum et al published a paper in 2008 with the title: “Internet use and loneliness in older adults“. Dr Sigman chose not to quote this paper. Why not? I don’t know, although it does contain the line “greater use of the Internet as a communication tool was associated with a lower level of social loneliness.”
3. Subrahmanyam et al published a paper in 2007 called “Adolescents on the net: Internet use and well-being.” It features the line “loneliness was not related to the total time spent online, nor to the time spent on e-mail”. Dr Sigman ignored it.
What is interesting is these studies are done in this decade, not in the 90′s. Overall this in my opinion is just an opinion and people are entitled to them. The study was a jumble of other studies mashed together. We all know that statistics can be spun in any direction to support just about any conclusion. Another good blog and retort of The Register article can be found here by Mind Hacks.
Here’s what’s most dangerous about buying into far reaching claims that sending your Granny a video over Facebook will kill her: It will keep you from enjoying all of the benefits that are attached to using these tools properley.
Anything used to excess is bad. Yes MacDonald’s, Beer, Sunlight, all will kill you if you use them to excess. Social Media and Social Networking if used properly can help you break the ice and make connections with people in your community or across the globe. Most people on Facebook, Twitter, and Linkedin who really jump in and use them (not dip their toe in the water and condemn it but actually try it) will have most likely attended events, had lunch, done business and even collaborated to help a charity using the tools.
These tools don’t replace networking, from my experience they leverage your networking efforts if you use them well. Before people blamed the internet for anti-social teenagers they blamed Metallica and before that they blamed Bob Dylan (as I digress).
In their book “groundswell” Charlene Li of Forrester Research and Josh Bernoff (Published by Harvard Business Press) state that “this movement can’t be tamed. It comes from from a thousand sources and washes over traditional businesses like a flood. And like a flood, it can’t be stopped in any one place. Often it can’t be stopped at all. This is the movement we call a groundswell. And while you can’t stop it, you can understand it. You can not only live with it: you can thrive in it.”
Maybe people are just afraid.
I personally think I will stick with Forrester Research and Harvard for my data on the benefits of Social Media and Social Networking. Let’s bring this back to the beginning though; I love people, I love networking and building relationships, I make money teaching other people how to do that. I like these technologies because they can accelerate that process. I suggest that you do both, not one or the other.
Criticizing Twitter and saying it’s unhealthy is like saying “hammers are bad,” yes it’s true they have been misused, been responsible for many broken thumbnails, even murder. A hammer is just a tool, it’s how you use it. Don’t fall in love with any of these tools. Use them to enhance your effectiveness. I have met no less than 300 people face to face in that past 6 months that I first met through Facebook, Twitter, Linkedin or Meetup. The founder of Builddirect.com Jeff Booth originally connected with me after reading this blog. Jeff and I see each other every week now in person, and we follow each other on Twitter. How is that unhealthy?
I would really like to hear readers thoughts on this and any stats for or against my opinion.
As they say in Nova Scotia SOCIABLE!
Darcy Rezac ‘s Networking Tip of the Week
Another great tip from Darcy, Gayle and Judy. I like this one. I don’t know how many times I’ve been at a function and someone has interrupted a great conversation. All three people can lose. Here’s what they have to say:
Networking Interruptus. Here is a very typical networking situation: Sam and Salima are talking and someone comes over, interrupts, and proceeds to talk only to Sam. You can picture Salima’s expression! What should have happened? Let’s start by saying that sometimes you do have to squeeze into the conversation. But barging in and completely ignoring the other person is not how to do it. Instead, the person should have entered the conversation by saying “Sorry to interrupt, but do you mind if I just have a quick word with Sam?” The interrupter should then remember to keep the circle open so Salima is not left hovering. Most conversations aren’t ‘spy-worthy’ so everyone can be included. Besides, if it is highly personal it really shouldn’t be discussed at a networking event.
– Darcy, Gayle and JudyGot a great networking tip? Share it with us at: info@workthepond.com We are giving away a copy of the audio version of Work The Pond! for the best one!
Are you giving your power away to the wrong coach or mentor?
Today’s podcast is about the risks associated with mentoring and coaching. I have personally seen too many people give their power away or get off track from their own personal values by selecting the wrong coach or mentor.
This podcast talks about the difference between certification and qualification. It also talks about how we may want to select and mentor or coach in the future. If you like what I have to say or you disagree please comment, I would like your feedback.
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Leadership in a Digital Age – Is there a Leadership 2.0?
I’ve heard many people (including myself) talk about the fact that the rules of business have changed. In sales and marketing this is true.
What’s interesting is that the rules of leadership are universal. Offline and online networking and building social capital follow a very similar strategy. Today’s podcast addresses this challenge and opportunity.
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What’s Your Social Media Profile?
Are you a Thought Leader? An Engaged Participant? Why not find out? This is my “beta” quiz on Social Media Profiles. Fill it out to find out your profile. After you complete it would great if you could share your results by posting them in the comment box below. Please comment and let me know how it could be improved or expanded. Have fun!
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Thank-you to Split Mango (Ubertor and WordPress Specialists) for editing the CSS and PHP for this quiz to make it legible and functioning!
Questions to ask before taking that high tech sales job offer
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Careers in High-Tech and Web-Based Industries
For every successful technology company there are dozens that fail and leave behind an array of lost promises, disappointed investors, and stressed former employees. This sector offers a highly engaging, and potentially lucrative career in sales. With that in mind, we must be willing to ask some hard questions about the company we are going to potentially work with.
The following are examples of questions and topics we need to address when seeking out potential employers:
1. What is the basis for their technology? Do they have something proprietary or innovative that will allow me to build up a client base? Will this technology give us a sustained competitive advantage? Or are we just another “me too” technology that can eventually be built better and cheaper by some other company?
2. Is this technology proven, scalable, and have a track record? Many organizations make grand claims about their latest invention but cannot back it up. Remember, when you are out prospecting, presenting, and visiting potential clients, you are going to get some hard questions. Make sure there is something of substance that you can sell.
3. Does the company have a solid infrastructure, quality control, technical standards, and sufficient resources for customer support? Too many start-ups lack this infrastructure and back-office support. What occurs is as we land larger clients and sell multiple instances of our software or solution, and the production side of the company fails to keep up. This results in delayed projects, poor customer service, and loss of clients, market share, and opportunity. Make sure the company you work for has those key systems in place.
4. Does the company have a proven executive team? Leadership and the personal motivation and drive of key executives are very important, especially in the initial stages of business growth. Has the CEO surrounded themselves with intelligent, competent division heads, or have they surrounded themselves with an entourage of “yes” people?
5. One of the most important questions is: “Is this solution a cure to a pain or a problem?” If it is, creating a business case for people to buy it will be achievable. If it is one of the many technologies with no real market demand (i.e. just another interesting technology tool) it is not going to be a priority purchase for anyone.
6. Does the company and solution have a defined, accessible market? If the target market is difficult to reach or is ambiguous, much of our initial tenure at the company will not be spent selling, it will be spent trying to define the market and through trial and error, learning how to access it. This is not a formula for large commissions.
7. Does the company equip the sales staff with the right marketing and collateral materials as well as tools necessary to sell the solution? In addition to this, do they have a well-defined and potentially lucrative compensation plan that will reward me for my efforts?
If you find it hard to answer positively about one or more of these questions the reality is you’re probably not being offered a sales job of real substance in web or high tech based industries.
I know of several sales people who’s resume’s are full of 3 or 6 month stints at half a dozen of these companies. The time frame makes them look like flakey employees who can’t commit or be loyal. The reality is they were great sales people who worked for companies of no substance.
- Shane Gibson
Operationalizing Your Sales Strategy
Operationalizing your sales process and approach is vital to your sales success both in the short term and the long-term. Anyone can dream up a brilliant idea or strategy, in fact this world is full of great ideas that will never happen. The genius is in the implementation.
Following are the five key elements of Operationalizing sales:
1. Tools
In order to operationalize our sales process and achieve our goals we will need the right tools to get the job done. These tools include everything from electronic devices, research tools, business cards, marketing materials, software, and accounting and billing tools to name a few. It is important to be aware of the core tools needed to effectively execute the plan.
2. Measurement
What gets measured gets improved. Without measurement there is no feedback, positive or negative, regarding our progress. A goal helps us push ourselves in positive ways and fuels improvement, motivation, self-esteem and team spirit.
What gets measured gets improved. Without measurement there is no feedback, positive or negative, regarding our progress. A goal helps us push ourselves in positive ways and fuels improvement, motivation, self-esteem and team spirit.
3. Processes and Knowledge
Once you have a goal, a measurement process, and the right tools needed to identify the process to follow, you can identify any knowledge or skill gaps that may affect progress. Being a master at sales is a process of constant improvement, self awareness and personal growth.
4. Maximize Selling Time
Your end goal is to build solid client relationships that result in sizeable amounts of revenue. Using this as a core goal, we can maximize the time spent doing the things that move us toward that goal. Many sales people have failed because they became experts at paperwork, staff meetings, research, and a myriad of other activities that have very little to do with closing the deal or building relationships with the right clients.
Sales professionals need to have a process that supports the core goal and the courage to fight for the time needed to do these things. This process is about delegating, automating or deleting these activities from our life that are not harmonious with our goals.
5. Support and Accountability Structure
“One is too few a number to achieve greatness” – John Maxwell.
John Maxwell, leadership expert says it well in this quote. We need a team to help us reach our goals; many of us will do more for other people than we would do for ourselves. Having a set of checks and balances and a manager, coach, mentor or peer that holds us accountable is a key ingredient in driving sales results.
- Shane Gibson
Peter Legge Video Be Bold
Last week I attended a great seminar by Peter Legge on Doing Business in Tough Times. It was great to see a business leader like Peter echo what I have been blogging, podcasting and speaking about for the past 6 months. So many people have taken the easy route, stopped following their business plan and started following the news. It’s all about courage and personal responsibility. This video is Canada focused but I believe it has global applications. It was produced for the event last week.
Enjoy:
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